Lund University, School of Economics & Management
Department of Business Administration
BUSN22
Course Curriculum for BUSN22 International business relationships
Business Administration, Master level, 5 University Credit Points (UCP) or ECTS-credits
Main Field of study: Business Administration
Progression level: A1N
Approved by the director of studies on delegation from the department board of the Business Administration, 2011-05-20
1. Course level and placement within the educational system
The course is a master level course and a compulsory part of the masters programme, International Marketing &
Brand Management. It can also be an elective course in Business Administration at masters level. The course
can be studied within the Business Administration and Economics programme, the International Business
Administration and Economics programme, the Degree of Master of Science in Business and Economics –
Programme (Civilekonomprogrammet) as well as an independent-subject course.
The course is offered in English. Students must therefore be able to communicate in English, both orally and in
writing.
2. Learning outcomes
A passing grade will be awarded to students who:
Knowledge and understanding
can identify and understand the fundamentals perspectives and concepts of business relationships and
industrial marketing and how it contrasts to other forms and practices of marketing
have a thorough knowledge and understanding of the current state-of-the-art perspectives and concepts
related to industrial marketing that are presented throughout the course
have an understanding of how the issues and challenges of industrial marketing are related to the
broader area of marketing at large
Skills and abilities
have an ability to independently master the vocabulary related to industrial marketing
can understand, analyse and to apply theories and concepts of industrial marketing to specific practical
problems.
have an ability to communicate in English on issues, debates and problems in the field both orally and in
writing.
can work both individually and as a member of a group with students from different cultures in order to
solve practical problems as well as manage a more extensive project.
Judgement and approach
can select and evaluate different theories in relation to specific practical problems within the domain of
industrial marketing
can grasp as well as critically, yet constructively, examine the scientific discipline and business practice
of industrial marketing.
3. Course content
The objective of the course is to introduce students to industrial marketing and how it contrasts to other forms and
practices of marketing. During the course, emphasis will be placed on development of understanding of key
concepts of industrial marketing in order to stimulate knowledge on the complexity and dynamics of the industrial
setting, its characteristics and challenges.
The course literature and lectures aims at providing an overview of the development and current themes within
the field of industrial marketing. Some of the themes included in the course are; product development, supplier
involvement, value management, market planning and industrial networks. Case assignments will provide an
opportunity for students to develop the ability to analyze and solve practical problems related to industrial
marketing.
4. Teaching and assessment
The course combines lectures and case discussions including written assignments and participation in seminars
covering the central parts of the course. The structure of the course requires regular attendance and continuous
work with various assignments. Grading is carried out continually on the bases of case exercises, work
assignments and seminar discussions.
Lund University, School of Economics & Management
Department of Business Administration
BUSN22
Grading scale
At the School of Economics and Management grades are awarded in accordance with a criterion-based grading
scale A-U (A-F). Students have to receive a grade of E or higher in order to pass a course.
GRADE
CHARACTERISTIC
POINTS /
PERCENTAGE
OF TOTAL
SCORE
A
Excellent
100-85
B
Very good
84-75
C
Good
74-65
D
Satisfactory
64-55
E
Sufficient
54-50
U (F)
Fail
49-0
CRITERIA
A distinguished result that is excellent with
regard to the following aspects – theoretical
depth, practical relevance, analytical ability and
independent thought.
A very good result with regard to the above
mentioned aspects.
The result is of a good standard with regard to
the above mentioned aspects and lives up to
expectations.
The result is of a satisfactory standard with
regard to the above mentioned aspects and
lives up to expectations.
The result satisfies the minimum requirements
with regard to the above mentioned aspects, but
not more.
The result does not meet the minimum
requirements with regard to the above
mentioned aspects.
Plagiarism is considered to be a very serious academic offence. The University will take disciplinary actions
against any kind of attempted malpractice in examinations and assessments. The penalty that may be imposed
for this, and other improper practices in examinations or assessments, includes suspension from the University
for a specific period of time.
5. Prerequisites
Students admitted to a Master Programme where this course is either a compulsory or elective part, are qualified
for the course. For other students, at least 60 UCP or ECTS-cr in Business Administration is required. These
must include a course in basic Business Administration, (e.g., FEK502 Business Administration, General Course,
FEKA01 Business Administration: Introductory Course, or FEKC01 Introductory Course in Business
Administration, including Business Communication or the equivalent).
6. Miscellaneous
The course BUSN22 International Business Relationships cannot be combined with BUSM09 in a degree.
7. Literature
See separate literature list.
8. Further information