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    Relationship Management


    Strategizing within networks is about understanding possibilities and limitations of cooperation. The course discusses possibilities of developing and making use of options within dyads, nets and networks. Strategizing is discussed in connection to how helpful should models and theory be for identifying problems, raisings questions, showing possible pathways for identifying solutions, and questioning solutions? And for whom should theory and models be helpful?

    Louise Young, Per V. Freytag and Torben Damgaard among other are running the course.


    Prof. Per V. Freytag, University of Southern Denmark

    Guest lecturers

    Prof. Louise Young, University of Western Sydney, Australia; Prof. Jan S. Arlbjørn, Associate Prof. Torben Damgaard, Associate Prof. Per Servais, Associate Prof. Ann Clarke, University of Southern Denmark, and others.

    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 fulfillment 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 October, each participant has to submit a 4-5-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.


    See course readings (not available yet).


    University of Southern Denmark, campus Kolding.


    1-5 November 2010.

    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 20 September 2010 to DOME : Lisbeth Widahl Aarhus School of Business, Aarhus University, Haslegaardsvej 10, DK-8210 Aarhus V. Please download an application form, which can be found on the right-hand side of this web page.


    A fee to cover meals during the course will be charged. For information please contact DOME.


    5 ECTS.

    Further information

    Per V. Freytag or DOME.

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