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Course Catalog 2010-2011
TETA-5336 Global Key Account Management, 3 cr |
Person responsible
Olavi Uusitalo, Tommi Mahlamäki
Lessons
| Study type | P1 | P2 | P3 | P4 | Summer | Implementations | Lecture times and places |
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Requirements
Passed assignments and final exam. Attendance in lectures is compulsory.
Completion parts must belong to the same implementation
Principles and baselines related to teaching and learning
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Learning outcomes
The course will start discussing the ways how to create and implement strategies which focus on value. Students will understand the importance and creation of long-term relationships in business to business market are tackled. After this students will analyse key account management (KAM). The analysis includes the emergence of key account management, the prerequisites, advantages, risks and processes of key account management. Finally we look at key account management in international and global context.
Content
| Content | Core content | Complementary knowledge | Specialist knowledge |
| 1. | Illustrate the evolution of key account management starting from creation of long term relationship. | Explain the connection between relational selling and key account manager's relational behavior | |
| 2. | Point out the importance of customer value in the B2B business. explain KAM as a process. Interpret KAM as a win-win situation for both seller and buyer (not only for the seller) | Interpret the impact of strategic purchasing on KAM. Explain and interpret the success factors in KAM. Look a key account manager's challenges in system selling. | Give reasons for the required characteristics of a key account manager. Apply KAM concepts in case analyzes. |
| 3. | Classify both the internationalization modes of firms and the drivers for globalization. | Interpret the role of a key account manager in global and MNC context as a political entrepreneur |
Evaluation criteria for the course
The course is graded based on two criteria: 1) written case reports 25, and 2) examination 75% (in the exam 50% of the maximum is prerequisite). There will be a normal final examination reflecting the full scope and content of the course.
Assessment scale:
Numerical evaluation scale (1-5) will be used on the course
Partial passing:
Prerequisite relations (Requires logging in to POP)
Correspondence of content
There is no equivalence with any other courses
Additional information
Suitable for postgraduate studies
More precise information per implementation
| Implementation | Description | Methods of instruction | Implementation |
| TETA-5336 Global Key Account Management |
Contact teaching: 30 % Distance learning: 0 % Self-directed learning: 70 % |