Professional skills and expertise
In this module, students will be equipped with the competencies needed for organizing internationalization processes (with a specific focus on the export process) in companies that aim to expand their business in foreign markets.
On successful completion of this module, students will be able to:

• recognize the importance of exporting and international trade, especially for small and open economies
• describe the important and necessary steps to become a successful exporter
• apply methods for selecting appropriate foreign target markets
• evaluate and choose market entry and distribution strategies for foreign target markets
• develop a marketing plan for acquiring new customers in foreign markets
• explain all the steps of an operative export process (including customs procedures and export documents)
• chose the appropriate means of transport, terms of delivery, and payment terms for executing an export business
• compare different tools for risk management and financing of export businesses
• interpret contract clauses in international sales contracts
• identify different support opportunities and subsidies for exporters

• apply a systematic approach to making an informed choice among different options (as a problem-solving method), using the example of choosing the right target market
  

• use online databases for analyzing import and export flows of certain categories of goods or services
• use various digital tools for operational export processing
• use digital tools for preparing international fair participations
  

None

This module covers the following topics:
I. Strategic aspects of the internationalization process
• The role of international trade, export, and foreign direct investments in the global economy
• The target market selection process
• Market entry strategies (and criteria for making a choice between different market entry strategies)
II. Developing an export marketing plan
• The challenges of finding the right customers abroad
• The international marketing mix and its instruments
• International trade fairs as a marketing instrument for exporters
III. The operative export process
• Overview of the export process (intercommunity delivery vs. export to third countries)
• Basics of international transport modes and international transport-relevant details
• International commercial terms (terms of delivery in export businesses)
• Customs controls and procedures (export and import)
• Export documents
IV. Export finance and risk management
• Strategies for financing exports
• Payment methods in international business (e.g., documentary collection, letter of credit)
• Risk management in the export business
V. Basics of international contract law
• Applicability of international and national laws (e.g. UN United Convention on Contracts for the International Sale of Goods)
• Contract clauses in export contracts
• Arbitration of international sales contract issues
VI. Export promotion/support opportunities for exporters
• Overview of export support instruments
• Export funding and guarantees

Dimatteo, L. A. (2020). International Business Law and the Legal Environment: A Transactional Approach. 4th ed. London: Routledge.
Gatto, L., & San Filippo, M. (2024). Export Manager: A Practical Guide to Develop Foreign Markets. Milan: Bocconi University Press.
Hill, C. W. L. (2022). International Business: Competing in the Global Marketplace. New York, NY: McGraw Hill.
Hollensen, S. (2024). Global Marketing, 9th ed. Harlow: Pearson.
Hollensen, S., & Opresnik, M. O. (2021). International Marketing: Principles and Practice - A Management-Oriented Approach. Lübeck: Opresnik Management Guides.
Peng, M., & Meyer, K. (2023). International Business. 4th ed. Boston, MA: Cengage Learning.
Schlegelmilch, B. B. (2022). Global Marketing Strategy: An Executive Digest. 2nd ed. Cham: Springer.
Seyoum, B. (2021). Export-Import Theory, Practices, and Procedures. 4th ed. New York, NY: Routledge.
Sternad, D., Höfferer, M., & Haber, G. (2020). Grundlagen Export und Internationalisierung, 2nd ed. Wiesbaden: Springer Gabler.
Wernaart, N. (2021). International Law and Business: A Global Introduction. Abingdon: Routledge.

• Lecture and discussion (in-class or online)
• Self-study (asynchronous learning)
• Group work
• Case studies
• Expert guest lectures

Integrated module exam (final examination character):

• Final written exam
• Case studies
• Class participation