This class exists in these courses :
• IÉSEG > IESEG Degree - Programme Grande École > Semester 1 > 2,00 ECTS

Prerequisites

Students will need to have a good commmand of English as simulations and excercises will be conducted in this language. Knowledge and pre-requisites include
- Communication skills
- Ability to work with others
- Basic analytical skills
- Experience with action leaning methodologies

Learning outcomes

At the end of the course the student should be able to :
- Define different types of collaborative customer-supplier arrangements
- Devise a supplier management porfolio
- Match customer management strategies with supplier management strategies
- Formulate value co-creation methods in business and in consumer markets

Course description

1. Supplier management stragegies
2. Customer management portfolios
3. Collaboration and competition in supply chains
4. Value Co-creation methods

Class type

Class structure

Teaching methods

• Case study
• Interactive class
• Presentation

Assessment

1. PARTN Participation and contribution in class 20% (continuous assessment)
2. IPROJ Individual assessment of negotiation exercises 40%
3. MCQ Multiple choice questions at the final exam 40%

Recommended reading

• Lemmens, R., Donaldson, B., Marcos, J. (2014) From Selling to Co-creating. BIS Publishers, Amsterdam -

• Burnes, Bernard; Dale, ?B. G.(1998), Working in Partnership: Best Practice in Customer-supplier Relations. Gower, Aldershot, UK -

• Christoph Senn, Axel Thoma, George S. Yip (2012) Customer-Centric Leadership: How to manage strategic customers as assets in B2B Markets, California Management Review vol 55, No. 3. p.27-59. Available at http://journals.sagepub.com/doi/pdf/10.1525/cmr.201 -

• Lambert, Douglas M., and A. Michael Knemeyer. "We're in this together." Harvard business review 82.12 (2004): 114-124. -

Internet resources

• IMP Group