TIO4345

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. Following this, the subject goes into depth with the following themes: 1) Relationships to different types of counterparts, including customers, suppliers, competitors, and others. 2) Development of relationships, including initiating, expanding, maintaining, reducing, and ending relationships. 3) Key Account Management. 4) Creating trust and handling conflicts in relationships. 5) Managing the companys customer and supplier portfolios 6) Managing networks, including supplier networks, customer networks, and innovation networks. 7) Managing local vs. global relationships and networks. 8) Participating in local networks and clusters 9) Learning and competence development in and across relationships. 10) Strategy processes in relationships and networks. 11) Relationships and contracts. 12) Relationships and networks in relation to national and international laws and regulations.

Learning outcome
The course provides theoretical and practical insight into the management of business relationships and networks. Having completed the course, the student will be capable of making analyses of, and making decisions on, how a company can handle the many different issues which occur in its relationships and networks.

Learning methods and activities
Lectures, case discussions and group assignments. Two assignments, which count for 50% each, make up the final grade. The course will be taught in English.

Recommended previous knowledge
TIØ4165 Marketing Management or similar previous knowledge.

Course materials
To be announced at the start of the semester.