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University of Texas at Dallas School of Management Course Description and Syllabus for BA 3374 Section 001 – INTERNATIONAL MARKETING

- SPRING 2006 INSTRUCTOR: RAJ SHARMA P.E. A.I.C.P. Phone: 214 957 5024 Email: or preferably WebCT Office Location & Time: By appointment Instructor - Profile: Represented the State of Alberta, Canada in the Republic of India, in the area of promoting Trade and Investments . During this time, helped North American companies sell products & services, find joint venture partners and secure investments from India. Work experience in Canada, India and U.S.A. Also, worked for various government agencies. Managed large budgets and workforces for over 20 years. Currently, Board Member of the Greater Dallas Indo-American Chamber of Commerce and a member of the Texas Board of Professional Engineers. Board member Tarrant County Asian American Chamber of Commerce and a member of the World Affairs Council. In addition to U.T.D, taught at the Texas Wesleyan University in Fort Worth, Texas. Completed the Executive Development Program and M.B.A. from the University of Calgary, Canada, and a BSc (Hons.) in civil engineering from University of Waterloo, Canada. Course Objectives: International business is growing at a phenomenal rate, changing geographically and in the type of products and services being sold. There has never been a greater need to developing the right marketing tools. In this course you will learn about various international trade institutions and their recent activities, cultural, political and legal environment, pricing, communications, distribution channels etc. The last part will concentrate on the strategies, product and brand management, marketing of services, logistics and promotions etc. The student will have a much better appreciation of the nuances of international marketing versus local or national marketing. We will also have a brief look at the future of international marketing. Required Reading: International Marketing, Czinkota & Ronkainen, 7th edition, Thompson South-Western College Publishing Grades Policy Mid Term 1 20% Mid Term 2 20% Final Examination 20% Group Report 15% Group Presentation 5% Cases – Individual 10% Late assignment will receive a penalty of 10% for the each week after the due date. Participation 10% Participation marks will include class participation as well as peer evaluation for the team work. Letter Grade Assignment A+: 97 and up; A: 94-96; B+: 87-89; B: 84-86; C+: 77-79; C: 74-76; D+: 67-69: D: 64-66; F: Below 60% A-: 90-93 B-: 80-83 C-: 70-73 D-: 60-63

Classroom Rules
You are required to attend class. Respect your fellow students – turn off cell phones, no talking amongst yourselves, be on time. It is easiest to contact me outside of class via e-mail. If necessary, we can make appointments if before class or after class meetings are not sufficient. Please be sure that I have a way to contact you (e-mail address, phone number). Class Participation You must come to class prepared to discuss the chapter of the day to secure participation marks. Scholastic Dishonesty Scholastic dishonesty will not be tolerated. Students who violate the University of Texas at Dallas’ rules on scholastic dishonesty will be subject to disciplinary penalties, including the possibility of failure in the course and/or dismissal from the University. I will strictly enforce the University’s policies. Group Case and Presentation The groups will consist of up to 6 members, unless approved otherwise. Please give your team names by January 18 in an email. All names must be spelled as shown in the official UTD registration (do not use short names). The groups will be responsi le for choosing a country and a product/service to be b marketed to that country. It will be better for you to choose a country on which relevant information is available readily. The project must include all the elements expected in a professional report including the following: 1. Why this country 2. Why this product 3. What is the economic and socio political/legal environment of the target country

4. Detailed strategies for marketing, distribution channel selected and why, regional phasing, time frames, alternate plans, exit strategy etc.
Towards the latter part of the semester one or more groups will be presenting their group report to the class. Research beyond the case reading will be required. The group case carries significant marks, therefore, I would expect excellent research and report. Evaluations You will be evaluating your team members. I will use these evaluations towards part of the class participation marks. However, if you are totally satisfied with your team member’s participation in the group effort, you may not fill out the form. Only less than excellent performs should necessitate submitting the form. Individual Cases Individual cases will be due in class on the day they appear in the syllabus. A case report answering all of the questions at the end of the case will be submitted in class. The report should be about two pages long, double spaced and no larger than 12 font (Arial or Times New Roman) Grade Communication If you want to have your marks posted on the WebCT site, then please indicate a four digit number, under which the marks, should appear on your very first case submission and subsequent scantron and case submissions. Please make sure to write your name, as registered, and not pet names. Examinations All examinations will be true/false and/or multiple choice. Please bring a scantron form.






Jan 10

The International Marketing Imperative International Trade Institutions & Trade Policy The Cultural Environment The Economic Environment The International Political/Legal Environment Building the Knowledge Base Mid Term 1 Exporting/Licensing/Franchising Product Adaptation Export Pricing Strategies International Communications Channels and Distribution Strategies Global Distribution Planning Mid Term 2


Jan 17


Teams to be Finalized

Jan 24


Jan 31 Feb 7 Feb 14

On 1 – 6 7-8 9 – 10 Car Financing in China Presentations Presentations

Feb 21

11 - 12

Water From Iceland Presentations

Feb 28

On 7 -12

Mar 14

Global Market Expansion Product and Brand Management Services Marketing Global Pricing Strategies Logistics and Supply Chain Management, Global Promotional Strategies Marketing Organization, Implementation and Control The Future

13 - 14


Mar 21 Mar 28

15 - 16 17 - 18

The Gray Ferrari Presentations Presentations

Apr 04


Nova Scotia Presentations Presentations

Apr 11


Apr 18

Final Exam

TEAM MEMBER EVALUATIONS In order to provide you the opportunity to objectively evaluate the contributions made by your team members during this course and to provide me additional input concerning the individual performance of team members, you are requested to complete this questionnaire. Do not rate your own performance. Team Name. _________________

Team Member Name ____ ____ ____ ____ ____ ____ ____ ____ Scoring:

1 ____ ____ ____ ____ ____ ____ ____ ____

2 ____ ____ ____ ____ ____ ____ ____ ____

3 ____ ____ ____ ____ ____ ____ ____ ____

4 ____ ____ ____ ____ ____ ____ ____ ____

5 ____ ____ ____ ____ ____ ____ ____ ____

6 ____ ____ ____ ____ ____ ____ ____ ____


E = Performance exceeded my expectations M = Performance met my expectations B = Performance below my expectations

1. 2. 3. 4. 5. 6. 7.

Attended and played active role in team newsgroup. Assumed and accomplished specific task responsibilities according to team schedule. Gave support to individual members. Made positive suggestions on how to accomplish assignments. Provided leadership. Encouraged others to contribute. Overall contribution to success of all assignments.

Team Member Initials ________