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2024/2025  KAN-CCMVV2453U  International Marketing and Sales

English Title
International Marketing and Sales

Course information
Language English
Course ECTS 7.5 ECTS
Type Elective
Level Full Degree Master
Duration One Quarter
Start time of the course First Quarter
Timetable Course schedule will be posted at calendar.cbs.dk
Max. participants 150
Study board
Study Board for cand.merc. and GMA (CM)
Course coordinator
  • Selma Kadic-Maglajlic - Department of Marketing (Marketing)
Main academic disciplines
  • Marketing
Teaching methods
  • Blended learning
Last updated on 13-02-2024

Relevant links
Learning objectives
To achieve the grade 12, students should meet the following learning objectives with no or only minor mistakes or errors:
  • Describe and critically analyze how companies can efficiently and effectively manage their international marketing and sales operations by integrating new technologies.
  • Define, understand, compare, and contrast relevant key terms, definitions, concepts, theories, and frameworks related to the process of firm internationalization.
  • Describe and critically analyze the impact of environmental factors on international marketing and sales activities.
  • Present arguments and critically reflect on the selection of the optimal market entry strategy for a given case study.
  • Present arguments and critically reflect on the relevance of selected models, concepts, and theories of international marketing to product, pricing, distribution, and communication decisions.
  • Synthesize and derive new models that can be used to predict phenomena relevant to the study of international marketing and sales.
  • Adhere to academic conventions in written work.
Examination
International Marketing and Sales:
Exam ECTS 7,5
Examination form Written sit-in exam on CBS' computers
Individual or group exam Individual exam
Assignment type Case based assignment
Duration 4 hours
Grading scale 7-point grading scale
Examiner(s) One internal examiner
Exam period Autumn and Autumn
Aids Limited aids, see the list below:
The student is allowed to bring
  • USB key for uploading of notes, books and compendiums in a non-executable format (no applications, application fragments, IT tools etc.)
The student will have access to
  • Access to Canvas
  • basic IT application package
Make-up exam/re-exam
Same examination form as the ordinary exam
The number of registered candidates for the make-up examination/re-take examination may warrant that it most appropriately be held as an oral examination. The programme office will inform the students if the make-up examination/re-take examination instead is held as an oral examination including a second examiner or external examiner.
The number of registered candidates for the re-take exam warrants if the exam, most appropriately, is to be held as an oral examination. The students will be informed if the re-take examination will be held as an oral examination instead.
Course content, structure and pedagogical approach

This course focuses on providing students with a in-depth understanding of international marketing and sales. It covers both theoretical concepts and practical applications, emphasizing the role of technology in the global business landscape. 

Beginning with traditional views of international marketing, we explore cross-border relationships between firms and their marketing and sales departments, examining the mechanisms of change in this context. The course delves into similarities and differences in marketing and sales functions globally, considering cultural, economic, political, social, and physical dimensions.

 

Throughout the course, students learn to leverage insights from international markets for making informed marketing and sales decisions. The course also equips students to develop international marketing and sales programs, covering aspects from SMART goal-setting to implementation strategies.
Description of the teaching methods
The course is designed in the form of blended learning, which means that part of the course is provided as online classroom where students are offered pre-recorded lectures, readings, quizzes, and exercises. Students are free to decide when they would like to access the online materials in accordance with their personal schedule. During in-class lectures, we will focus on active learning through small group activities, games, and assignments. At the very end of the course, students will have the opportunity to participate in the International Marketing and Sales Simulation to practice their knowledge using the given case.
Feedback during the teaching period
The design of the course follows a proactive feedback philosophy by ex-ante mirroring the exam assignment. Students are repeatedly exposed to learning objectives, weekly tasks and online quizzes. The final wrap-up lecture is used to recap the material, provide overarching feedback and invite detailed students' questions. In this final session, students are debriefed and encouraged to ask for detailed feedback on their own performance. Hence, they have opportunities for reinforced learning based on exam-relevant tasks and feedback all along the course, and well before they enter the actual exam.
Student workload
Teaching 30 hours
Preparation 173 hours
Exam 3 hours
Expected literature

Reading is an essential part of the course which, for maximum benefit, should be done prior to attending the relevant session. The selected chapters will be advised to read from textbook: Hollensen S. (2020): Global Marketing, 8th edition, Prentice Hall. In addition, a list of selected compulsory readings (which are all examinable) with accompanying additional readings, can be found on the Course Canvas page. 
Last updated on 13-02-2024