EXPORT-ORIENTED MANAGEMENT - IMC Fachhochschule Krems

Literature
Carvens, David W. and Nigel F. Piercy (2006). Strategic Marketing, 8th ed., McGraw-Hill.
Kotler, Philip and Kevin Keller (2006). Marketing Management, 12th ed., Prentice Hall.
Ghauri P.N., Usunier J.-C. (2008). International business negotiations , 2nd ed., Emeral.
Kremenyuk, V.(2002). International Negotiations: Analysis, Approaches, Issues, Jossey-
Bass.
Salacuse, J.W. (2004), Negotiating: The top ten way that culture can affect your
negotiations, in: ―Ivey Business Journal‖, Sept./Oct. 2004
Teaching Methods
The course is designed in the interactive manner. On the one hand, a case and paperbased
approach will be used to illustrate decision problems and necessary steps in
planning. Special emphasis will be put on the analysis of the decision situation,
information gathering and models supporting decision makers. A company case serves as
a basis for discussion for the first units, and students will be invited to develop their own
business cases; forming small groups, concepts and strategies for self-selected business
serve as sandbox and learning environment.
On the other hand, presentations will be used to structure the teaching subject and to
illustrate decision problems and possible approach and solutions. Special emphasis will be
put on implementing real-life examples to support issues presented and discussed and
also to animate questions. An experience-based instrumental approach will be coupled
with a holistic overview, providing students with intellectual insights into non-economic
sciences and thus inviting them to expand their cognitive horizons.
Evaluation
Projects and presentations
International Consulting I (FT+PT)
Semester Hours per week Subject code ECTS
Fall 2 ICON 3
Learning Outcomes / Course Objectives
Students will be provided with an understanding of the international consulting industry,
its major segments and players. Students will be provided with an introduction of the
commonly used approach towards clients‘ issues and their practical application. Also,
students will gain insights in the application and selection process, career
initiation/outlook and first potential engagements.
After completion of the course students will be able to:
� Describe possible reasons/demand for hiring external consultants
� Summarize major approaches used (from framing the issue to managing
engagements)
� Utilize and apply basic tools used
� Analyse exemplary cases and teasers and present results
� Formulate hypotheses and design basic approaches
Prerequisites/Level
Completed BA studies
Course Description
Session I will focus on providing an overview of the consulting industry landscape and
segments and include a discussion of required skill-sets. Thus, the typical routine will be
sketched and illustrated by examples.
During the subsequent sessions, examples of commonly used methodology and its
practical application will be presented and discussed. Thus, case studies of typical
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