Strategic Market Relations: Building, Managing, and Leveraging Market Relationships

Code

BUSI4655

School

Nottingham University Business School

Level

4

Credits

10

Semesters

Spring Malaysia

Summary

The aim of this module is to provide an introduction to the main theoretical and managerial concepts and issues in the area of business-to-business marketing and strategic market relations. We explore the complex dynamics of networked relationships between buying and selling organisations. Such networks offer organisations the opportunity to learn and create value in novel and innovative ways. However, they also constrain the actions of individual organisations in the network. Thus, strategic market relations require firms to understand how to build, manage, and leverage their market relationships. 

Target Students

MBA and MBA Finance Programme students only

Classes

Thirty Three (33) hours of contact time, with the remaining 67 hours consisting of independent study and coursework preparation. Total 100 hours.

Assessment

• 30% Individual Coursework: 1,000-word essay
• 70% Individual Coursework: 2500 essay

Assessed by end of spring semester

Educational Aims

Learning Outcomes

Knowledge and understanding:

This module develops a knowledge and understanding of: 

• The management of the supply chain 
• The dynamics of the global economy and international business &/or an awareness of cultural, legal/regulatory, political, and economic differences across countries &/or an appreciation of management issues from a global perspective. 
• Markets - the development and operation of markets for resources, goods and services  
• Marketing and sales – different approaches for segmentation, targeting, positioning, generating sales, and the need for innovation in product and service design 
• Customers and stakeholders - customer expectations, service and orientation 
• Finance - the sources, uses and management of finance 
• The use of accounting and other information systems for managerial applications 
• People – strategic and operational HRM, meeting future organisational requirements, people development, HR systems 
• The management of resources 
• The management of operations 
• The management of procurement 
• The management of logistics 
• The management of quality systems 
• The management of projects 
• Information systems and business intelligence - the development, management, application and implementation of information systems and their impact upon organisations 
• Tools and techniques for transforming (big) data into useful information for business analysis and decision support 
• Communications – the comprehension and use of relevant communications for application in business and management, including the use of digital tools 
• Digital business – the development of strategic priorities to deliver business at speed in an environment where digital technology is reshaping traditional revenue and business models, associated risk management 
• Business innovation – creativity, intrapreneurial – and entrepreneurial behaviour and enterprise development, and the management and exploitation of intellectual property   
• The importance of sustainability issues, including an understanding of the challenges  and opportunities arising from the activities of people and organisations on the economic, social and environmental conditions of the future. 
• Leadership and management of people within organisations – leadership, organisational behaviour and motivation  
• Strategic management - the development and implementation of appropriate strategies within a changing environment 
• Strategic risk management and issues of compliance 

Other: 

-Business policy and strategy - the development of appropriate policies and strategies within a changing environment, to meet stakeholder interests.  

-Pervasive issues - these would include sustainability, globalisation, corporate social responsibility, diversity, business innovation, creativity, enterprise development, knowledge management and risk management. 

Intellectual Skills: This module develops: 

• Being able to think critically and be creative: manage the creative processes in self and others; organise thoughts, analyse, synthesise and critically appraise. This includes the capability to identify assumptions, evaluate statements in terms of evidence, detect false logic or reasoning, identify implicit values, define terms adequately and generalise appropriately 
• Being able to solve complex problems and make decisions: establish criteria, using appropriate decision-making techniques including identifying, formulating and solving business problems; and the ability to create, identify and evaluate options; the ability to implement and review decisions 
• Using information and knowledge effectively in order to abstract meaning from information and to share knowledge, including the use of quantitative skills 

Professional Practical Skills: This module develops:  

• The ability to conduct research and enquiry into business and management issues either individually or as part of a team through research design, the collection and analysis of quantitative data, synthesis and reporting 
• The ability to conduct research and enquiry into business and management issues either individually or as part of a team through research design, the collection and analysis of quantitative data, synthesis and reporting. 
• Effective performance within team environments and the ability to recognise and utilise individuals' contributions in group processes and to negotiate and persuade or influence others; team selection, delegation, development and management.  Leadership and performance management: selecting appropriate leadership style for different situations; setting objectives, motivating, monitoring performance, coaching and mentoring 
• The ability to recognise the need for and initiate change and to be able to manage change 
• The ability to recognise and address ethical dilemmas, corporate social responsibility and sustainability issues, applying ethical and organisational values to situations and choices 

Transferable (key) Skills: This module develops: 

• Effective communication: networking, listening, oral and written communication of complex ideas and arguments, using a range of media, including the preparation of business reports 
• High personal effectiveness: critical self-awareness, self-reflection and self-management; time management; conflict  resolution, displaying commercial acumen, the ability to continue to learn through reflection on practice and experience 
• Soft skills: understanding the needs of others and empathy towards them; sensitivity to diversity in people and in different situations 

Conveners

• Dr Anita Chakrabarty