STATEGIC RELATIONSHIP MANAGEMENT

Economia e Management STATEGIC RELATIONSHIP MANAGEMENT

0212700167
DEPARTMENT OF MANAGEMENT & INNOVATION SYSTEMS
EQF6
BUSINESS MANAGEMENT
2022/2023



YEAR OF COURSE 1
YEAR OF DIDACTIC SYSTEM 2014
SPRING SEMESTER
CFUHOURSACTIVITY
515LESSONS
ExamDate
CIASULLO14/12/2022 - 09:30
CIASULLO14/12/2022 - 09:30
CIASULLO11/01/2023 - 09:30
CIASULLO11/01/2023 - 09:30
CIASULLO02/02/2023 - 09:30
CIASULLO02/02/2023 - 09:30
CIASULLO22/02/2023 - 09:30
CIASULLO22/02/2023 - 09:30
CIASULLO18/04/2023 - 09:30
Objectives
THE AIM OF THE COURSE IS TO PROVIDE THE MAIN FEATURES AND BUSINESSES PRACTICES RELATED TO THE RELATIONSHIPS MANAGEMENT IN DYNAMIC, DIGITIZED AND COMPETITIVE CONTEXTS. AT THIS END THE STRATEGIC ROLE OF RELATIONSHIPS WILL BE ANALYZED WITH REFERENCE BOTH IN BTOB AND BTOC MARKETS.

STUDENTS WILL ACQUIRE SKILLS AND KNOWLEDGE RELATED TO THE ABILITY TO SUPPORT BUSINESSES (BOTH IN THE ROLE OF ENTREPRENEURS AND MANAGERS OF MEDIUM AND LARGE COMPANIES) IN TAKING THEIR STEP TOWARDS IMPROVING KNOWLEDGE AND WILLINGNESS TO BUILD AND MAINTAIN ROBUST RELATIONSHIPS WITH THE CRITICAL STAKEHOLDERS TO IMPROVE THE BUSINESS SUCCESS.

KNOWLEDGE AND UNDERSTANDING
THE MAIN KNOWLEDGE ACQUISITIONS WILL BE:
-THE RELATIONSHIP THEORIES
-THE RELATIONAL CAPABILITIES
-THE NETWORK PORTFOLIO STRATEGY
-THE MAIN TECHNIQUES AND DIGITAL TOOLS TO MANAGE NETWORK RELATIONSHIPS
-THE OPEN BUSINESS MODEL
-THE MAIN EFFECTS OF RELATIONAL STRATEGIC MANAGEMENT ON THE COMPETITIVE ADVANTAGE

APPLYING KNOWLEDGE AND UNDERSTANDING
CAPABILITIES IN APPLYING KNOWLEDGE WITHIN THE ORGANIZATIONS, IN THE ROLE OF ENTREPRENEUR, MANAGER OR BUSINESS CONSULTANT. IN PARTICULAR, THE MAIN SKILLS ACQUIRED BY THE STUDENTS IN TERM OF ABILITIES WILL BE:
-DESIGNING RELATIONAL STRATEGIES
-MANAGING RISK AND COMPLIANCE
-ENSURING BUSINESS PARTNER ENGAGEMENT
-ORCHESTRATING RESOURCES TO CREATE OPEN BUSINESS MODELS
-ANALYSIS OF BUSINESS DYNAMICS

JUDGMENT AUTONOMY
THE STUDENT WILL BE CALLED TO CONFRONT WITH REAL ISSUES AND TO INTERACT, BOTH WITH OTHER STUDENTS AND THE TEACHER, DURING APPONTED SESSIONS OF PROBLEM SOLVING LEARNING. IN THIS WAY, THE STUDENT WILL DEVELOP THE ABILITY TO FORMULATE AUTONOMOUS AND CONSCIOUS JUDGMENTS ON THEMATIC SPECIFICATIONS AND PROBLEMS OF BUSINESS MANAGEMENT.

COMMUNICATION SKILLS
THE STUDENT WILL BE ABLE TO SUPPORT CONVERSATIONS ON THEMES LINKED TO THE RELATIONSHIP MANAGEMENT BY APPLYING TO ADEGUATE TECHNICAL AND SCIENTIFIC TERMINOLOGY AND BY COMINING THE MAIN TOOLS OF ANALYSIS, MANAGEMENT AND EVALUTAIONS.

Prerequisites
NONE
Contents
THE COURSE ANALYSES THE FOLLOWING MACRO-ISSUES:
-AN OVERVIEW OF RELATIONSHIP THEORIES (4 HOURS)
-FROM RELATIONSHIPS TO RELATIONAL CAPABILITIES (2 HOURS)
- OPEN BUSINESS MODEL (3 HOURS)
-THE NETWORK PORTFOLIO STRATEGY (2 HOURS)
-THE MAIN TECHNIQUES AND DIGITAL TOOLS TO MANAGE NETWORK RELATIONSHIPS (2 HOURS)
-THE MAIN EFFECTS OF RELATIONAL STRATEGIC MANAGEMENT ON THE COMPETITIVE ADVANTAGE (2 HOURS)
Teaching Methods
DURING THE COURSE, THEORETICAL LESSONS, EXERCISES AND WORKING GROUPS WILL BE CARRIED OUT. THE LAST ONE IS AIMED AT THE RESOLUTION OF SPECIFIC BUSINESS PROBLEMS.
Verification of learning
VERIFICATION OF LEARNING WILL BE MADE THROUGH A FINAL EXAMINATION. FINAL EVALUATION WILL BE ON A SCALE OF THIRTY. FINAL EXAMINATION WILL BE ARTICULATED IN A COLLOQUY LASTING NO MORE THAN TWENTY MINUTES; IN THE ORAL SESSION THE TOPICS COVERED DURING THE COURSE WILL BE EVALUATED.
Texts
DONSLDSON AND O'TOOLE, STRATEGIC MARKET RELATIONSHIPS. FROM STRATEGY TO IMPLEMENTATION, WILEY & SON, 2007
ALTERNATIVELY
CIASULLO MARIA V., SERVICE INNOVATION IN (ECO)SYSTEM VIEW. TOWARDS A CIRCULAR PATH OF CO-INNOVATION. TORINO G. GIAPPICHELLI, 2018
More Information
DONALDSON BILL AND O'TOLLE TOM: STRATEGIC MARKET RELATIONSHIPS: FROM STRATEGY TO IMPLENETATION, JHON WILEY & SONS, LTD, 2007
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