Examination arrangement

Course content

The course provides insight into how companies can manage their relationships to other companies. The subject starts with an introduction to the theme of business relationships and networks, and how these influence the company’s value creation, innovativeness, and productivity. Two important themes through the whole course are digitalization and sustainability/circular economy in industrial networks.

Following this, the course goes into depth with the following themes: 1) Relationships to different types of counterparts, including customers, suppliers, competitors, and others. 2) Development of relationships over time. 3) Creating trust and handling conflicts in relationships. 4) Managing the company’s customer and supplier portfolios. 5) Managing networks, including supplier networks, customer networks, and innovation networks. 6) Strategy processes in business networks.

Learning outcome

The position and function of the course: The course is elective in the 4th or 5th study year in the study program MTIØT, and in the programs MSPROMAN and MSGLOMAN

KNOWLEDGE

The candidate

- has advanced knowledge within the academic field of business relationships and network, with a specific focus on digitalization and sustainability

- has thorough knowledge of the theories and methods in the field

- can apply knowledge to new areas within the academic field, e.g. specific knowledge of managing customer relationships and networks, specific knowledge of managing supplier relationships and networks, specific knowledge of relationship dynamics, specific knowledge of strategizing and capability development in business networks

- can analyze academic problems on the basis of the history, traditions and distinctive character of the academic field

SKILLS

The candidate

- can analyze and deal critically with various sources of information and use them to structure and formulate scholarly arguments

- can analyze existing theories, methods and interpretations in the field of business relationships and network, and work independently on practical and theoretical problems

- can use relevant methods for research and scholarly development work in an independent manner- can analyze a company’s most important business relationships, with particular emphasis on relationship dynamics

- can make a literature review of a key concept within the field of business relationships and networks

- can discuss and decide how a company can and should manage its business relationships and networks.

GENERAL COMPETENCE

The candidate

- can analyze relevant academic problems

- can apply his/her knowledge and skills in new areas in order to carry out advanced assignments and projects

- can communicate extensive independent work and masters language and terminology of the academic field, through a large group based project report, focusing on making a literature review

- can communicate about academic issues, analyses and conclusions in the field of business relationships and networks, both with specialists and the general public

Learning methods and activities

Lectures, case discussions and group assignments. Two assignments make up the final grade. Assignment 1 counts for 50% and assignment 2 counts for 50%. The course will be taught in English.

Further on evaluation

Students must submit two written group assignments counting 100% of the grade.

Recommended previous knowledge

TIØ4165 Marketing Management or similar previous knowledge.

Course materials

To be announced at the start of the semester.