Digitalisation of Purchasing and B to B Sales
- Enseignant(s): S.Lacoste
- Titre en français: Transformation digitale des achats et ventes B to B
- Cours donné en: anglais
- Crédits ECTS: 3 crédits
- Horaire: Semestre d'automne 2020-2021, 2.0h. de cours (moyenne hebdomadaire)
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séances
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site web du cours
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Formations concernées:
Maîtrise universitaire ès Sciences en management, Orientation stratégie, organisation et leadership
Maîtrise universitaire ès Sciences en management, Orientation marketing
Maîtrise universitaire ès Sciences en management, Orientation comportement, économie et évolution
Maîtrise universitaire ès Sciences en management, Orientation business analytics -
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ObjectifsObjectives:
Although the impact of digitalisation is not new, the rise of digital technologies has accelerated the pace of disruption in virtually every industry and does profoundly change the supplier and customer-facing roles. This course provides a view of digital transformation in business markets and focusses on two functions, which are at the core of value creation in Business-to-Business companies: purchasing and selling.
At the end of this course, students should,
ContenusMonday mornings (8:30 -12) 3 cr. - Automne - 28 Sept / 05-19-26 Oct / 09- 23 Nov / 7 Dec Blended teaching: some classes will take place face-to-face in The Anthropole 3185; Some classes will be full online. (Depending on the evolution of the Covid-19, all classes may turn to be online) Check the dates as hereunder: 28/09 - Face-to-face: Digital transformation 05/10 - Online - Purchasing and supplier relationships management 19/10 - Face-to-face: E-procurement 26/10 - Online - Selling and social selling (in BtoB) 09/11 - Face-to-face - Global Account Management 23/11 - Online - Social media in BtoB 07/12 - takeaways - Final individual assignment
Further details concerning the course content and preparatory work (before each lesson) to be found onto Moodle. RéférencesNo mandatory textbook. A list of articles to be read prior to each class will be downloaded onto the course Moodle page. Pré-requisNo prerequisite are necessary. Having followed a course on BtoB marketing in the bachelor program is a plus! To join the course, you are invited to enroll onto Moodle prior to the first class Exchange students with no prior access to Moodle are invited to write to : hecincoming@unil.ch Evaluation1ère tentative
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