Faculty of Business and Law
1. Appraise business relationship management concepts to successfully manage a
relationship in a project, operations, and/or supply chain.
2. Examine the nature of business relationship management practices.
3. Assess strategic relationships to negotiate internally between business functions, including
procurement, and externally with business partners.
Assignment Details and Instructions.
You are required to research and critically investigate a business relationship strategy for a
multi-stakeholder partnership. This should be based on a real-world partnership/project from
your chosen company. The case study you select can be commercial or non-commercial
organisation, but it must include the following features:
• Engaged in a multi-stakeholder partnership or project (refer LO1)
• Allows for comparative analysis of 2 types of business relationships (e.g., supplier,
customer, internal and stakeholder).
• Examines the dynamic between internal and external business relationship management
practice (refer LO3)

Briefly explain the purpose and value of the partnership/project, outlining the
company’s current nature of business relationship management practices.
Select 2 or more strategic partners, each representing different types of relationship.
Appraise each relationship and their value to your chosen company, providing rationales as to
why it is strategically important to manage each of these relationships both effectively and
efficiently.
Careful consideration must be given to the presentation of case data using devices such as tables
and quotes to substantiate your findings.
Compare and contrast the similarities and differences in the types of relationships you are
analysing.
Evaluate how effective the organisation is at managing each type of relationship.
The case study paper should contain the following elements:
Element Explanation Recommended
word count
Introduction and
Aim
Introduces the case, including the background and any
previous studies of the issue.
Describes the purpose of the study and the specific questions you are trying to answer.
250
Literature Review Provide a brief overview of the theoretical literature
that act as sensitising concepts and supporting
frameworks for data collection.
(This would be the summary at the end of the literature
review that provides a synthesis of key concepts, your
claim about the nature of the relationship between the
concepts, and the conceptual framework that
diagrammatically explains and/or illustrates this and
the sensitising concepts for data collection and
analysis.)
500
Method Explains how the study was carried out, and how did
you develop the case study e.g., what research
method(s) did you use to collect data? What were the
circumstances of your data collection?
250

Results Describes what you found through your case study
development, e.g., the main themes that came from
your critical analysis of rich data that supports your
observations.
Evidence of qualitative and/or quantitative data such as
quotes, tables, etc.
Refer criteria 4 and 5
1,000
Discussion Critically discuss your case study findings. How do they
compare or contrast to the existing literature? How
does practice inform theory? Note that a case study is a
study of a particular situation so you can’t generalise
the results to all other situations. That means your
discussion should focus on what can be learnt about
that situation and the individuals involved.
Refer criteria 4 and 5
1,000
Recommendations
and Conclusion
Sum up the main points of your findings and discussion.
Explain how this has contributed to:
• Theory
• Practice
Provides proposals for future action to solve the
problem or improve the situation, e.g., by applying a
particular kind of treatment or intervention.
Explain any limitations and opportunities. What should
be done by whom, how and when? Think about the
recourse–based view
500
Additional information.
When doing empirical research, it is important to know what exactly you need to collect
information on. For example, let’s start with a concept such as stakeholders. How will you
decide who qualifies as a stakeholder? For this, you need a definition and descriptive elements.
You then use this information to determine whether help you identify stakeholders in practice.
Then you need to decide what aspect of stakeholders are you interested in because there are
many different aspects of stakeholders that you can research. What is the focus of your research
project? Next, you have another concept, such as suppliers. Who are they and why are you

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interested in them? In a research project, you are going to be examining 2–3 concepts and, not
just individually, but how they relate together. For example, in this assignment brief you are
asked to compare 2 types of relationships. So, you will need to collect data specific to each
concept, e.g., specific data on stakeholders and suppliers, and compare and contrast how each
adds value in various ways. The only way to know what data to collect is by using sensitising
concepts from the literature that provides definitions and descriptive elements for each concept
and a conceptual framework for how the piece fit together. Also, because this is an analytical
case study you will need to make recommendations on how to effectively and efficiently
manage these diverse relationships in practice. For all this, you MUST present case data. Think of
yourself as a consultant, whereby you are analysing how your chosen organisation manages
business relationships and make recommendations based on your theoretical discussion section
at the end about how this can be improved.
The literature review is an important aspect of a research project. Guidance on how to improve
the scope of the study, key elements of your logical argument and conceptual framework will be
provided.
In preparation for this assignment, you will be expected to submit the literature review element
of the brief that supports the sensitising concepts and supporting frameworks for data
collection. This will be submitted in the 2nd last week of the unit. A power point template will be
provided that will provide the key themes to be addressed. You will upload this to the
Assignment Discussion Forum for formative feedback. In it, you will need to address the
following themes:
• Key concepts: Briefly explain each concept including what it means (definition and
descriptive elements), why its relevant to the brief, how its relevant to the brief. This
data will provide the sensitising concepts and models to examine the relationships
between the key concepts, as illustrated in the conceptual framework
• Claim: explain the relationship between the key concepts
• Logical argument: substantiate your claim by explaining why/how and support with
evidence
• Conceptual framework: illustrate your conceptual framework, including the following
components: key concepts, features/elements of each concept, and relationship
between concepts.
This document should have the look of a journal article–style academic assignment. Substantiate
all claims with evidence. The purpose of the paper is to make robust, expert, objective
evaluation and recommendations based on a broad range of contemporary relevant sources
that systematically explores key features of business relationship management; rather than a
subjective, ill–informed, non–substantiated opinion piece.
Notes on what you MUST do:
• Paper length maximum 3,500 words
o Only main body text is included in word count
o The following are not included in word count: Cover page, abstract, tables,
figures, images, references, and appendices
o Provide an abstract (not included in word count)

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• Font size 11 Calibri or equivalent
• Use headings and subheadings to structure your argument and paper
• Use evidence, facts and figures where necessary
• Provide citations and reference list
• Harvard referencing is essential
• Labelled and title tables and diagrams/figures and cite in text
• Submit through no later than 21.00 on the deadline day
… and what you must NOT do:
• Do not use Wikipedia, dictionaries, or other inappropriate web sites to develop your
argumentation.
• Do not rely on generic texts books, these will not contain the information you need
• Do not go over the word count, no work will be marked over the maximum limit.
Feedback and Support:
You will be given written feedback on your submitted work via Turnitin. This will comment your
ability to be critical of information to support your argument and how you have analysed it in
context and how you have used that to construct and communicate your argument and how you
have used academic sources to underpin your thinking. It will also use the marking rubric to
indicate the grade band awarded for each criteria on the marking rubric.
In–class support:
Support will be provided throughout the unit with dedicated assignment support sessions,
particularly around drafting the literature review and methodology in preparation for the
assignment.
Early Career/ Worldclass Professional Skills (PLOs) being assessed or developed/assessed.
In this unit you will develop professional skills, as follows:
PLO1. Our graduates will apply critical thinking to practical and theoretical problems
This outcome will be developed through online resources such as pre–recorded lectures
and information slides, alongside teaching resources such as formative feedback.
The PLO will be assessed in the assignment in criteria 3 and 4 of the marking rubric.
PLO2. Our graduates will be effective communicators using a range of media

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This outcome will be developed with the use of power point in the formative feedback
component of this assignment. This will allow you to organise your work in a logical
structure in order to draw conclusions that follow from a line of argument.
This outcome will be assessed in the assignment in criteria 3 of the marking rubric.
PLO3. Our graduates will demonstrate an awareness of ethical, corporate social
responsibility and sustainability issues appropriate to the level of study and the discipline
context.
This outcome will be developed through an understanding of recognising, exploring, and
reflecting upon corporate social responsibility and sustainability issues as they affect
different stakeholders. The unit teaches you how to identify, assess and relate to
different stakeholders.
This outcome will be assessed in criteria 1 of the marking rubric.
PLO4. Our graduates will demonstrate professional and commercial/corporate
awareness
This outcome will be developed through the content delivered in unit as it appraises,
assesses, and examines business relationships.
This outcome will be assessed in criteria 1 of the marking rubric.
Essential Reading Resources
• Baily, Peter J. H. and Chartered Institute of Purchasing & Supply (2005) Purchasing
principles and management. 9th ed. Harlow: Financial Times Prentice Hall.
• Johnsen, T.E., Howard, M. and Miemczyk, J. (2014) Purchasing and supply chain
management: a sustainability perspective. Routledge, New York. Robbins, S.P. and Judge,
T. (2017) Organisational Behaviour. 18th ed. Boston: Pearson.
• Johnson, P.F. and Flynn, J. (2015) Purchasing and supply management. 15th ed. McGraw–
Hill Educations, New York.
• Lysons, Kenneth, Farrington, Brian, and Chartered Institute of Purchasing & supply
(2006) Purchasing and supply chain management. 7th ed. Harlow: Financial
Times/Prentice Hall.
• Mena C, Van Hoek R., and Christopher M (2018) Leading Procurement Strategy: Driving
Value Through the Supply Chain. London: Kogan Page.
• Smyth, H. (2014) Relationship management and the management of projects. London,
Routledge.
• Snyder, D.P. & American Management Association (2001) How to mind–read your
customers: using insights from psychology to increase sales and develop better business
relationships. New York; Great Britain; AMACOM.

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• Tate, W. & Council of Supply Chain Management Professionals (2014) The definitive
guide to supply management and procurement: principles and strategies for establishing
efficient, effective, and sustainable supply management operations. New Jersey, Pearson
Education.
• Weele, Arjan J. van (2010) Purchasing & supply chain management: analysis, strategy,
planning, and practice. 5th ed. Andover: Cengage Learning.
Case Study Resources
• Boblin, S.L., Ireland, S., Kirkpatrick, H. & Robertson, K. 2013, “Using Stake’s qualitative
case study approach to explore implementation of evidence–based practice”, Qualitative
health research, vol. 23, no. 9, pp. 1267.
• Dubois, A. & Araujo, L. 2007, “Case research in purchasing and supply management:
Opportunities and challenges”, Journal of Purchasing and Supply Management, vol. 13,
no. 3, pp. 170–181. Eisenhardt, K.M. 1989, “Building Theories from Case Study
Research”, The Academy of Management Review, vol. 14, no. 4, pp. 532–550.
• Bell, E., Bryman, A., Harley, B. (2019) Business Research Methods, 5th ed., Oxford
University Press.
• Saunders, Mark N. K. (2019) Research Methods for Business Students, 8th ed., Pearson
Education. (e–book)
• Stake, R.E. 1995, The art of case study research, Sage, Thousand Oaks, California;
London.
• Stake, R.E. 2010, Qualitative research: studying how things work, Guilford, London; New
York.
• Yin, R.K. 2014, Case study research: design and methods, Fifth ed., SAGE, Los Angeles.
• Yin, R.K. 2018, Case study research and applications: design and methods, Sixth ed.,
SAGE, Los Angeles.
• Carlton (2019) ‘Case Studies: How To’ provides a useful guide. Accessed on 09/062020 at
https://carleton.ca/experientialeducation/case–studies–how–to
Further Reading Resources
• Group Processes and Intergroup Relations – https://journals.sagepub.com/home/gpi
• Human Relations – https://journals.sagepub.com/home/hum
• Supply Chain Management: International Journal –
https://www.ingentaconnect.com/content/1359–8546
• Journal of Supply Chain Management – https://onlinelibrary.wiley.com/journal/1745493x
• International Journal of Intercultural Relations –
https://www.journals.elsevier.com/international–journal–of–intercultural–relations
• International Journal of Operations & Production Management –
https://www.emerald.com/insight/publication/issn/0144–3577
• International Journal of Procurement Management –
https://www.inderscience.com/jhome.php?jcode=ijpm
• Journal of Public Procurement –
https://www.emeraldgrouppublishing.com/products/journals/journals.htm?id=jopp
• Journal of Purchasing & Supply Management – https://www.journals.elsevier.com/journal–
of–purchasing–and–supply–management

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Late submission:
If your submission is after the deadline without an extension your mark will be capped at 50%.
If you attempt to submit after the five–day grace period, without approved exceptional factors,
it will be classed as a non–submission. You will then be offered the opportunity to resubmit at
the next assessment opportunity as determined by the exam board.
Please Note: Your tutor cannot grant extensions. If you think you are unable to submit on time
due to a health or some other unforeseen issue you must contact the student hub and apply
through formal channels for exceptional factors.
Grading and Marking Criteria * (including how stepped marking applies)
Assessment Marking Criteria Rubric. This is how your work will be graded. You will receive an
overall grade that will be guided by each of the criteria.
The mark will fall into a 2, 5 or 8 range such as 72, 75, 78. This grade may be achieved by the
demonstration of strengths in different areas. For example, a grade of 72 may be indicated by
the highlighted sections on the rubric.
See links for guidance help with this development:
University Policy on Assessment Grading, Criteria and Marking
Commented [KM1]: TBC given new EF process for
2021–22