Performance in the course will be assessed as follows:
• Mid-term Exam 20%
• Group Project Presentation 25%
• Sales Negotiation Exercise 10%
• Final Exam 45%
No material other than a dictonary may be used in the final exam.
As the course has “prüfungsimmanenten Charakter”, attendance is compulsory throughout the semester (see also Admission Policies on our homepage); more than three absences will automatically result in a “failed” grade.
A minimum of 50 percent needs to be attained overall to pass the course. The grading system looks as follows: 0 to 49% - grade 5, 50 to 59% - grade 4, 60 to 69% - grade 3, 70 to 79% - grade 2, 80 to 100% - grade 1.
Students who fail must repeat the entire course (and must register in the usual way next time the course is offered). No alternative formats of assessment or make-ups will be offered.
Mid-term exam will cover chapters 9-13. The exam takes 60 minutes and comprises of essay questions based on a case study. The group project involves the preparation and presentation of a Global Strategy Report for an internationally-active organization (further details will be given in the Introduction/Vorbesprechung session); the same grade will be awarded to all students belonging to the same group. Sales negotiation exercise takes 90 minutes (further details will be given in the lectures in due time). The final exam takes 60 minutes and comprises single-choice questions, and essay questions. The exam will be based on the textbook, additional readings and material covered in the lectures (including case studies).
Textbook: The required text for the course (also used in the International Marketing Management 1) is: Hollensen S. (2011): Global Marketing - A Decision-Oriented Approach, 5th edition, Prentice Hall. Using edition 4&6 is also feasible, please check for differences in chapter numbers and case studies.
Reading is an essential part of the course which, for maximum benefit, should be done prior to attending the relevant session.