The MSc programme in Business-to-Business Marketing and Purchasing focuses on the managerial challenges related to operating in industrial markets. It prepares students for a wide range of careers, mainly in the private sector. Students on the programme gain skills in business-to-business marketing and strategy, purchasing management, relationship management, innovation, pricing, and the regulation of cooperation in business markets.

DEEP UNDERSTANDING OF BUSINESS MARKETS

Firms operating in business markets cater to the needs of other firms rather than private households, and in so doing they face specific challenges and opportunities. Business-to-business activities constitute the main part of any developed economy, and managers who can understand, develop, and manage such activities – upstream, as well as downstream –, are an important asset to firms. The first semester of the programme provides students with a deep understanding of the functioning of business markets through courses in buyer-supplier relationships and networks, as well as innovation in buyer-supplier relationships. First-semester courses also include marketing theory and research methods. Together, these prerequisite courses prepare students for the specialisation courses of the second semester, which cover topics such as business-to-business purchasing management, business-to-business sales and marketing management, pricing, and the regulation of marketing and purchasing cooperation.