Course

Business to Business Marketing (MSB201)

No business is an island! Companies' relationships with other firms matter for economic success. Understanding how different organizations, operating different business models, seize the benefits from networks of partnerships and alliances with other companies, including customers, suppliers and competitors, is of vital importance for their survival and competitiveness in an increasingly digital age. This course covers the nature of a firm's relationships with other firms as well as how these relationships are managed.


Course description for study year 2022-2023. Please note that changes may occur.

See course description and exam/assesment information for this semester (2024-2025)

Semesters

Facts

Course code

MSB201

Credits (ECTS)

10

Semester tution start

Autumn

Language of instruction

English

Number of semesters

1

Exam semester

Autumn

Time table

View course schedule

Literature

The syllabus can be found in Leganto

Content

This course provides an understanding of how all firms benefit from alliances and partnerships with external trading partners. By integrating academic research and real-life examples, students will gain knowledge of how firms can unlock the benefits available in business relationships. The way a firm creates value has fundamental implications for both the nature of its relationships with other firms as well as how these relationships are governed.

Learning outcome

Knowledge

Upon completion of the course, students will have knowledge of:

  • The advantages of alliances and partnerships;
  • Different perspectives on how a firm can maximize the value of its alliance network;
  • Strategic and organizational challenges of designing and managing business relationships.

Skills

Upon completion of this course, students will be able to:

  • Think strategically about configuring alliances, networks, and digital ecosystems;
  • Provide recommendations for how to negotiate and manage ongoing business relationships;
  • Gain support for alliance strategies.

Required prerequisite knowledge

None

Exam

Form of assessment Weight Duration Marks Aid Exam system Withdrawal deadline Exam date
Class participation 15/100 Letter grades All Inspera assessment — —
Written assignments/portfolio 35/100 1 Semesters Letter grades All — 31.10.2022 —
Final exam 50/100 4 Hours Letter grades None permitted Inspera assessment 28.11.2022 12.12.2022


To take the final exam, students must pass the class attendance (70%), class participation, and the written portfolio requirements. You will also be asked to submit an assessment of your own class participation and a peer evaluation of the individual and group projects.  All parts of the evaluation must be passed to get a grade in the course.

Students failing the portfolio evaluation will be granted the opportunity of taking a deferred exam. This exam will take the form of new written individual assignments. 

Coursework requirements

Attendance 70%, Class participation, Written portfolio requirements
To take the final exam, students must pass the class attendance (70%), class participation, and the written portfolio requirements. You will be asked to submit an assessment of your own class participation and a peer evaluation of the group projects. All parts of the evaluation must be passed to get a grade in the course.

Method of work

Lectures, group work, and independent study. The estimated distribution of ECTS hours are as follows:

1. Lectures and feedback on student presentations: 50 hours

2. Group work: 110 hours

3. Independent study of course material: 120 hours

Open for

Master of Science in Accounting and Auditing Business Administration - Master of Science Business Administration - Master of Science (5 years)

Course assessment

Students will have the opportunity to give feedback on the course, first in an early dialogue and subsequently in a written course evaluation at the end of the course.

Contact

Offered by

UiS Business School

UiS School of Business and Law

The course description is retrieved from FS (Felles studentsystem). Version 1