Table of contents

The course is connected to the following study programs

Teaching language

English.

Recommended previous knowledge

Minimum 60 ECTS credits in Business Administration.
Recommended course: MF-102 Marketing, or equivalent.

Learning outcomes

The main aim is to help students to make sense of what happens in the complicated business to business marketplace. Upon completion of the course, students should be able to:

• identify the managerial aspects of industrial marketing and purchasing

• apply key concepts in the management of selling/purchasing, business relationships and networks

• explicate and differentiate the special characteristics of firms and industrial contexts

Contents

The course has a theoretical and practical approach to inter-organizational issues from both the buyer´s and seller´s perspective. The following topics are covered:

 

  • The role of selling and purchasing in the value creating networks
  • Interaction and relationships in business markets
  • Business markets as networks

Teaching and learning methods

Lectures and group work. Estimated workload is about 200 hours.

Examination requirements

Group presentation in class.

Examinations

3-hour written examination which comprises 60% of the grade. Assignment which comprises 40% of the grade. Letter grades. More information will be given in Canvas.

Student evaluation

The study programme manager, in consultation with the student representative, decides the method of evaluation and whether the courses will have a midterm- or end of term evaluation, see also the Quality System, section 4.1. Information about evaluation method for the course will be posted on Canvas.

Offered as a free-standing course

Yes. Subject to availability or capacity.

Admission for external candidates

No

Reduction of Credits

This course’s contents overlap with the following courses. A reduction of credits will occur if one of these courses is taken in addition:

Course Reduction of Credits
MF-200 – Industrial Buying Behaviour. 7.5
Last updated from FS (Felles studentsystem) Oct. 15, 2026 6:30:48 AM