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721469S Business Marketing in Networks, 6 ECTS cr 
Code 721469S  Validity 01.08.2019 -
Name Business Marketing in Networks  Abbreviation Business Market 
Scope6 ECTS cr   
TypeAdvanced Studies Discipline6313 Marketing 
  Grading1 - 5, pass, fail 
Unit Oulu Business School 

Hanna Komulainen 

ECTS Credits 

6 credits

Language of instruction 



Period 3 (year 1)

Learning outcomes 

Upon completion of the course, students are able to understand, define and assess different theoretical approaches to business marketing in networks. They are able to explain why the different kinds of networks are important in global business life and are able to coordinate those considering strategic goals of the company. Students are able to analyze the underlying logic of different types of strategic nets, value creation between organizations likewise sources of conflict and conflict resolution strategies. Having completed the course, students are able to view and evaluate business relationships from different perspectives and are capable to evaluate and argue the relevance and usefulness of different B2B marketing theories in their Master´s Thesis when needed. In addition, students have enhanced their multicultural teamwork skills in group working.


The basic concepts and principles of managing business relationships and network thinking including the following themes: strategic thinking and strategic nets; value creation; key account management; relationship portfolios; development of business relationships; business relationships and networking in international context; sources of conflict in networks and conflict resolution.

Mode of delivery 

Blended approach (face-to-face teaching and web-based teaching)

Learning activities and teaching methods 

Students need to attend the pre-exam (20 h) to enter the course. Course includes 80 hours of independent online studies and contact lectures, and related to these article analyses and mini cases, multicultural group works and related presentations. Independent reading of the articles and related material for the exam or individual assignment is required to pass the course (60 h).

Target group 

Master’s level students in marketing.

Prerequisites and co-requisites 

A pre-exam needs to be passed (book Håkansson, H. & Snehota, I eds: Developing Relationships in Business Networks, 1995). Detailed information on the pre-exam will be provided on Noppa Study Portal.

Recommended optional programme components 

The course is an independent entity and does not require additional studies carried out at the same time.

Recommended or required reading 

The pre-exam: Developing Relationships in Business Networks (1995) Håkansson, H. & Snehota, I (eds.) (sections given by the lecturer before the course).

The final exam/individual assignment: Article collection, lecture material and other material appointed by the lecturers.

Assessment methods and criteria 

Obligatory exercises and exam/individual assignment. The assessment of the course is based on the learning outcomes of the course unit. Read more about assessment criteria at the University of Oulu webpage.


The course utilizes a numerical grading scale 1-5. In the numerical scale zero stands for a fail.

Person responsible 

Dr. Hanna Komulainen and Professor Satu Nätti

Working life cooperation 

Understanding strategic nets and their orchestration is a highly relevant work life skill in modern business contexts. It has direct links to successful innovation activities and capability for global networking. In addition, visiting industry experts with real-life cases and practicing multicultural teamwork during the course gives relevant skills for work life.

Other information 

The number of students is limited. Please note that registration for this course ends 15.12.2019 and after that, students will not be accepted for the course.


Current and future instruction
Functions Name Type ECTS cr Teacher Schedule
registration period has not begun Business Marketing in Networks  Course  Hanna Komulainen  11.01.22 -03.03.22

Future examinations
No examinations in WebOodi