Energy Systems Engineering (English)
Bachelor	TR-NQF-HE: Level 6	QF-EHEA: First Cycle	EQF-LLL: Level 6

General course introduction information

Course Code:

ITRD303

Course Name:

Import and Export Management

Course Semester:

Fall

Course Credits:

Theoretical	Practical	Credit	ECTS
3	0	3	6

Language of instruction:

Course Requisites:

Does the Course Require Work Experience?:

Type of course:

Compulsory

Course Level:

Bachelor

TR-NQF-HE:6. Master`s Degree

QF-EHEA:First Cycle

EQF-LLL:6. Master`s Degree

Mode of Delivery:

Face to face

Course Coordinator :

Dr.Öğr.Üyesi ZEYNEP IYILER

Course Lecturer(s):

Dr.Öğr.Üyesi İREM YALKI

Course Assistants:

Course Objective and Content

Course Objectives:

The characteristics of being an exporter an importer in Turkey from the economic point of view;
import and export based management strategy development; strategy types; value chain analysis; export marketing planning and strategy development; export marketing planning process; evaluating export readiness of Turkish SMEs; B2B and B2C market segmentation; selecting export destinations by using market selection techniques; pricing issues; deciding on market entry strategy and channels; developing sales and distributor contracts; developing new products and; or adaptation for new export markets; developing marketing communication tools; using delivery and payment terms; using state aids for foreign trade operations.

Course Content:

At the end of the course the student will be able to:

• Learn the characteristics of being an exporter in Turkey from the economic point of view
• Learn the characteristics of being an importer in Turkey from the economic point of view
• Manage fundamentals of export and import operations
• Select export destinations by using market selection techniques
• Decide market entry strategy and channels
• Develop new products and/or adaptation for new export markets
• Develop marketing communication tools
• Use delivery and payment terms
• Use state aids for foreign trade operations

Learning Outcomes

The students who have succeeded in this course;

Learning Outcomes

1 - Knowledge
Theoretical - Conceptual
1) • Learn the characteristics of being an exporter in Turkey from the economic point of view
2) • Learn the characteristics of being an importer in Turkey from the economic point of view
3) • Manage fundamentals of export and import operations
4) • Select export destinations by using market selection techniques
5) • Decide market entry strategy and channels
6) • Develop new products and/or adaptation for new export markets
7) • Develop marketing communication tools
8) • Use delivery and payment terms
9) • Use state aids for foreign trade operations
2 - Skills
Cognitive - Practical
3 - Competences
Communication and Social Competence
Learning Competence
Field Specific Competence
Competence to Work Independently and Take Responsibility

Lesson Plan

Week	Subject	Related Preparation
1)	• Syllabus. • Identify international marketing and export management. • Describe export marketing mix. • Explain characteristics of export marketing executives. • Analyze export marketing planning process. • Classify dimensions of export barriers. • Discuss the growing importance of international marketing and export management. • Explain schematic model of the export marketing mix. • Explain characteristics of export marketing executives. • Explain export marketing planning process. • Discuss difficulties in export marketing planning.	Review the Syllabus. Review the Final Project Template.
2)	• Discuss developing an international strategy. • Discuss export marketing planning and strategy development. • Explain planning process. • Explain strategy types. • Explain corporate strategies. • Explain business strategies. • Explain value chain analysis for company evaluation. • Explain functional strategies. • Analyze export readiness of Turkish SMEs.Analyze Final Class Project and Presentation. • Explain international strategy. • Discuss export marketing planning and strategy development. • Analyze planning process. • Analyze corporate, business and functional strategies. • Describe value chain analysis. • Discuss SWOT analysis of foreign trade companies.	Search a company to visit. Create groups. Read “Export of art goods from Hungary” case delivered from the instructor’s book.
3)	• Explain the economic benefits of trade. • Explain international trade theories. • Identify the reasons that individual companies export and import. • Illustrate the development of exporting in the firm and possible models. • Describe the importance of networking and relationship marketing. • Discuss the growing impact of social responsibility concerns on business. • Explain the international environment: culture; economic forces; and competition. • Identify the pervasive effects of culture on international/export marketing. • Define managing cultural differences. • Discuss country clusters ranked on similarity of values. • Classify economic forces and market development levels of different countries.Explain the economic benefits of trade. • Explain international trade theories. • List export behavior theories and motives. • Identify the development of exporting in the firm and possible models. • Identify the importance of networking and relationship marketing. • Identify the growing impact of social responsibility concerns on business. • Analyze the effects of culture on international trade. • Classify different cultures. • Classify similar country clusters. • List market development level of countries. • Explain Competition.	Questions delivered to answer for next week.
4)	• Explain the international environment: government, political and legal forces. • Identify the role of government. • Explain government controls. • Explain economic integration types. • Classify different types of economic integrations. • Describe political and legal constraints.Identify the international environment. • Identify government, political and legal forces. • Classify economic integration types. • List Political and legal constraints.	Continue research and work on final project.
5)	• Explain the processes for determining what foreign markets to enter and what direction to take in those markets. • Describe market selection: what product(s) for what potential market(s). • Explain approaches: reactive vs proactive; expansive, contractive. • Explain market segmentation: Differentiation, attractiveness of market, company’s competitive position. • Explain the importance of fitting between market requirements and company’s offerings/capabilities; possibility of changing products and/or market. • Identify the place of each product and each market in company’s overall portfolio. • Explain marketing direction for existing products: Position for each product in each market, decisions to build, hold, divest. • Describe the importance of evaluating overall foreign market portfolios.Analyze the processes for determining what foreign markets to enter and what direction to take in those markets. • Explain market selection. • Define approaches: reactive vs proactive; expansive, contractive. • Identify market segmentation. • Explain the importance of fitting between market requirements and company’s offerings/capabilities. • Explain the place of each product and each market in company’s overall portfolio. • Classify marketing direction for existing products. • Analyze overall foreign market portfolios.	Continue research and work on final project. Read the case study at the end of the chapter and be prepared to discuss in class.
6)	• Explain the importance and role of information for international market(ing) decisions. • Describe major information sources. • Describe information requirements. • Analyze plan market research processes. • Discuss market potential. • Explain export marketing research. • Explain the importance of using internet and e-mail for search.Analyze the role and importance of international market research. • Explain the major information sources. • Classify market research types. • List information requirements. • Explain the importance of planning market research. • Explain the importance of assessing market potential. • Identify on-line market research sources.	Select a product with HS code and search import and export potential on Trademap.org.
7)	• MID-TERM EXAM. • Classify market entry strategies. • Explain entry as a channel decision. • Explain entry as strategic decisions. • List alternative market entry modes. • Explain company considerations. • Analyze the channel and entry mode.Classify market entry strategies. • Explain channels. • Explain strategic decisions. • List alternative market entry modes. • Analyze company to select right modes. • List factors influencing choice of entry modes.	Continue research and work on final project.
8)	• Explain export entry modes. • Explain indirect export. • Explain direct export. • List basics of agent and distributorship agreements. • Describe internet and e-commerce.Discuss the export entry modes. • Define indirect export. • Define direct export. • Describe agents and distributors. • Explain selling overseas through internet.	Continue research and work on final project. Search intracen.org to find sales agreements.
9)	• Analyze product decisions. • Define product. • Explain innovation process. • Explain product mix decisions. • Explain analytical approaches. • Define the role and importance of packaging. • Define branding.Explain product portfolio. • Describe new products and innovation. • Describe existing products. • Identify internal determinants. • Identify external determinants. • Analyze product Life Cycle. • Explain standardization vs adaptation. • Identify packaging. • Identify branding.	Continue research and work on final project.
10)	• Explain pricing decisions. • Explain determinants of an export price. • Analyze company policies and marketing mix. • Discuss fundamental export pricing strategy. • Explain major pricing strategies. • Define the importance of managing the price quotations.Analyze pricing decisions. • Analyze determinants of an export price. • Explain costs. • List market conditions. • Explain competition. • Identify Legal/political influence. • Explain company policies and marketing mix. • List important price strategies. o Skimming the market o Sliding down the demand curve o Penetration pricing o Preemptive pricing o Extinction pricing • Explain price quotations. • Describe INCOTERMS.	Continue research and work on final project.
11)	• Describe foreign trade financing and methods of payments. • Describe export financing methods and terms of payment. • Explain alternative terms of payment. • Explain Payment/financing procedures. • Explain export credit insurance.Analyze export financing and method of payments. • Explain consignment. • Explain open account. • Explain documentary collections. • Explain Letter of credit (L/C) - Documentary credit. • Explain COD (cash on delivery). • Explain dash with order. • Explain long-term financing. • Explain payment/financing procedures. • Explain export credit insurance. • Explain countertrade. • Explain pure barter. • Explain clearing arrangements. • Explain counter purchase. • Explain switch trading. • Explain buy-back. • Explain offsets.	Due: First Draft of Final Project.
12)	• Explain promotion and marketing communication in export. • Analyze export marketing promotion and communication decisions. • Analyze alternative techniques of promotion. • Explain managing alternative techniques. • Explain state aids for export promotion activities. • Illustrate promotional activities.Explain export marketing promotion as communication. • Explain symbols. • List alternative techniques of promotion. • Explain personal selling. • Identify sales promotion. • Identify foreign catalogues. • Identify samples. • Analyze company-published magazines. • Explain trade fairs and exhibitions. • List point-of-purchase materials. • Explain publicity. • Explain advertising.	none.
13)	• Explain the export order and physical distribution. • Define differences in customs and practices. • Explain to handle the export order. • Explain to manage physical distribution. • Define decision areas.Explain export order. • Analyze different customs and practices. • Define managing export order. • Explain physical distribution. • Classify main decision areas. • Analyze nature of the shipment. Transportation. Warehousing. Materials handling. Carrying inventory. Order processing and documentation. • Explain using freight forwarders, warehouses and free areas.	Editing & Revision of Final Project.
14)	• Describe the export documents. • Define import procedures. • Define customs operation during export and import. • Explain transportation documents. • Analyze Turkish law and regulations.Identify all export documents. • Identify import procedures. • Explain customs operations. • Identify transportation documents. • Explain law and regulations.	Editing & Revision of Final Project.
15)	• Final Project. • Final Presentation. • Final Exam.Explain all export documents. • Explain import procedures. • Identify customs operations. • Identify transportation documents.	Prepare and submit an upgrading plan for a company.

Sources

Course Notes / Textbooks:

Business Management System for SMEs
ITC-UN

Related laws and regulations

References:

International Marketing & Export Management, 7th Edition, 2011
Gerald Albaum, Edwin Duerr
ISBN-13: 978-0273743880
ISBN-10: 0273743880

Marketing Plans: How to Prepare Them, How to Use Them
Malcolm McDonald, Hugh Wilson
Wiley; 7 edition (March 21, 2011)
ISBN-10: 0470669977
ISBN-13: 978-0470669976

Market Segmentation: How to do it? How to profit from it?
Malcolm Mc Donald, Ian Dunbar
Wiley; Revised 4th Edition edition (November 28, 2012)
ISBN-10: 1118432673
ISBN-13: 978-1118432679

www.ekonomi.gov.tr
www.tim.org.tr

Course-Program Learning Outcome Relationship

Learning Outcomes	1	2	3	4	5	6	7	8	9
Program Outcomes
1) Closed Department

Course - Learning Outcome Relationship

No Effect	1 Lowest	2 Low	3 Average	4 High	5 Highest

	Program Outcomes	Level of Contribution
1)	Closed Department

Learning Activity and Teaching Methods

Field Study
Expression
Individual study and homework
Lesson
Group study and homework
Lab
Homework
Q&A / Discussion
Case Study
Web Based Learning

Assessment & Grading Methods and Criteria

Written Exam (Open-ended questions, multiple choice, true-false, matching, fill in the blanks, sequencing)
Homework
Individual Project
Group project
Presentation
Bilgisayar Destekli Sunum

Assessment & Grading

Semester Requirements	Number of Activities	Level of Contribution
Quizzes	1	% 10
Homework Assignments	1	% 20
Midterms	1	% 30
Final	1	% 40
total		% 100
PERCENTAGE OF SEMESTER WORK		% 60
PERCENTAGE OF FINAL WORK		% 40
total		% 100

Workload and ECTS Credit Grading

Activities	Number of Activities	Workload
Course Hours	15	45
Study Hours Out of Class	15	90
Homework Assignments	5	10
Quizzes	1	1
Midterms	1	10
Final	1	21
Total Workload		177