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    PhD course in Relationship Management 13. - 17. May 2013

    Responsible/coordinator: Prof. Per V. Freytag, University of Southern Denmark

: Prof. Louise Young, Dept. of Marketing, University of Western Sydney, Australia; Prof. Ian Wilkinson, University of Sydney, Associate Prof. Torben Damgaard, Associate Prof. Ann Clarke, Dept. of Entrepreneurship and Relationship Management, University of Southern Denmark. 

    Purpose and content: 
A company has a number of relationships. Each relationship with its own contents and purposes. Managing relationships, e.g. getting the expected outcome, is often difficult due to the fact that the purpose of entering into or staying in a relationship may differ. Relationship management is to a certain extent about finding mutual interests and objectives. For the company it is not only a question of being aware of own interests and objectives and being able to see how these can be combined with own interests. E.g. each relationship holds potential for co-evolvement over time and fulfilment of individual objectives in the short term. Due to the fact that relationships of firms are driven by purpose, the contents of the relationship may differ, this demands different sets of competences to handle. To develop, hold and use the right competences for achieving the expected outcome of a relationship is a complex management task. To get the expected outcome of a relationship may to some degree be affected by other internal or external relationships and the overall context (network) in which the company is embedded. This leads to a number of topics which will be discussed:

    • Strategizing & prioritizing

    • Supplier development and development through suppliers

    • Custumer development and development through customers

    Being able to understand and analyze these topics both in theory and practice is a matter of using methods which can give access to "rich data" sets. Therefore two methods for acquiring data will be discussed:

    • Observation and interviewing

    No later than 15 April, each participant has to submit a 4-5-page (max. 8500 characters) paper. The paper should be based on a part of the participants PhD project and be related to one or more of the above-listed topics of the PhD course. The paper should be scientific in nature but must be readable for a wider audience due to publication of the 4 best articles in either the Danish purchasing or marketing and sales organizations journal. During the PhD course there will be time to present the overall PhD project, the paper and to discuss improvements of the paper. 
After the course the participants will have 6 weeks for revision of their papers. After the papers have been handed in again, the 4 best papers will be selected and published. 

See course readings (not available yet). Readings will be available 1 March.

University of Southern Denmark, campus Kolding, Engstien 1, DK-6000 Kolding. Room: 1.20.

: 13-17 May 2013.

    Teaching language
: English. Paper should be written in English.

PhD students who have been enrolled in a PhD programme, PhD students from social sciences or technical sciences. 

No later than 8 April 2013 to: DOME, Aarhus University, School of Business and Social Sciences, Dept. of Business Administration, Bartholins Allι 10, DK-8000 Aarhus C. Please download an application form, which can be found on the right-hand side of this web page. 
Please note that the registration is binding. In case of cancellation of your registration/application after the deadline for application and up to two weeks prior to the course, a cancellation fee of 500 DKK will be charged. If cancellation is made less than two weeks prior to the course, there will be no refund of the course fee.

A fee of approx. 1200 DKK to cover meals during the course will be charged. 


    Further information: 
Per V. Freytag or DOME.

    Course schedule: (not available yet)

    Readings: (not available yet)

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