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2023/2024  KAN-CSCEO1821U  Managing Relationships

English Title
Managing Relationships

Course information

Language English
Course ECTS 7.5 ECTS
Type Mandatory
Level Full Degree Master
Duration One Semester
Start time of the course Spring
Timetable Course schedule will be posted at calendar.cbs.dk
Study board
Study Board for cand.merc. and GMA (CM)
Course coordinator
  • Andreas Wieland - Department of Operations Management (OM)
The course is taught by Philip Beske-Janssen
Main academic disciplines
  • Supply chain management and logistics
Teaching methods
  • Face-to-face teaching
Last updated on 29-11-2023

Relevant links

Learning objectives
  • take theoretical perspectives to explain relationships on different levels of analysis,
  • explain phenomena related to the different types of relationships between individuals, business functions and organizations of a supply chain,
  • explain phenomena related to dyadic, triadic and network relationships,
  • apply knowledge about relationships in order to solve relevant business problems.
Managing Relationships:
Exam ECTS 7,5
Examination form Written sit-in exam on CBS' computers
Individual or group exam Individual exam
Assignment type Written assignment
Duration 4 hours
Grading scale 7-point grading scale
Examiner(s) One internal examiner
Exam period Spring
Aids Closed book: no aids
However, at all written sit-in exams the student has access to the basic IT application package (Microsoft Office (minus Excel), digital pen and paper, 7-zip file manager, Adobe Acrobat, Texlive, VLC player, Windows Media Player), and the student is allowed to bring simple writing and drawing utensils (non-digital). PLEASE NOTE: Students are not allowed to communicate with others during the exam.
Make-up exam/re-exam
Same examination form as the ordinary exam
The number of registered candidates for the make-up examination/re-take examination may warrant that it most appropriately be held as an oral examination. The programme office will inform the students if the make-up examination/re-take examination instead is held as an oral examination including a second examiner or external examiner.
Course content, structure and pedagogical approach

Managerial decisions have traditionally been motivated by cutting costs and ensuring material supply. With the emergence of supply chain management there has been a shift towards managing relationships, internally in order to tear down the functional silos that separated finance, procurement, production, marketing, logistics and sales, and externally in order to orchestrate end-to-end value creation. Today, such networks of interdependent relationships often take on an own identity as a “quasi-firms”. Based on interdisciplinary literature related to supply chain and operations management, strategic management, marketing, and economics, among other disciplines, this course covers phenomena related to different types of relationships by taking different theoretical perspectives. Based on interactive discussions and case studies, the participants will learn how to apply such knowledge in a managerial context. The course content includes the following topics: trust, power, contract theory, coordination, integration, systems theory, relational view, business process management, sustainability, circular economy, stakeholder management, etc.

Description of the teaching methods
The course is built on research-based teaching and supported by case-based teaching. Students are encouraged to actively participate in group work and discussions.
Feedback during the teaching period
Feedback is provided via various sources. These are:

- personal meetings, e.g. office hours or briefly after the lecture
- regular short assignments, e.g. Kahoot quizzes
- case assignments related to topics of the course and discussion of solutions
- in class discussion related to all topics of the course

Student workload
Lectures 33 hours
Readings, Exercises, Preparation Exam 173 hours
Expected literature

Mandatory literature:

  • Lambert, D.M., Enz, M.G. (2017): “Issues in Supply Chain Management: Progress and potential”, Industrial Marketing Management, Vol. 62, 2017, pp. 1-16,
  • Mitchell, R.K., Agle, B.R., Wood, D.J. 1997. Toward a Theory of Stakeholder Identification and Salience: Defining the Principles of Who and What Really Counts. Academy of Management Review, 22 (4), 853–886.
  • Whipple, J.M., Griffis, S.E., Daugherty, P.J. 2013. Conceptualizations of Trust: Can We Trust Them? Journal of Business Logistics, 34, 117–130.
  • Dyer, JH, Singh, H, Hesterly, WS. (2018) “The relational view revisited: A dynamic perspective on value creation and value capture.” Strategic Management Journal, Vol. 39, pp. 3140– 3162.


Additional literature will be announced in the class.

Last updated on 29-11-2023