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2019/2020  DIP-DHDVV7001U  Supplier Relationship Management

English Title
Supplier Relationship Management

Course information

Language English
Course ECTS 5 ECTS
Type Elective
Level Graduate Diploma
Duration One Semester
Start time of the course Autumn
Timetable Course schedule will be posted at calendar.cbs.dk
Max. participants 40
Study board
Study Board for Graduate Diploma in Business Administration (part 2)
Course coordinator
  • Kim Sundtoft Hald - Department of Operations Management (OM)
Study administration for GD SCM: HDSCM@cbs.dk
Main academic disciplines
  • Marketing
  • Organisation
  • Supply chain management and logistics
Teaching methods
  • Blended learning
Last updated on 09-05-2019

Relevant links

Learning objectives
  • Understand and explain how buyer-supplier relationships create value.
  • Understand and analyse buyer-supplier relationships and their underlying relationship dynamics.
  • Understand, compare and apply the theories and analytical models presented in the course.
  • Reflect on own written forum contributions provided during the course, and relate these to the exam questions and to the theories and analytical models presented in the course.
Supplier Relationship Management:
Exam ECTS 5
Examination form Home assignment - written product
Individual or group exam Individual exam
Size of written product Max. 10 pages
Assignment type Case based assignment
Duration 24 hours to prepare
Grading scale 7-point grading scale
Examiner(s) One internal examiner
Exam period Winter, Ordinary exam: 26/10 from 9.00 till 27/10 9.00.

More information about the exam: My.cbs.dk.
Make-up exam/re-exam
Same examination form as the ordinary exam
Re-exam: from 14/12 at 9.00 till 15/12 at 9.00.

More information about the exam: My.cbs.dk.

A new case will be the basis for a re-exam. Please note that the assessment of the learning objective “Reflect on own written forum contributions provided during the course, and relate these to the exam questions and to the theories and analytical models presented in the course” will be based on the student’s own written forum contributions provided during the teaching period on the course.

If the student has - in accordance with the rules of the Copenhagen Business School on re-exams - provided evidence that illness during the teaching period resulted in the student not having been able to contribute with his/her own written forum contributions delivered during the course, the student will be given a new opportunity to make this contribution.
Course content, structure and pedagogical approach

Supplier relationship management concerns the management and development of relationships with suppliers (e.g. Business-to-business relationships between a buyer and a supplier).


The content of the course is motivated by the fact that an increasing proportion of value creation takes place in buyer-supplier relationships and supply networks. In particular, a well-functioning collaboration with the most important suppliers is highly important to most buyers and supply chains.


The primary focus of this course is the management and development of strategic buyer-supplier relationships.


The course provides a fundamental introduction to buyer-supplier relationships. What is the content of a buyer-supplier relationship, and how can buyer-supplier relationships be analysed and managed?


Another central aspect of the course is to provide a deep understanding of the core factors that influence the functioning of buyer-supplier relationships. Specifically: Value, Power/dependence, trust and attractiveness in buyer-supplier relationships.  

Description of the teaching methods
The course is a Blended Learning course with a high proportion of online material. A high degree of independent studies on the part of the student must be anticipated. The course consists of a number of different self-activation elements such as for example video elements, quiz elements and exercise elements, including forum debates. CBS Canvas is used as the primary platform. In addition to this, the course consists of face-to-face class sessions/workshops.
Feedback during the teaching period
Feedback is provided via dialog and interaction in workshops. Peer feedback is also provided as an integrated part of case-analysis and presentation. In addition feedback is provided before and after class by the completion of CBS Canvas quizzes.
Student workload
Workshops 18 hours
Online-material, quizzes, preparation for workshops, preparation for exam, exam 120 hours
Further Information

Workshops: Tuesdays  3/9, 17/9, 1/10 and 8/10 2019 from 17.05 - 20.40


For further information, please contact the Department of Operations Management 
Studieadministrator: Pernille Nielsen pen.om@cbs.dk
Course responsible: Kim Sundtoft Hald ksh.om@cbs.dk




Expected literature

Course literature consist of cases and academic papers: Examples:

Hald, K.S., Cordon, C. and Vollmann, T.E. (2009), Towards an understanding of attraction in buyer–supplier relationships, Industrial Marketing Management, Vol. 38, pp. 960-970

Ellegaard, C., Vollmann, T., & Cordon, C. (2002), Freqon – Buyer-Supplier Evolution?, IMD – International Institute for Management Development, Lausanne, Switzerland, pp. 1-13.

Ulaga, W. (2003). Capturing value creation in business relationships: A customer perspective. Industrial Marketing Management, 32(8), pp. 677-693.

Cox, A (2001), 'Understanding Buyer and Supplier Power: A Framework for Procurement and Supply Competence', Journal of Supply Chain Management, 37, 2, pp. 8-15.

Dyer, J. H. (2000). The Determinants of Trust in Supplier-automaker Relationships in the U.S., Japan, and Korea. Journal Of International Business Studies, 31(2), 259-285.

Last updated on 09-05-2019