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BUSINESS-TO-BUSINESS MARKETING AND

PURCHASING

About the programme
Language: English  (See language requirements)  | Place of study: Aarhus  |  Commencement: August / September (no winter intake)

Introduction

The MSc in Economics and Business Administration - 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 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.

The first semester of the programme provides students with a deep understanding of how business markets work through courses in buyer– supplier relationships and networks as well as the innovation and development of these relationships. The prerequisite courses, which provide students with a solid academic foundation and prepare them for the specialisation courses of the second semester, also include general marketing theory and research methods. The specialisation courses that follow 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.

Admission Requirements

Students that hold a Bachelor of Science degree in Economics and Business Administration (HA) or variants hereof from Aarhus University can pursue direct admission to the MSc programmes in Economics and Business Administration after they complete their Bachelor’s degree programme.

If you hold a Bachelor’s degree in Economics and Business Administration, Bsc (HA) from one of the Danish universities, you fulfill the specific admission requirement for the Master’s degree programmes in Economics and Business Administration (cand.merc.).

If you hold a Graduate Diploma in Business Administration (HD), you can also pursue admission to the MSc programmes in Economics and Business Administration. However, it is required that you complete supplementary courses corresponding to 20 ECTS. For information on which supplementary courses you should take please check the overview of supplementary courses for HD (available only in Danish).   

Students that hold a degree from another university

If you hold a degree from another university, your qualifications will be assessed once you have applied for admission. You can also have your qualifications pre-assessed by Aarhus University, Admission between 1 September and 31 October in order to find out if you meet the admission requirements. Please contact ma.admission@au.dk for further information about pre-assessments between 1 September and 31 October.  The assessment will prioritize the sufficient content of the following subjects and ECTS-points:    

Quantitative and Qualitative Methods

15 ECTS

Managerial Economics and Operations Management

15 ECTS

Marketing

7,5 ECTS

Finance and Accounting

15 ECTS

Organisation- and Leadership Theory

7,5 ECTS

Microeconomics

5 ECTS

Additional ECTS points within the abovementioned areas

15 ECTS

Total ECTS within Economics and Business Administration

80 ECTS

Language requirements

Since English is the language of instruction in all subjects, all applicants are required to provide evidence of their English language proficiency.
Please see the page on language requirements.

Programme Structure

ACADEMIC REGULATIONS

Below is an outline of the courses:


The study programme consists of two semesters in the first year which cover the compulsory courses in the programme specialisation and two semesters in the last year which are reserved for the student's own specialisation.

In the first semester you follow the prerequisite courses that form the methodological and academic basis for the further study programme.

In the second semester you follow the specialisation courses of the programme.

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

  The fourth semester is devoted to the final thesis. You may choose the topic of the thesis freely and so 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.    

Student Life

Learning in an International Context

At Aarhus BSS, we conduct research at the highest academic level.

All researchers employed are engaged in research projects covering a wide range of different subjects and focusing on knowledge and skills considered essential for professional business activities in the global marketplace. All faculty have both research and teaching responsibilities, which means that our teaching is continually based on the latest research results.

Aarhus BSS is very internationally oriented. The broad scope of our research activities and educational programmes enable us to attract researchers, teachers, and students from all over the world, and this creates an international environment for research and learning in which academic views are exchanged, experiences are gathered and friendships are formed.

Aarhus University is a leading university in Denmark in building student exchange opportunities. The university encourages all students to spend time studying abroad. Every year, more than 700 students from Aarhus BSS go abroad to participate in exchange programmes around the world at our more than 300 partner universities. About the same number of students from all over the world come to participate in the exchange programme in Aarhus, and this contributes to a truly international learning atmosphere.

Follow the student life at Aarhus University

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With thousands of pictures #yourniversity gives insight into the everyday life as a student at AU; the parties, procrastination, exams and all the other ways you’ll spend your time at university.

 

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Career

The programme’s focus on upstream as well as downstream activities means that students will gain a deep knowledge not only of sales/marketing and purchasing, but also of how to develop and manage relationships with customers as well as suppliers. This dual understanding makes graduates perfect for job positions such as key account manager (on the selling side) or category manager (on the buying side) – positions that hold many future career possibilities. Over time, graduates may develop careers within sales and marketing or purchasing, or they may choose to alternate between the two. With their knowledge and understanding of the many relationships between the firm and its various stakeholders, graduates will be well suited to a range of general management positions.

 

 

At VELUX, candidates with a strong understanding of business markets and the ability to handle ambiguity and complexity are in high demand. As we continue our development as a global matrix organisation, we look for talents with knowledge of individual disciplines such as purchasing and marketing. At the same time, market demands and technological developments make it increasingly important for our employees to know how to work together with other business functions and how to build strong partnerships with customers and suppliers. For us, a degree programme with this focus is highly relevant.

CONNIE C. STANIOK 
Senior Director Global HR Development, VELUX