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    Relationship Management

    Relationship Management

    Responsible/ Coordinator Professor Per V. Freytag, University of Southern Denmark

    Guest Lecturers Professor Jan Arlbjørn, University of Southern Denmark

    Professor Louise Young, Dept. of Marketing, University of Technology, Sydney

    Associate Professor Torben Damgaard, University of Southern Denmark

    Associate Professor Per Servais, Department of Marketing & Management, University of Southern Denmark

    Associate Professor Ann Clarke, Department of Entrepreneurship & 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

     Customer 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 & interviewing

    No later than 1 October each participant has to hand in a 5-page (max 8500 characters) paper. The paper should be based on a part of the participant's 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 organization's 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.

    Literature See course readings (pdf) (Readings will be available 10 September)

    Location University of Southern Denmark, campus Kolding (room 1.20).

    Time 27 - 31 October 2008


    language English

    Article should be written in English

    Participants PhD students who have been enrolled in a PhD programme, PhD students from social sciences or technical sciences. (It will also have relevance to students from other social and technical sciences.)

    Application Before 10 September 2008 to: Lisbeth Widahl, DOME, Aarhus School of Business, University of Aarhus, Haslegaardsvej 10, DK-8210 Aarhus V. Please download an application form, which can be found on the right-hand side of this web page.

    Fee A fee that includes breakfast, lunch and dinner will be charged. For information please contact Lisbeth Widahl


    Evaluation 5 ECTS

    Further information Lisbeth Widahl

    Course schedule (preliminary) / readings (pdf)

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