Global Marketing and Sales (5op)

Osaamistavoitteet

Globalisation has the growing interdependence of national economies, involving primarily customers, producers, suppliers, and governments in different markets. Thus, Global Marketing calls for devising product, pricing, promotion and distributing product and services in many countries around that world in a way that addresses distinct, political, economic and market structure across the globe. In this course, the students will learn what motives for firms going international, how to initiate the Internalization, how to select international markets and strategies to enter foreign markets. Next, we will learn, the product, pricing, placing and promotion decision in the international marketplace. Finally, yet importantly students will be learning sales negotiations in an international and global context.
YBBGM: Global business management competence
Students
Understand the dynamics of the global business environment and are able to develop global marketing and sales strategies
Understand the mechanics of firm growth and are able to plan growth strategies.
Understand the management of human resource needs of new ventures and are able to assess the innovation process to capture opportunities in global markets.
Understand the fundamentals of finance for new ventures and are able to make sound investment and financing decisions based on financial analysis.
YAMYT: Entrepreneurship, innovation and working community competence
The student is
Capable of working as a developer of working life in demanding expert and managerial positions or as an entrepreneur.
Develops and creates new operations that are customer-driven, sustainable and financially profitable, with due account taken of the foreseen changes in the operating environment.
Manages things, people and networks and applied research, development and innovation projects.
YAMKA: Internationalisation and communications competence
The student
Develops transdisciplinary working life communication and interaction.
Develops the various communication forms, channels and environments in their field.
Predicts the effects of and opportunities provided by internationalisation development in their professional field.
Operates in multicultural and international networks and operating environments.

Sisältö

Global Marketing in the firm

Initiation of Internalization

Internalisation Theories

The international market selection process

Market entry strategies

Product decisions in international markets

Sales promotion decision making in international markets

Pricing decisions in international markets

Distribution decisions in international markets

Communication decisions in international markets

Sales and negotiation in international markets

Esitietovaatimukset

BBA in business or economics or equal

Arviointikriteerit, tyydyttävä (1)

1 (Sufficient)
The student attempts to demonstrate his/her theoretical and conceptual knowledge. However, command of the subject area remains unclear.
The student fails to show a convincing ability in identifying and analysing marketing problem and solutions to those problems Within a team environment, s/he contributes to the content inadequately and fails to be a dependable member. The student attempt to communicate his ideas but his verbal and written communication are somewhat unclear. The student has a weakness in using information technology for preparing reports and presentations.

2 (Satisfactory): The student has demonstrated an adequate command of theoretical and conceptual understanding of modern marketing.
The student shows an essential ability to identify and analysing marketing problems and propose solutions.
The student can present his ideas adequately in his verbal and written communication. A student has a satisfactory skill in using information technology tools for preparing report and presentations.

Arviointikriteerit, hyvä (3)

Good (3)
The student has demonstrated a good command of theoretical and conceptual understanding of marketing.
The student shows good command identifying and analysing marketing problems and propose solutions.
The student can adequately present his ideas in his verbal and written communication. A student uses adequate information technology tools for preparing report and presentations.



Very good (4)
The student demonstrates excellent theoretical and conceptual understanding of marketing. The student displays an excellent command of global marketing.
The student is very good at identifying and analysing global marketing problems and propose a solution.
The student can outstandingly present his ideas in his verbal and written communication. A student is a perfect use of information technology tools for preparing report and presentations.

Arviointikriteerit, kiitettävä (5)

5 (Excellent)
The student demonstrates exceptional theoretical and conceptual understanding of marketing. The student displays an excellent command of global marketing.
The student shows an excellent ability to identify, and analyse global marketing problems and propose the solution
The student can excellently present his ideas in his verbal and written communication. A student is a proficient user of information technology tools for preparing report and presentation.

Arviointikriteeri, hyväksytty/hylätty

How learning will be assessed
1) Active participation in discussion in classroom = 10 points
2) Four group assignments + Presentation (4x10) = 40 points 3)
Final Individual Project Assignment = 50 points
Grading:
Grade 0 = 0-44 point = Fail
Grade 1 = 45-54 points
Grade 2 = 55-64 points
Grade 3 = 65-74 points
Grade 4 = 75-84 points
Grade 5 = 85-100 points

Oppimateriaalit

Textbooks

Hollensen, S. (2017). Global marketing. Harlow, England: Pearson.

Keegan, W. J., & Green, M. C. (2017). Global Marketing.

The link to e-copy of the book is below https://janet.finna.fi/Record/janet.332396

Please note that you need to log in to JAMK library to access the e-book!

Additionally, I will provide lecture notes, lecture slides, case studies in the OPTIMA content folder

Lisätiedot

Further details provided on first contact lesson.