Liiketalouden ko, Helsinki - ops 2009 - HAAGA-HELIA ...

After successful completion of the course the student have understanding of the prerequisites for the
international marketing mix-decisions of a small and medium-sized enterprise (SME). He/she will
understand the target market requirements for the marketing mix-choices and s/he will be able to
design an international marketing program for a company. Special attention will be paid to the role
of international selling and sales management.
Course contents
Designing an international marketing program for an SME
Developing a personal selling philosophy
Developing personal selling strategies
Management and leadership of the sales force
Analyzing different strategic choices for internationalization of the target company
Analyzing financial solutions linked with internationalization process of the firm
(budgeting, financial risk management etc.)
Analyzing the strategic role of human resource planning and staffing in international context
Teaching and learning methods
Lectures/case studies 64 h
Project work 90 h
Independent studies 89 h
Accreditation of prior learning (APL)
Accreditation of prior learning (APL) is observed on the course according to separate instructions.
Teacher(s) responsible
Aarni Jaranka, Vallila
Jari Luomakoski, Pasila
Course materials
De Búrca, S., Fletcher, R. & Brown, L. 2005. International Marketing. An SME Perspective.
Prentice Hall. London.
Dowling, P., Festing, M. & Engle, A. 2008. International human resource management: managing
people in a multinational context 5th ed. London. Thomson. (Selected chapters)
Manning, G. & Reece, B. 2007. Selling Today. 10th ed. Prentice Hall. London.
Shapiro Alan C. 2010. Multinational Financial Management, John Wiley & Sons (selected chapters)
Additional reading material will be given during lectures.
Assessment criteria