CODE | LAS3012 | ||||||
TITLE | SME Internationalization and Export Management | ||||||
UM LEVEL | H - Higher Level | ||||||
MQF LEVEL | 6 | ||||||
ECTS CREDITS | 4 | ||||||
DEPARTMENT | Centre for the Liberal Arts and Sciences | ||||||
DESCRIPTION | This Unit contributes to a capacity building programme for early-stage exporters which TradeMalta, as the trade promotion agency tasked with assisting Malta-based companies to internationalise, runs. This Unit considers SME Internationalization & Export Management, and is aimed at providing owners and managers of SMEs with the necessary insight and skills to be prepared for success in internationalization. The sessions are mostly based on case studies and are designed to encourage interaction with participants. The Unit is divided in two parts: Part 1 considers Strategy Issues, and Part 2 considers International Skills. In Part 1, topics such as key strategic decisions and the risks of internationalisation will be considered. Emphasis will also be put on financing and risk management. Topics such as value proposition and marketing strategy will be dealt with, as well as international branding and market entry models. This part will be wrapped up with a consideration of international enterprise management. Part 2 will consider themes such as industry analysis, key accounting issues and forecasting (including trade finance and correct financial forecasting). Emphasis will also be placed on market research and intelligence: how to conduct market research, collecting and disseminating intelligence, and sharing of information. Students will be trained in legal and contracting issues, insofar as this relates to legal considerations of international contracts. Sessions will also be dedicated to pricing practices and partner management, as well as eMarketing. Learning Outcomes: 1. Knowledge & Understanding: By the end of the unit the student will be able to: - Explain the key strategic considerations around the exporting decision; - Explain the considerations surrounding planning and execution of international market entry; - Perform strategic considerations, including self-diagnoses, for export readiness, key financial issues, marketing principles and conventions of international trade; - Demonstrate insight pertaining to managing an international enterprise; - Compare different models of market entry; - Demonstrate awareness of risks involved in internationalization. 2. Skills: By the end of the unit the student will be: - Equipped with the acquired skills in internationalization; - Able to potentially enter foreign markets with their goods and services; - Identify crucial issues pertaining to finance, marketing, legal issues, industry analysis and pricing structures, SME Internationalization & Export Management; - Able to successfully perform and identify issues related to: a. Financial forecasting; b. Contracts with international representatives; c. Industry analysis using established tools; d. Pricing for export; e. Relationship management and key account management; f. Using social media for e-marketing. Main Text/s and any supplementary readings: - International Marketing, Michael R. Czinkota, Ilkka A. Ronkainen and Gilbert Zvobga, South-Western Cengage Learning, 2013. - How to Start a Successful Business, Russell Smith, Boffins House Publishing, 2007. - Internationalization, Entrepreneurship and the Smaller Firm: Evidence from Around the World Edited by Marian V. Jones, Pavlos Dimitratos, Margaret Fletcher and Stephen Young, Edward Elgar Publishing, 2009. - The Handbook of International Trade: A Guide to the Principles and Practice of Export, 2nd edition, Editors: Jim Sherlock and Jonathan Reuvid, The Institute of Export, 2008. - Marketing Management, Philip Kotler, Kevin Lane Keller, Prentice Hall, 12th edition, 2005. - International Marketing and Export Management, 8th edition, Gerald Albaum, Edwin Duerr, Jesper Strandskov, Alexander Josiassen, Michael Polonsky, Pearson, 2011. Other readings and videos will be suggested by lecturers throughout the Unit. |
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STUDY-UNIT TYPE | Lecture and Seminar | ||||||
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The University makes every effort to ensure that the published Courses Plans, Programmes of Study and Study-Unit information are complete and up-to-date at the time of publication. The University reserves the right to make changes in case errors are detected after publication.
The availability of optional units may be subject to timetabling constraints. Units not attracting a sufficient number of registrations may be withdrawn without notice. It should be noted that all the information in the description above applies to study-units available during the academic year 2024/5. It may be subject to change in subsequent years. |