Managing the Internationalization Process (ILV)

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Course numberM4.05170.20.091
Course codeIntProcess
Curriculum2021
Semester of degree program Semester 2
Mode of delivery Presence- and Telecourse
SPPW4,0
ECTS credits6,0
Language of instruction English

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 a 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)
  • choose 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
Personal skills (problem-solving/critical thinking, social and communication skills, self-competence)
In this module, students will acquire the following personal skills:
  • apply a systematic approach to making an informed choice between different options (as a problem-solving method) at the example of choosing the right target market
Digital skills
In this module, students will acquire the following skills related to the use of digital technologies:
  • use online databases for analyzing import and export flows of certain categories of goods or services
  • use different online tools for the operative export handling
  • use online tools for preparing international fair participations

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 intruments
• 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

Albaum, G., Duerr, E., & Josiassen, A. (2016). International Marketing and Export Management. 8th ed. Harlow: Pearson.
August, R., Mayer, D., & Bixby, M. (2013). International Business Law: Text, Cases, and Readings. 6th ed. Harlow: Pearson. Chapter 10: Sales.
Grath, A. (2016). The Handbook of International Trade and Finance: The Complete Guide for International Sales, Finance, Shipping and Administration. 4th ed. London: Kogan Page.
Hollensen, S. (2020). Global Marketing, 8th ed. Harlow: Pearson.
Seyoum, B. (2013). Export-Import Theory, Practices, and Procedures. 3rd ed. New York, NY: Routledge.
Sherlock, J. & Reuvid, J. (2008). The Handbook of International Trade: A Guide to the Principles & Practice of Export. 2nd ed. London: GMB Publishing.
Sternad, D., Höfferer, M., & Haber, G. (2020). Grundlagen Export und Internationalisierung, 2nd ed. Wiesbaden: Springer Gabler.

  • Lecture and discussion
  • Self-study (blended learning)
  • Group work
  • Case studies
  • Expert guest lectures

Integrated module exam (immanent examination character):

  • Final written exam (70%)
  • Case studies (20%)
  • Class participation (10%)