International Strategic Partnerships

Study Board of Business Economics

Teaching language: English
EKA: B150160102
Censorship: Second examiner: None
Grading: 7-point grading scale
Offered in: Odense
Offered in: Autumn
Level: Master

Course ID: B150160101
ECTS value: 10

Date of Approval: 13-03-2020

Duration: 1 semester

Course ID


Course Title

International Strategic Partnerships

Teaching language


ECTS value


Responsible study board

Study Board of Business Economics

Date of Approval


Course Responsible

Name Email Department
Erik Stavnsager Rasmussen Institut for Marketing & Management

Offered in




Offered in



1 semester

Mandatory prerequisites


Recommended prerequisites

Marketing courses equivalent to 10 ECTS bachelor level.

Aim and purpose

Developing, maintaining, and ending business relationships between a firm and external actors are very important aspects of B2B marketing management. Manufacturing products and making services available for international markets typically involves a number of different, mutually dependent companies connected through networks. Networks should here be understood as orchestrated relations between organizations that create value for users and customers. The course focuses on developing and maintaining inter-organizational relationships between a focal company and its customers, suppliers, competitors and other actors in the firm's international environment that are relevant for the creation of value for customers.


The course will introduce students to main theories and approaches on market networks from the perspective of a B2B company in an international context. Different approaches to  theories on and tools for the analysis of relationships and networks will be explored, explained, discussed and applied. 

The course is composed of three major parts

  • Different theoretical perspectives constituting the relationship and network perspective on B2B markets 
  • The consequences of a relationship and network perspective for the understanding of various core issues in business markets e.g. make-or-buy decisions, modes of and capabilities for international sourcing, collaboration with suppliers and customers, strategic roles and positions of firms in the global value chain, and customer relationship management (CRM) 
  • The application of a relationship and network approach to real life cases  

Focus is for the student to become able to implement a relationship and network perspective in the development and implementation of business strategy, where customer satisfaction and loyalty are prime performance measures. 

Description of outcome - Knowledge

• The overall purpose is to enable students to describe, analyze and evaluate a firm from a network perspective.  
• The course provides the students with the ability to evaluate and make suggestions for improving the position of a firm in the wider network(s) in which it is embedded.  
• The course offers a managerial decision-making viewpoint on networks as seen through the eyes of marketing management in (primarily) B2B firms. 

Description of outcome - Skills

On successful completion of the course, the student is able to:  
• analyze a company in its environment, by applying approaches, concepts, and theories from the course,   
• analyze a dyad and a network, by applying approaches, concepts and theories from the course,   
• identify and evaluate problematic aspects of a firm's networks activities by applying approaches, concepts and theories from the course   
• develop suggestions for changing a firm’s position in networks by applying approaches, concepts, and theories from the course  
• manage the transactions and relationships between various firms in a network by applying concepts and theories from the course  
• assess global contextual factors impacting on the sourcing phenomenon  and account for various forms of network enterprise and link these to the growth in global sourcing activities. 

Description of outcome - Competences

The student meeting the learning goals can:  
• demonstrate an overview of, and in-depth knowledge on of the different concepts, models and theories covered by the course   
• demonstrate a general understanding of the assumptions on which the different approaches, concepts, models and theories have been built   
• demonstrate a good understanding of the consequences of choosing a particular theoretical approach to the problems at hand  
• understand and reflect on firm's current networks and its relations to customers and suppliers  
• analyze and reflect on the dyadic relationships and networks that the firm is part of   
• reflect on the necessity of initiating and implementing changes in the firms' marketing and sourcing strategies   
• reflect on the necessity of initiating and implementing changes in the firms' network position and business model.  


The literature for the course consists of app. 25 articles from academic journals and will be announced before the start of the semester. 

Teaching Method

Lectures, student presentations, and class discussions. It is expected that the students take an active part in the discussions, presentations, and feed-back in the class through group work and a ‘flipped classroom’ structure.  

Within the first two weeks, students are organized in teams, which form the back-bone students' learning and exam activities.    

For the exam, students must prepare a report. To support the students in reaching the learning goals before the final exam, all teams is offered to present their report to their peers. The report is based on a case study. Case studies are handed out by the course instructors and focuses on selected parts of the literature.   

Each group should be present at and undertake a peer-to-peer discussion of the work presented by the other groups. This discussion could take place in blogs on black-board. Based on the peer-to-peer discussion the group may revise their presentation and composes the final report. 

The report creates the foundation for the exam, but the teams are expected continuously to develop and refine their case study and select and prepare further relevant theoretical perspectives from the course to be applied for the presentation of the report at the exam. Thus, the work on the portfolio report is an ongoing process, throughout the entire semester. 


Scheduled classes:

4 hours weekly in 11 weeks. The teaching starts at the beginning of September.


These teaching activities result in an estimated distribution of the work effort of an average student as follows:

Lectures and other activities in the class: 44 hours. 
Preparation: 190 hours.
Preparation for exam: 36 hours.
In total: 270 hours. 

Examination regulations





Exam: December.
Reexam: February.


Exam - Written report with an oral exam


Exam - Written report with an oral exam

Form of examination

Project report with oral defence


Second examiner: None


7-point grading scale


Student Identification Card - Date of birth




Written report. The date for handing in will be informed on the exam plan.
Dates for oral examination will be informed on the exam plan. The oral exam is planned as follows: 15 minutes of report presentation and 25 minutes of QA / discussion.


Max. 10 standard pages.

Examination aids

All exam aids allowed.

Assignment handover

The report must be based on a case study handed out by the course instructors.

Assignment handin

Digital submission via "Digital Exam".

ECTS value


Additional information

The report must be based on a case study handed out by the course instructors, and is expected to focus on selected parts of the literature. The report is prepared in groups of 5 students.
The teacher can decide deviation based on reasonable cause.  

The grade is based on an overall assessment of the report and the performance at the oral exam and  how well the student has achieved the objectives of the subject as described in "Goals Description". The performance at the exam is assessed individually. The examiner ensures that the oral examination is conducted in such a way that individual assessment of the performance of each student can take place. 

The examination form is identical to the ordinary exam and will take place in February. The dates for hand-in and oral exam will be published in the plan for the re-exams. It is possible to hand in the report alone or together with another student in a group. In this case the oral exam will take 20 minutes with 5 minutes for presentation. With more than 2 students the exam will be identical with the ordinary exam. 

Examination form may be altered for the reexamination.



External comment

NOTE - This course is identical with the former course B150037101 International Market Relations.
Used examination attempts in the former identical course will be transferred.
Courses that are identical with former courses that are passed according to applied rules cannot be retaken.

Courses offered

Offer period Offer type Profile Education Semester

URL for Skemaplan