Course description

Title of the Teaching Unit

Export-Import Strategy

Code of the Teaching Unit

21ICI11

Academic year

2024 - 2025

Cycle

Number of credits

Number of hours

Quarter

Weighting

Site

Montgomery

Teaching language

French

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.

Prerequisites and corequisites

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

See more details in the Pedagogical document

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, Export Strategy (different international approaches, Modes of Entry, ...), and plans for its implementation

III. INTERNATIONAL SALES MANAGEMENT
- Concept of Culture and multicultural environment;
- Commercial Process Management: SPANCO concept;
- Technical Aspects: Incoterms, Transport, Insurance, Customs, etc.;
- 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

PARTB: WORLD TRADE BUSINESS GAME GLOBEX
see teaching method

Teaching methods

PART A : EXPORT – IMPORT STRATEGY & MANAGEMENT
Blended learning of:
- PowerPoints with audio comments, illustrated with real examples
- Q&A sessions, discussions on AI support
- Case studies
- Exercises

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 (70%):
Individual oral exam (closed book): 100%

PART B (30%):
The evaluation is based on the participation at the introduction session, results of the premiminary test, active participation at the business game and INDIVIDUAL WRITTEN EXAM. The non-participation at the 2-day business game sends the student to the September session automatically (where other arrangements can be made - instructions on Moodle in due time)

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 Fl, Exporter, 28th edition (minimum 26th), Foucher, 2024 (FR)
For more, see the pedagogical document.