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Entering Target Markets

Entering Target Markets

Code: IBU2LF004
Extent: 6 ECTS (162 h)
Timing: Semester 4
Language: English
Level: Joint Professional Studies
Type: Compulsory

Prerequisites

The student has successfully completed the Basic Studies (= the two first semester courses). The course is a part of the module Going Global by Region and integrated with Target Economic Regions.

Learning outcomes

Upon successful completion of the course, the student

  • knows the key determinants of both company and market specific requirements for a successful internationalisation process
  • is able to conduct  a basic analysis of suitability of various entry/operation modes in global business
  • is familiar with the differences in trade with the EU and non-EU business partners
  • understands the impact of terms of delivery and payment on profitability
  • knows, how to manage risks involved in international commerce
  • has enhanced his/her skills in the area of HH3S competences.

Course contents

The course consists of two themes:

Theme 1: Internationalisation and Entry Modes (3 ects), period 1 or 4

  • Motives to operate across national borders
  • Company and market specific requirements for internationalisation
  • Support service providers in the internationalisation process
  • Operation modes in entering foreign target markets

Theme 2: Export and Import Practicalities (3 ects), period 2 or 5

  • Export/import process inside the EU and with non-EU countries
  • Terms of delivery and payments in foreign trade transactions
  • Managing risks related to export business

Cooperation with the business community

Company guest speakers and  company analysis.

International dimension

Focus on internationalizing companies.

Teaching and learning methods

Contact lessons
Team assignments
Joint real business-based project with the Target Economic Regions course
The assessment of one’s own learning 1 h

Accreditation of prior learning

Accreditation of prior learning (APL) is observed on the course according to separate instructions.

Teachers with the main responsibility for the course

Eeva Aarnio
Timo Rima
Pertti Tilli

Course materials

Theme 1:

Cavusgil S., Knight G., Riesenberger J.. Pearson 2012. Second edition. International Business. Strategy, Management and New Realities (examination).
Hollensen S., Pearson 2012. Second edition. Essentials of Global Markenting.

Theme 2:

Jimenez G.. International Chamber of Commerce 2012. ICC Guide to Export/Import. Global Standards for International Trade.
Branch A. 2006 Thomson Learning. Export Practice and Management.
Incoterms 2010 (ICC)

Assessment criteria

Grade/Learning Outcomes 1 (Min. 40%
competence level)
3 (Min. 70%
competence level)
5 (Min. 90%
competence level)
Knowledge The student has a basic understanding of the reasons and prerequisites for a company to internationalize. He/she has basic knowledge of the market entry modes and a fair understanding of the elements of export/import transactions and the risks related to them. The student has a good understanding of the reasons and prerequisites for a company to internationalize. He/she has good knowledge of the entry mode options and good understanding of the elements of export/import transactions and the risks related to them. The student has an excellent understanding of the reasons and prerequisites for a company to internationalize. He/she has an excellent knowledge of the market entry modes and an excellent understanding of export and import transactions and the risks related to them.
Skills The student is to some extent able to compare the market entry modes. He/she has only limited skills to implement the practicalities needed in international transactions. The student is to some extent able to compare the market entry modes. He/she has basic skills to implement the practicalities needed in international transactions. The student has a thorough understanding of the optional entry modes and excellent skills to assess whether the company is ready for internationalization. He/she has good skills to implement the practicalities needed in international transactions. The student has an excellent understanding how the elements of the international framework are interrelated to each other and is able to apply them in practice.
Competences The student is able to bring a contribution when discussing about the entry modes. He/she is able to participate in export/import transactions but still needs the help of a supervisor. The student shows poor service and sales orientation as required by the HH3S policy. The student is able to
make recommendations which entry mode to use, case by case. He/she is able to manage export/import transactions in a rather independent way but also understands when and where to get support. The student shows good service and sales orientation as required by the HH3S policy.
The student is able to independently manage the export/import transactions and to control the risks involved in international commerce. The student shows excellent service and sales orientation as required by the HH3S policy.

Modes of assessment and their weights

Active participation 30%
Project 20%
Exam 50%

The assessment of one's own learning does not influence the course grade. The assignment is the same for all courses/modules and the answers will also be used for course/module development. The assignment is completed on an E-form.