ISTANBUL OKAN UNIVERSITY INFORMATION PACKAGE / COURSE CATALOGUE
| International Trade (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: |
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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 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;
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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 |
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6 |
7 |
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| Program Outcomes | |||||||||||
| 1) To have theoretical and practical knowledge at the basic level supported by textbooks, application tools and other resources with current knowledge in the field based on the qualifications gained at the secondary level. | |||||||||||
| 2) - To gain the ability to use the theoretical and practical knowledge at the basic level at an advanced level or at the same level in the same field. - To be able to interpret and evaluate the data by using the basic knowledge and skills acquired in the field, to identify and analyze the problems, to develop solutions based on evidence. | |||||||||||
| 3) - To be able to convey his / her thoughts on basic knowledge and skills at the level of written and verbal communication. - To share his / her thoughts and solutions to the problems related to his / her field with experts and non-experts. - To be able to follow information in the field and communicate with colleagues by using a foreign language at least at a level of European Language Portfolio A2 General Level. - To be able to use information and communication technologies together with computer software at the basic level of European Computer Driving License required by the field. | |||||||||||
| 4) - To be able to evaluate the basic knowledge and skills acquired in the field with a critical approach, to determine and meet the learning needs. - To be able to direct his / her education to an advanced level of education in the same field or to a profession at the same level. - Not to have gained awareness of lifelong learning. | |||||||||||
| 5) - To have social, scientific, cultural and ethical values in the stages of collecting, applying and announcing the data related to the field. - To have sufficient awareness of the universality of social rights, social justice, quality and cultural values, environmental protection, occupational health and safety. | |||||||||||
| 6) - To be able to conduct a basic level study independently. - To be able to take responsibility as a team member to solve unforeseen complex problems encountered in the applications related to the field. - To be able to carry out activities for the development of employees working under their responsibility within the framework of a project. | |||||||||||
| 7) - To have advanced theoretical and practical knowledge supported by textbooks containing current information in the field, application tools and other resources. | |||||||||||
| 8) To be able to use the advanced theoretical and practical knowledge acquired in the field. - Interpret and evaluate data using the advanced knowledge and skills acquired in the field, identify problems, analyze, develop solutions based on research and evidence. | |||||||||||
| 9) - To be able to inform the relevant persons and institutions about the related subjects; transfer ideas and solutions to problems in written and orally. - To share his / her thoughts and solutions to the problems related to the field with the experts and non-experts by supporting them with quantitative and qualitative data. -To be able to organize and implement projects and activities for the social environment in which he / she lives with a sense of social responsibility. - To follow the information in his / her field and to communicate with his / her colleagues by using a foreign language at least at the European Language Portfolio B1 General Level. - To be able to use information and communication technologies together with computer software at the Advanced Level of European Computer Driving License required by the field. - To act in accordance with social, scientific, cultural and ethical values in the stages of collecting, interpreting, applying and announcing the data related to the field. - To have sufficient awareness about the universality of social rights, social justice, quality culture and protection of cultural values, environmental protection, occupational health and safety. | |||||||||||
| 10) - To be able to critically evaluate the advanced knowledge and skills acquired in the field, - Identify learning needs and direct learning. - To develop positive attitudes about lifelong learning. | |||||||||||
| 11) To act in accordance with social, scientific, cultural and ethical values in the stages of collecting, interpreting, applying and announcing the data related to the field. - To have sufficient awareness about the universality of social rights, social justice, quality culture and protection of cultural values, environmental protection, occupational health and safety | |||||||||||
| 12) - To be able to conduct an advanced study independently. - To be able to take responsibility as an individual and as a team member to solve unforeseen complex problems encountered in the applications related to the field. - To be able to plan and manage activities for the development of employees working under their responsibility. | |||||||||||
Course - Learning Outcome Relationship
| No Effect | 1 Lowest | 2 Low | 3 Average | 4 High | 5 Highest |
| Program Outcomes | Level of Contribution | |
| 1) | To have theoretical and practical knowledge at the basic level supported by textbooks, application tools and other resources with current knowledge in the field based on the qualifications gained at the secondary level. | 4 |
| 2) | - To gain the ability to use the theoretical and practical knowledge at the basic level at an advanced level or at the same level in the same field. - To be able to interpret and evaluate the data by using the basic knowledge and skills acquired in the field, to identify and analyze the problems, to develop solutions based on evidence. | 3 |
| 3) | - To be able to convey his / her thoughts on basic knowledge and skills at the level of written and verbal communication. - To share his / her thoughts and solutions to the problems related to his / her field with experts and non-experts. - To be able to follow information in the field and communicate with colleagues by using a foreign language at least at a level of European Language Portfolio A2 General Level. - To be able to use information and communication technologies together with computer software at the basic level of European Computer Driving License required by the field. | 5 |
| 4) | - To be able to evaluate the basic knowledge and skills acquired in the field with a critical approach, to determine and meet the learning needs. - To be able to direct his / her education to an advanced level of education in the same field or to a profession at the same level. - Not to have gained awareness of lifelong learning. | 5 |
| 5) | - To have social, scientific, cultural and ethical values in the stages of collecting, applying and announcing the data related to the field. - To have sufficient awareness of the universality of social rights, social justice, quality and cultural values, environmental protection, occupational health and safety. | 4 |
| 6) | - To be able to conduct a basic level study independently. - To be able to take responsibility as a team member to solve unforeseen complex problems encountered in the applications related to the field. - To be able to carry out activities for the development of employees working under their responsibility within the framework of a project. | 3 |
| 7) | - To have advanced theoretical and practical knowledge supported by textbooks containing current information in the field, application tools and other resources. | 4 |
| 8) | To be able to use the advanced theoretical and practical knowledge acquired in the field. - Interpret and evaluate data using the advanced knowledge and skills acquired in the field, identify problems, analyze, develop solutions based on research and evidence. | 4 |
| 9) | - To be able to inform the relevant persons and institutions about the related subjects; transfer ideas and solutions to problems in written and orally. - To share his / her thoughts and solutions to the problems related to the field with the experts and non-experts by supporting them with quantitative and qualitative data. -To be able to organize and implement projects and activities for the social environment in which he / she lives with a sense of social responsibility. - To follow the information in his / her field and to communicate with his / her colleagues by using a foreign language at least at the European Language Portfolio B1 General Level. - To be able to use information and communication technologies together with computer software at the Advanced Level of European Computer Driving License required by the field. - To act in accordance with social, scientific, cultural and ethical values in the stages of collecting, interpreting, applying and announcing the data related to the field. - To have sufficient awareness about the universality of social rights, social justice, quality culture and protection of cultural values, environmental protection, occupational health and safety. | 5 |
| 10) | - To be able to critically evaluate the advanced knowledge and skills acquired in the field, - Identify learning needs and direct learning. - To develop positive attitudes about lifelong learning. | 4 |
| 11) | To act in accordance with social, scientific, cultural and ethical values in the stages of collecting, interpreting, applying and announcing the data related to the field. - To have sufficient awareness about the universality of social rights, social justice, quality culture and protection of cultural values, environmental protection, occupational health and safety | 4 |
| 12) | - To be able to conduct an advanced study independently. - To be able to take responsibility as an individual and as a team member to solve unforeseen complex problems encountered in the applications related to the field. - To be able to plan and manage activities for the development of employees working under their responsibility. | 4 |
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 | |