EXPORT-ORIENTED MANAGEMENT - IMC Fachhochschule Krems

Course Description
This course includes the nature of statistics, scales and sampling methods, organisation
and classification of data, graphic representation, descriptive statistics like measures of
central tendency and variability, percentiles, correlation and regression, statistical
inference, estimation, and hypothesis testing and the use of computers for statistical
calculations.
Literature
Lecturer handouts
The references in the lecture will mostly refer to:
Brase, C. H., Brase, C. P. (2004); Understanding Basic Statistics; 3 rd Ed.; Boston, MA:
Houghton Mifflin or newer
Norusis, M. (2008); SPSS 16.0 Guide to Data Analysis; Upper Saddle River, NJ: Prentice
Hall or newer
Teaching Methods
This course will be held primarily as a lecture, which will cover theory and practical
applications of writing statistical analysis. The students are expected to prepare material
in advance of the lecture. Additionally, integrated in and accompanying the lecture and
short tutorials on how to carry out statistical analysis using MS Excel and SPSS will be
conducted. Supplementary summaries of the literature, examples and exercises will be
provided on-line. In order to ensure active engagement of the students, three
(individual/small group) assignments will be handed out during the course, solving the
exercises along with the performance in the exams will account for the final grade. Due
to the scope of the material covered in a relatively short time, all exams will be held
open-book style.
In addition to the classroom sessions there will also be one self-directed E-Learning
session. Self-directed learning time will give students the opportunity to deepen and
practice the skills acquired in class. Core issues of E-Learning sessions will be an integral
part of course exams.
Evaluation
Assignments, mid-term exam (written), final exam (written)
International Marketing and Sales II
Semester Hours per week Subject code ECTS
Spring 2 MKTG 3
Learning Outcomes / Course Objectives
The first objective of this course is to review the concepts covered in ―Introduction to
Marketing‖ and see if they can be applied in practice. The second objective is to put the
focus on the sales force and explore sales force management and what it takes to close
the deal. As a third objective, the subject of Marketing will be put into an international
context to discuss the resulting consequences for both organisation and operation of
marketing activities.
Upon successful completion of the module students will be able to:
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