Energy Systems Engineering (English) | |||||
Bachelor | TR-NQF-HE: Level 6 | QF-EHEA: First Cycle | EQF-LLL: Level 6 |
Course Code: | ITRD303 | ||||||||
Course Name: | Import and Export Management | ||||||||
Course Semester: | Fall | ||||||||
Course Credits: |
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Language of instruction: | EN | ||||||||
Course Requisites: | |||||||||
Does the Course Require Work Experience?: | No | ||||||||
Type of course: | Compulsory | ||||||||
Course Level: |
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Mode of Delivery: | Face to face | ||||||||
Course Coordinator : | Dr.Öğr.Üyesi ZEYNEP IYILER | ||||||||
Course Lecturer(s): |
Dr.Öğr.Üyesi İREM YALKI |
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Course Assistants: |
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 |
The students who have succeeded in this course;
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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. |
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 |
Learning Outcomes | 1 |
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Program Outcomes | |||||||||
1) Closed Department |
No Effect | 1 Lowest | 2 Low | 3 Average | 4 High | 5 Highest |
Program Outcomes | Level of Contribution | |
1) | Closed Department |
Field Study | |
Expression | |
Individual study and homework | |
Lesson | |
Group study and homework | |
Lab | |
Homework | |
Q&A / Discussion | |
Case Study | |
Web Based Learning |
Written Exam (Open-ended questions, multiple choice, true-false, matching, fill in the blanks, sequencing) | |
Homework | |
Individual Project | |
Group project | |
Presentation | |
Bilgisayar Destekli Sunum |
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 |
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 |