• The course aims to provide basic knowledge about the internationalization of companies, analyzing criteria and methodologies of decision-making processes. Particular attention is paid to marketing tools and the way in which they should be used in order to the achieve a competitive advantage. The principal issues of the operational management of international activities are also analyzed.

1. The evolution of international trade

1.1 Trends and general scenario of internazionalization

1.2 Position Italian companies in the global competitive environment

1.3 Foundaments of international trade theory

2. The internationalization process

2.1 Internationalization models for companies

2.2 determinants and forms of the international expansion

3. The development of overseas activities

3.1 Objectives and strategies for internationalization

3.2 Segmentation strategies for international markets

3.3 Market selection

3.4 Entry mode decisions

4. Entry strategies in foreign markets

4.1 Marketing tools: Analysis and planning of marketing actions

4.2 Product strategies

4.3 Price plicies

4.4 Marketing and distribution channels

4.5 promotional Activities

5. Aadministrative practices, financing and insurance for exports

5.1 International payments

5.2 Transport and custom procedures

5.3 Finance

5.4 Export credits Insurance

5.5 Tax and customs incentives

• Knowledge and understanding: at the end of the course students should have acquired knowledge and understanding of the main dynamics that characterize the global economy and international trade - particularly with reference to international trade flows by sector and geographical areas, investment flows and the role that Italian enterprises play on the international scene - and how these dynamics have an impact on the strategic choices of companies. They must also have acquired skills of analysis of the foreign market management processes. They must also have a basic knowledge of the internationalization strategies and marketing strategies.
• Knowledge and applied understanding : Students must be able to appropriately and flexibly apply their knowledge to analyze, understand and resolve situations and problems related to the management of internationalization strategies. They must also have knowledge applied in the management of planning the marketing mix at the international level.
• Making judgments: students must have the ability to connect integrated and unitary patterns the knowledge acquired during the course and to confront complex problems independently and with its own judgment.
• Communication skills: Students should acquire a clear and effective communication skills, thanks to a good control of the vocabulary related to the topics covered during the course. The methods of educational work in which these results will be achieved will consist of: lectures, testimonies, analysis and business case discussions, group work and seminars, project works.
• Learning skills: Students must have developed good learning skills that enable them to deepen the knowledge acquired during the course in future courses on internationalization, and to acquire new knowledge, skills and abilities through work experience and working.

The teaching material prepared by the lecturer in addition to recommended textbooks (such as for instance slides, lecture notes, exercises, bibliography) and communications from the lecturer specific to the course can be found inside the Moodle platform › blended.uniurb.it

Teaching materials and specific disclosure of the teacher is available, along with other support activities, within the Moodle platform (blended.uniurb.it)

Teaching

• Lectures;
• testimonies by entrepreneurs;
• group works and drafting of papers on case studies;
• classroom discussions.

Attendance

Mandatory for attendind students, not mandatory for non-attending students

Course books

• Musso F., Francioni B. (2019), Marketing per i mercati esteri, Egea, Milano.
• Musso F. (2013), Strategie e competitività internazionale delle piccole e medie imprese. Un'analisi sul settore della meccanica, Cedam, Padova, capp: 1-2.
• Lecture notes.
• Exercises in classroom and related material (articles, case studies, project works).
• Handouts and other teaching materials that will be distributed during the lessons and will be made available on the Moodle platform (blended.uniurb.it)

Assessment

The assessment will be an interview consisting of questions on the topics covered during the course. The average time for the examination of each student takes about twenty minutes. For attending students who have carried out individual or group work on materials provided by the teacher or analysis of business cases, the first question concerns a reminder of the topic as part of the work. The other questions will be chosen by the teacher. For attending students who have not done individual or group work all the questions will be chosen by the teacher. The final evaluation depends on the student's ability to answer questions articulately and in-depth, in order to demonstrate: a) that he/she has acquired full mastery of the theoretical and operational concepts covered during the course; b) be able to apply this knowledge for understanding, critical evaluation and solution of situations and problems related to the application of the management principles of the internationalization process; c) to be able to present their arguments in a strict and limited in time, using appropriate language and identifying the essential elements for the discussion.

Disability and Specific Learning Disorders (SLD)

Students who have registered their disability certification or SLD certification with the Inclusion and Right to Study Office can request to use conceptual maps (for keywords) during exams.

To this end, it is necessary to send the maps, two weeks before the exam date, to the course instructor, who will verify their compliance with the university guidelines and may request modifications.

Attendance

No

Course books

• Musso F., Francioni B. (2019), Marketing per i mercati esteri, Egea, Milano.
• Musso F. (2013), Strategie e competitività internazionale delle piccole e medie imprese. Un'analisi sul settore della meccanica, Cedam, Padova, capp: 1-2-4-5- CONCLUSIONI

Assessment

The assessment will be an interview consisting of questions on the topics covered during the course. The average time for the examination of each student takes about twenty minutes. All the questions will be chosen by the teacher. The final evaluation depends on the student's ability to answer questions articulately and in-depth, in order to demonstrate: a) that he/she has acquired full mastery of the theoretical and operational concepts covered during the course; b) be able to apply this knowledge for understanding, critical evaluation and solution of situations and problems related to the application of the management principles of the internationalization process; c) to be able to present their arguments in a strict and limited in time, using appropriate language and identifying the essential elements for the discussion.

Disability and Specific Learning Disorders (SLD)

Students who have registered their disability certification or SLD certification with the Inclusion and Right to Study Office can request to use conceptual maps (for keywords) during exams.

To this end, it is necessary to send the maps, two weeks before the exam date, to the course instructor, who will verify their compliance with the university guidelines and may request modifications.