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Business-to-Business Marketing and Purchasing, MSc

    Aarhus BSS Logo
  • Study Type

    Full time available

  • Subject Areas

    Business & Management

  • Start Date


  • Course Duration

    2 years

  • Course Type


  • Course Fees

    To learn about the costs involved in undertaking this Master program, please contact the university via the information request form.

  • Last Updated

    18 March 2019

The MSc in Economics and Business Administration - Business-to-Business Marketing and Purchasing focuses on the managerial challenges related to operating in industrial markets. The programme prepares students for a wide range of careers, mainly in the private sector. Students following the programme gain skills in areas such as 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 are able to understand, develop and manage such activities – upstream as well as downstream – are an important asset to firms.

Students will master their knowledge of how business markets work through courses in buyer-supplier relationships and networks as well as the innovation and development of these relationships. Focus will also be put on areas of business-to-business purchasing management, business-to-business sales and marketing management, pricing, and the regulation of marketing and purchasing cooperation.

Get more details about the programme here >>

Programme structure

The programme has a duration of 2 years and consists of 4 semesters.

1st semester: Prerequisite courses

The first semester consists of 4 courses. The students will be provided with knowledge regarding the social characteristics of buyer-supplier relationships in a course called Buyer-Supplier Relationships and Networks. This will allow them to manage these types of relationships for improved value creation.

The course in Marketing Theory enables students to udnerstand developments and perspectives within the marketing discipline, and to identify marketing concepts and theories releavnt for the nalysis and solution of marketing problems at hand.

The role of suppliers and customers in the innovation and product development activities of firms will be addressed in Innovation in Buyer-Supplier Relationships course.

Finally, the semester covers knowledge of research methods, both qualitative and quantitative. This will be introduced in a Business-to-Business Research Methods course. The students will gain knowledge about choices of research questions, selection of data, analysis of data and reporting data.

2nd semester: Specialisation courses

In the second semester students will follow 4 specialisation courses.

The first course in Business-to-Business Purchasing Management will take the students through how tasks such as: buying goods/services and knowledge from a global portfolio of suppliers are managed. The course includes developing a purchasing strategy, selecting the right suppliers, evaluating and developing suppliers performance and value creation, and coordinating and organizing the purchasing task internally in the buying company.

The course in Business-to-Business Sales and Marketing Strategy is focusing on classic and modern literature on customer value generation in a strategic, tactical and operational sales/marketing perspective

Students will be introduced to the firm's pricing problems in Pricing Strategy course, which will also provide them with practical techniques to understanding price setting in context of the firm's customers, costs and competition.

Lastly, the semester finishes with Regulating Marketing and Purchasing Cooperation course, which focuses on the most important regulatory areas covering the cooperation between private enterprises on marketing and purchasing. The main focus will be on agreements restricting competition (competition law), including rules on agreements between competitors as well as non-competitors.

3rd semester: Electives or study abroad

In the third semester, you can choose elective courses within your areas of interest. The courses can be taken either at Aarhus BSS during the semester, at the AU Summer University or at one of our more than 300 partner universities abroad. You can also participate in internship programmes either in Denmark or abroad.

4th semester: Final thesis

The fourth semester is devoted to the Master's thesis. You may freely choose the topic of the thesis and thereby get a chance to concentrate on and specialise in a specific field of interest. The thesis may be written in collaboration with another student or it may be the result of your individual effort. When the thesis has been submitted, it is defended before the academic advisor as well as an external examiner.

Want more information about this programme? Click here.

Visit the Business-to-Business Marketing and Purchasing, MSc page on the Aarhus University website for more details!





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