Beruflich Dokumente
Kultur Dokumente
Course Instructor:
Prof Rajat Gera
Associate Professor,
Institute of Management Technology Ghaziabad,
Ghaziabad, UP, India 201001
COURSE INTRODUCTION:
This case course explores the dimensions of successful international and global marketing of
firms. Managerial actions are based on totally different assumptions and conceptual
frameworks.
professionals need to understand the factors leading to globalization which create opportunities
and threats for industries and firms which can be leveraged for strategic advantage
. Its
Learning Outcomes
After you have completed this course, you should be able to:
1 To recognize cultural differences in various global regions and their effect on the marketing
strategy and plan. You will be able to analyze cultural differences in terms of opportunities and
inherent risk in conducting marketing activities and acquire skills in segmenting global markets.
You wa to draw insights about how and where products are purchased and used by consumers
in other countries.
2 Recognize the forces underlying the development of international business, and the unique
challenges that exist when entering the global marketplace, and how to understand and
overcome them.3. 2. 3.Demonstrate an understanding of the major differences between national
and international marketing planning.
4. Appreciate the role of international market research in decision making.
5. Identify the major methods of foreign market entry.
6. Recognize those factors which distinguish the marketing mix for overseas markets as
opposed to domestic markets.
PEDAGOGY:
This course will have two major pedagogical approaches: (1) case discussions, (2)
lectures/Conceptual discussions. Through assigned readings, case studies, class discussions,
and lectures, students are expected to develop the skills in analyzing situations and formulating
solutions. The course relies heavily on real-life case materials. Student preparation, presence,
and participation are essential for this teaching method to work. Case preparation must go
beyond descriptive facts, as we will not have time to explain or reiterate case information in the
classroom. During class discussions, however, students should back up their arguments with
case facts.
1. Case Discussions
The case method is used extensively throughout the course. Study questions on each assigned
case are listed immediately following a brief description of the case in the Detailed Course
Outline. You are encouraged to form your own group (of 2-4 students) and discuss the case
before reflecting on the case assignment
2.Lectures/Discussions: At least 30 minutes of 90 minutes in each session would be for
discussion of concepts involved. Each Group Project presentation will be followed by class
discussion on the issues presented.
Required Course Packet of cases and readings which would be made available before the
start of the course or you would be guided on how to access the same.
READING ASSIGNMENTS:
Cases and reading assignments from the textbook will be assigned as indicated in the attached
schedule. Reading assignments should be completed prior to analyzing the assigned cases. The
material contained in the readings will provide background concepts and theory that may be most
useful in case analyses and understanding of the concepts. The required knowledge for the case
analysis may, however, not be completely adequate. The same may be accessed through online
databases which are accessible through library. Please contact The Library In Charge for the
same.
OVERVIEW OF ASSESSMENT:
Assessment will consist of one project report, two project presentations, two individual class
case presentations and one end term exam. The end term exam would be case based. The
case analyses will assess your ability to apply course concepts to managerial situations.
Weight
Suggested Deadline
Preliminary Project
presentation and evaluation
15 %
Sessions 13-16
15 %
Sessions 23-26
Project Report
20 %
Session 30
20%
Class sessions
30%
After Session 30
Group Project:
1. Completion of Group Global Marketing Plan - Graduate Students (in groups of 3-4) must
develop a comprehensive marketing plan for an original product or service in a country of their
choice. The student will research this country and provide a detailed description of information
a marketer should be aware of when making decisions involving that specific country market.
This research must include the following: Cultural analysis, economic analysis, market audit and
competitive analysis, and preliminary marketing plan. The preliminary marketing plan must be
approved by the professor. Once plan has been approved, the graduate student must submit
their final marketing plan which should be at least 5-10 pages typed (double-spaced).
2. Global Marketing Presentation - Graduate Students (in groups of 3-4) must deliver an
individual presentation (15-20 minutes) which utilizes visual aids such as PowerPoint. This
presentation will feature the key points of the student's marketing plan.
3. Global Marketing Case Analysis - Graduate Students (in groups of 3-4) must read two assigned
case studies and write two 6-8 page (double-spaced, typed) papers analyzing the key
Session Topic
No
Session
1-2
Session
3-4
Course
introduction
Introduction
to
Marketing/Gl
obal
Marketing
Session
5
Segmenting,
targeting and
positioning
Session
6
Overview of
global
marketing
Session
7
Global
Marketing
Overview of
Time
Inputs
A Guide to Case Analysis
90 *2=180
minutes
90*2=180
minutes
Class
Discussion:
90 minutes
Case
Discussion:
global
marketing
504-051)
90 minutes
Session
8
Global
Marketing
Envirnment
Macro /Micro
environment
Class
Discussion:
90 minutes
K&H, Chapter 4 -7
R1: Market Customization: Market
Segmentation, Targeting, and Positioning
(2580BC)
Case: *Case: Four Seasons Goes to
Paris (HBS #9-803-069)
Session
9
Global
Marketing
Environment
Macro/micro
environment
Case
Discussion:
90 minutes
Session
10
Market
Selection
Session
11
Global
market entry
strategy
Session
12
Global
product
strategy
Session
13-14
Session
15-16
Preliminary
project report
Preliminary
project report
Case
Discussion
90 minutes
Case
Discussion:
90 minutes
Class
Discussion:
90 minutes
Case
Discussion:
180 minutes
Student
Project
Presentation
s
* K&H 11-12
R1: How Global Brands Compete, (HBR
R0409D)
*Case: Real Madrid Club de Futbol (HBS
#9-504- 063)
180 minutes
Session
17-18
Global
pricing
strategy
Session
19
Global
promotion
strategy
Session
20
International
Communicati
on planning
Session
21-22
Global
distribution
strategy
Session
23-24
Session
25-26
Session
27
Session
28
Session
29
Final Project
report
Final project
report
Global
Marketing
Plan
implementati
on
Global
marketing
strategy
Customizatio
n/adaptation
Global
Marketing
Organization
Case
Discussion:
90 minutes
Case
Discussion
90 minutes
Case and
class
Discussion:
180 minutes
Student
Project
Presentation
s
180 minutes
Student
Project
Presentation
s
180 minutes
Case
Discussion
* K&H, Chapter 14
17. *Case: British Airways (HBS #9-585014)
* K&H, Chapter 16
Case: Toys R Us Japan (HBS #9-796077)
90 minutes
Case
Discussion
90 minutes
* K&H, Chapter
Case
Discussion:
90 minutes
Case: GE Plastics
Conclusion
Session
30
Class
discussion
90 minutes
Project Guidelines
Following are the suggested topics/sub topics for Project report along with recommended
questions to be answered
The Marketing Plan
I. Executive Summary
II. Overview of the Firm Marketing the Product
A. History
1. How company was started (who, when, where, how, why)
2. Growth, geographically and fiscally
3. Description of resources (physical and financial) and CORE business
4. Current markets served
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Presentation:
Organize and present appropriately, clearly and proficiently for most major points, make most
slides professional and readable, deliver effectively most contents, and finish presentation on
time.
C+, C, C- Report:
Provide detailed documentation of some facts, effectively defense part of reasoning and some
proposals, make accurate analyses to some problems and issues, and give insightful responses
to some questions.
Have flawed reasoning, some inconsistencies, and unsupported conclusions. Fail to utilize
correct punctuation, proper capitalization, and provide appropriate citations (where necessary)
for part of the report.
Presentation:
Organize and present appropriately, clearly and proficiently for some major points, make some
slides professional and readable, deliver effectively some contents, and barely finish
presentation on time.
D+, D Report:
Provide detailed documentation of a few facts, effectively defense a minor part of reasoning and
a few proposals, make accurate analyses to a few problems and issues, and give insightful
responses to a few questions. Have considerable amount of flawed reasoning, many
inconsistencies, and unsupported conclusions. Fail to utilize correct punctuation, proper
capitalization, and provide appropriate citations (where necessary).
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