Creating, developing and dissolving business relationships
Business markets can be regarded as networks of interconnected business relationships. Therefore, the initiation, development and dissolution of relationships are central to the formation and evolution of business markets. The overall aim of this course is to expand students’ understanding of business relationships in these processes and to provide students the tools needed to critically analyze business relationships and organizational interaction. By addressing topics such as the relationship life cycle, business network analysis, domino effects and business negotiations, the course will look at different types of business relationships, their key dimensions and the purposes they serve. The course takes a business-to-business marketing as well as sourcing/purchasing perspective.