Tilmelding sker via stads selvbetjening indenfor annonceret tilmeldingsperiode, som du kan se på Studieadministrationens hjemmeside Når du tilmelder dig kurset, skal du være opmærksom på, om der er sammenfald i tidspunktet for kursusafholdelse og eksamen med andre kurser, du har valgt. Uddannelsesplanlægningen tager udgangspunkt i, at det er muligt at gennemføre et anbefalet studieforløb uden overlap. Men omkring valgfrie elementer og studieplaner som går ud over de anbefalede studieforløb, kan der forekomme overlap, alt efter hvilke kurser du vælger.

Registration through stads self-service within the announced registration period, as you can see on the Studyadministration homepage. When registering for courses, please be aware of the potential conflicts between courses or exam dates on courses. The planning of course activities at Roskilde University is based on the recommended study programs, which do not overlap. However, if you choose optional courses and/or study plans that goes beyond the recommended study programs, an overlap of lectures or exam dates may occur depending on which courses you choose.

The theme seminar will address themes such as, the differences and similarities of the end user market and the business to business market, different kind of marketing, B2B marketing, organizational buying behavior, the realm of business, customer satisfaction, loyalty and value creation, the role of needs in marketing, characteristics of product and services, how to develop a marketing plan in a business to business context, the importance and role of relationship in a B2B context.

The seminar takes the form of a combination of lectures and workshops, with student presentations of theory and case observations. Analytical work is performed to understand how a company is affected by trends in its surroundings, how it can develop sensitivity towards its environment, and how the management can administer its external relations.

Students choose the analytical perspective, within the theme of the theme seminar, through which they wish to write an essay.

It is highly recommended and expected that you read the literature that appears on the plan of lectures before you attend the specific lecture. A rule of thumb is that 20 hours pr. week constitutes a suitable working effort in this course.

Business Marketing Management B2B, Hutt & Speh, international edition, Cengage Learning (2014) plus a selection of journal articles. Other editions of the H&S can also be used.

You will get oral feedback on the assigments that you are working on during the lectures. Moreover, the exam assignment will be graded according to the 7 point scale.

Individual written take-home assignment on a research question of the student’s own choice. The take-home assignment must be between 16,800 - 21,600 characters, including spaces. The size specifications include the cover, table of contents, bibliography, figures and other illustrations, but exclude any appendices. Work on the take-home assignment is begun during the course. The deadline for delivery will appear on the university’s homepage.

Assessment: 7-point grading scale.

• Knowledge and understanding:

  About the issues businesses face in a complex society

• About analytical perspectives on a business's legitimacy and responsibility in terms of customers, employees and society

• About theoretical and empirical analyses of businesses in the context of a complex societal development and globalisation

• Skills:

  In analysing a business's development, management and organisational processes in the context of the conditions imposed by its surroundings

• Using analyses to create concrete strategies for the business's legitimacy and responsibility

• In communicating with a business's employees and management about the business's external relationships and their significance for the business's development and value creation

• Competences:

  In working with a business's legitimacy and responsibility in a problem-oriented and concrete manner

• In translating one’s own observations into a relevant and practical analysis

Theme seminars can work with themes such as HRM, technology and the labour market, corporate strategies for legitimisation, experience-based business development, Business Ethics and Corporate Social Responsibility, marketing and financial institutions and markets. There will be a combination of lectures, workshops with student presentations of theory and observations of cases. Analytically, work will be done with gaining an understanding of how a business is impacted by trends in their surroundings and how a business can become sensitive to its surroundings and, from a management perspective, manage its external relationships. Students must choose an analytical perspective within the theme of the theme seminar which they will then write an essay on.

There will be a number of theme seminars lasting 2-4 hours. Examples and descriptions of situations will be used to delimit the scope of the discussion. These have been prepared specifically for this purpose or be available in materials from empirical studies. The students’ own empirical observations will be included in the seminar, as they will individually make contact with businesses and describe how these work with their surroundings. At the start of the seminar, theories and examples will be studied, discussed and presented. Subsequently, situations and research questions will be discussed in relation to papers that the students will prepare drafts for over the course of the seminar. At the end of the seminar, the students will present their drafts for their papers and receive feedback from an opponent, followed by a plenary discussion.

Elective course