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Digital Transformation in B to B

  • Enseignant(s):   S.Lacoste (AR)  
  • Titre en français: Transformation digitale B to B
  • Cours donné en: anglais
  • Crédits ECTS: 3 crédits
  • Horaire: Semestre d'automne 2019-2020, 2.0h. de cours (moyenne hebdomadaire)
  •  séances
  • Formations concernées:
    Maîtrise universitaire ès Sciences en management, Orientation stratégie, organisation et leadership

    Maîtrise universitaire ès Sciences en management, Orientation business analytics

    Maîtrise universitaire ès Sciences en management, Orientation comportement, économie et évolution

    Maîtrise universitaire ès Sciences en management, Orientation marketing

[attention] Le syllabus du cours est entrain d'être modifié par le professeur responsable. Veuillez consulter cette page à nouveau dans quelques jours. --- A titre informatif uniquement, voici l'ancien syllabus :


Important foreword:

This class is not an e-learning class. Presence and in-class participation are very important to make this course enjoyable and fruitful.

The final exam is based on in-class exchanges and critical thinking related to studied cases, companies and presentations, rather than PPTs...

Some homework is required:

  1. particularly to prepare each lesson by reading articles which are downloaded onto Moodle for each session. (Do not forget to print or download the documents onto your laptop to be available during class.)
  2. But, also to prepare one presentation on a specific digital topic

Kindly assess whether you are fully ready to provide the required investment for this course before enrolling.

The class is limited to 60 students - who will be the first ones to enroll onto the Moodle page of this course.


Although the impact of digitization is not new, the rise of digital technologies has accelerated the pace of disruption in virtually every industry. Meanwhile, uncertainty continues to accelerate in the broader business environment as the rate at which new technologies emerge increases exponentially - all while competition becomes increasingly fierce. The dominance of established leaders has never been more under threat. However, these changes are also creating immense opportunities, and the tools to prosper during the age of digital disruption are accessible and available. This course provides a holistic view of digital transformation in business markets.

At the end of this course, students should,

  • Understand major digital trends & transformation in B2B
  • Understand how traditional industries are transforming their business models
  • Have learnt what today's business customers evolving needs and expectations are in a digital world
  • Students will also learnto assess the differences in major digital trends between BtoCand BtoB firms.


Course organisation:

Every week - Friday afternoon (13:15 -17) from November 9. until december 21.


• Introduction to digital transformation (09/11/18)

• B2B digital transformation: major trends (16/11/18)

• Building digital platforms in B to B (23/11/18)

• Case study (30/11/18) - students will be provided with an Internet link to purchase this case study.

• Guest speaker: Schneider Electric (07/12/18)

•Social media in BtoB (07/12/18)

•Digital customer engagement (14/12/18)

•Final exam and wrap up (21/12/18)


No mandatory textbook.

A list of articles to be read prior to each class will be downloaded onto the course Moodle page.


No prerequisite are necessary.

Due to the very interactive nature of the course, the number of students will be limited to 60.

To join the course, you are invited to enroll onto Moodle - the registration will be closed after 60 students have joined the Moodle page.



1ère tentative

Sans examen (cf. modalités)  

Group work (research and in-class presentation on a specific topic) (40 % of the final mark) and individual exam to be taken during the last session on december 21. (2hours - 60 % of the final mark).

Evaluation details to be found on the Moodle page pf this course.



Ecrit 2h00 heures
Non autorisée
Non autorisée

2hr resit exam - 100% of the mark.

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