Description du cours

Intitulé de l'Unité d'Enseignement

Export-Import Strategy

Code de l'Unité d'Enseignement

21ICI10

Année académique

2020 - 2021

Cycle

MASTER

Nombre de crédits

5

Nombre heures

60

Quadrimestre

1

Pondération

Site

Anjou

Langue d'enseignement

Anglais

Enseignant responsable

HEINEN Marie-Lise

Objectifs et contribution de l'Unité d'Enseignement au programme

PART A: EXPORT – IMPORT STRATEGY & MANAGEMENT
At the end of this course, students will be able to develop the steps for an international business plan, from a strategic point of view as well as from a sales management perspective. Therefore students will learn both tools/concepts and how and where to gather and synthetize the appropriate information, support, aid in a fluctuating and complex international environment.

PART B: WORLD TRADE BUSINESS GAME GLOBEX

At the end of this business game, students will be able to understand mechanisms ruling current international trade in order to adapt their professional behavior (communicate, decide, choose the best option, use specific techniques) thanks to a living experience of the interaction between key international economic players, the dynamics of exports development, the role and behavior of Nation States and multinationals, and the importance of the human actors in the world trade mechanisms.

Prérequis et corequis

English (minimum B2)
Basics of Strategy and Marketing
Economics
General Accounting & Cost Accounting

See pedagogical document for all details.

Description du contenu

PART A: EXPORT – IMPORT STRATEGY & MANAGEMENT

I. INTERNATIONAL BUSINESS & ENVIRONMENT
What is international business? Complexity of the international trade ; Globalization dimensions and drivers ; Reasons to Internationalize or not? How to apprehend the International Environment?
Circular /Blue Economy - Sustainability dimension in international business

II. EXPORT BUSINESS PLAN
How to set up an Export Business Plan, including the analysis of both internal (i.e. Export Audit), and external aspects, design of the Export Strategy (international approach, choice of the Mode of Entry, ...) and its implementation plans

III. INTERNATIONAL SALES MANAGEMENT
Concept of Culture and multicultural environment; Commercial Process Management: SPANCO concept; International Quotation, Management of an international Order

IV. IMPORT STRATEGY
Why importing? Steps of an Import Project from the analysis of its attractiveness and feasibility to the feedback; Decision-Making elements

PART B:
See pedagogical method

Méthodes pédagogiques

PART A : EXPORT – IMPORT STRATEGY & MANAGEMENT
Due to COVID-19, the course has switched to PowerPoint with audio comments (see link to videos on Moodle), completed by online sessions for Q&A, case studies and assignments discussions and corrections.
- Lectures with PowerPoint presentation
- Real examples including personal experience
- Exercises to apply some concepts
- Case studies
- Team work to apply concepts to a real company (see instructions on Moodle)

PART B: WORLD TRADE BUSINESS GAME GLOBEX
Due to COVID-19, the business games are CANCELED and REPLACED by a group work (see details on Moodle).

GLOBEX is a dynamic role play of simulation of the real international economic context. The dynamics is based upon the participants' behaviors. Actually participants play the roles of either economic agents from developing or industrialized countries, or operators in the world market such as multinational companies or international organizations.

Mode d'évaluation

PART A (75%):
Group Paper & presentation: 40%
Individual oral exam (closed book): 60%
for both January and September sessions
Oral exams might be online on Teams, depending on the COVID-19 situation.
Oral presentations might be in smaller groups depending on the situation in December.

PART B (25%):
Due to COVID-19, the evaluation of Globex will be based ONLY ON the GROUP PAPER.

This is no longer valid then : "Participation at the introduction session, results of the premiminary test, active participation at the business game and
individual written exam (maybe online on WISEflow, depending on the COVID-19 situation)"

Références bibliographiques

see pedagogical documents