Course description

Title of the Teaching Unit

Export-Import Strategy

Code of the Teaching Unit

21ICI10

Academic year

2024 - 2025

Cycle

Number of credits

Number of hours

Quarter

Weighting

Site

Anjou

Teaching language

English

Teacher in charge

HEINEN Marie-Lise

Objectives and contribution to the program

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.

Competency Goals :

CG 1 Disciplinary Knowledge
CG2 Operational
CG4 Open to the world
CG6 Communicate orally and in writing in several languages

Prerequisites and corequisites

English (minimum C1)
Basics of Strategy and Marketing
Economics
General Accounting & Cost Accounting

See pedagogical document for all details.

Content

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

Teaching methods

PART A : EXPORT – IMPORT STRATEGY & MANAGEMENT
Blended learning:
- PowerPoint with audio comments (see links to videos on Moodle), completed by courses on campus
- Case studies and assignments discussions and corrections.
- Exercises to apply some concepts
- Q&A sessions, discussions on AI support
- Team work to apply concepts to a real company (see guidelines on Moodle on the Export Audit project)
AI can be used to find sources of information to start the team project, but the paper must be written by students with no AI help, besides language revision.

PART B: WORLD TRADE BUSINESS GAME GLOBEX
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.

Assessment method

PART A (75%):
For both January and September sessions:
- Team work: Paper & oral presentation: 40%
- and individual oral exam (closed book): 60%

PART B (25%):
- Attendance at the plenary session and the preliminary test, completed successfully, are required to participate in the business game.
- Active participation in the two full and consecutive days at the business game is mandatory. In case of non-participation or partial participation, the student is not allowed to take the exam and is sent immediately to the September session (for which other arrangements can be organized)
- Evaluation based on participation at the introduction session, results of the premiminary test, active participation at the business game and
individual written exam

References

Reference books:
- Daniels J., Radebaugh L. & Sullivan D., International Business: Global Edition – Environments & Operations, Pearson Education, 17th edition, 2021 (EN) or
- Eléonore VENIN & collectif, Exporter, 28th edition (minimum 26th), Foucher, 2024 (FR)
For more, see the pedagogical document.