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University of Texas at Dallas

Export Market Development/BA3372-501 – Spring 2006 Instructor: KURT SIKLAR
Alternate e - mail: phone: 214 -575 -6 086

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ Hello everybody! As your instructor, it is my intention to provide you with an educational challenge while assisting you in understanding today’s very dynamic export marketing environment. I will add as much as I can from my own international business experience and from various other teaching assignments I held in the same field over the years. Coming prepared to the classroom is going to help you the most in reaching the objectives of this course. What I would like you to do after each class is not to ask what you learned that night, but what you contributed to the class either through comments or questions. Best wishes and good luck! KURT SIKLAR
Instructor Bio I am originally from Turkey. I have been living in the DFW area since 1988 and I am a naturalized citizen of the US. I attended University of Dallas and University of Texas at Dallas earning separate graduate degrees from each institution. The degrees are in the fields of general business management and international management studies, respectively. I obtained my Ph.D. in international business law through distance learning in 1999. I have been working for a small export trading company since early 1990s and have been teaching international business related courses part-time at various area colleges both at the undergraduate and graduate levels since 1998. Also, I am a member of International Small Business Development Center’s Export Roundtable and Richland College’s Export Advisory Board.

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ COURSE OUTLINE: 1. Course Objectives: Export Market Development is a course that examines the international environment for trade, the strategic planning duties of an export marketer, and the tactical deployment of the marketing mix. This course is unlike international marketing in several ways: exporting is the only entry mode considered; there is greater emphasis on the structure and influence of trade policies and trading blocs; minimum attention is given to certain dimensions of the marketing mix such as product development and promotional techniques. For export marketing the emphasis is on selecting foreign markets, finding foreign partners, and identifying and managing distribution channels, logistics, export pricing and trade finance. Two ways students will demonstrate their understanding of export market development are by preparing a market entry group project and weekly article

2. Required textbook: James F. Foley, The Global Entrepreneur Taking Your Business International, (Jamric Press International, 2nd. ed., 2004)

3. Lecture notes: Lecture notes in the form of downloadable PowerPoint slide sets are available at the course website.

4. Supplemental Material: List of additional reading materials as they pertain to their respective chapters from the required textbook and some useful guide(s) are provided at the course website to further assist students in their projects and individual assignments.


Assignments: a. Weekly news articles & participation: Students are expected to submit their comments (one type written page) via e-mail using the course website’s mail function on any news article (not to be older than one year) they find regarding that week’s class discussion topic(s) based on the chapter(s) covered while citing the original article properly. Again, the assignment is about a student’s own comments on an article as it pertains to that week’s topic(s), simple copies of an article will not be accepted. Students are also expected to discuss their comments in class. These are not due on the days when other assignments are due (e.g., group projects, exams, etc.)(see below agenda for exact dates). Although they are not going to be graded individually, the cumulative of these submissions backed by classroom discussions will constitute a student’s participation grade. The deadline for any such submission is the day of that class before the class starts. Late submissions will not be accepted. NO EXCEPTIONS! b. Exams: There will be three exams (see below agenda for dates and contents). Each exam will have 50 true/false and multiple-choice questions. Exams are not comprehensive. You will need a scantron no. 882-E and a pencil to take the exam. Make-up exam: a student may request a make-up exam no later than one week prior to the scheduled exam; instructor will approve or disapprove on the merit of extenuating circumstances subject to agreement on a mutually acceptable make-up time.

c. Group project: Each group will conduct research and write a report dealing with specific phases of an export market development plan and present it in class. First, with your instructor’s approval (requests for approval to be submitted by week #2—refer to the Team Charter), choose a country from the following list: Brazil, Chile, Spain, Poland, Turkey, South Africa, Egypt, India, South Korea, and China. Second, with your instructor’s approval (requests for approval to be submitted by week #2—refer to the Team Charter), choose a manufactured product (not a service) to be exported from the U.S. The product is not an actual brand name product manufactured and marketed by an existing company. A recommended approach is to consult the Country Commercial Guide (CCG) at NTDB: Leading Sectors/Best Prospects for U.S. Exports section. Other sources based on current exports of products to the listed countries include World Bank Atlas and the U.S. Census Bureau. The product may fit any of the following categories: a consumer product, industrial product, or a component that goes into the manufacturing of a finished product. Products that are not eligible products are cell phones, petroleum/mining equipment, airplanes, passenger vehicles, trucks and any restricted/ regulated products (e.g., fire arms, dangerous/hazardous substances, etc.) Third: Preparation guidelines: It is NOT recommended that groups approach this project by assigning each group member one section. Instead, consider having a lead organizer/editor supported by several research specialists. Report must display internal consistency section by section, each section building on and being consistent with the previous section. Grade will be based on how well report addresses the specific issues of each section, including quality and use of research data and analysis. Students may use the general worksheets in course WebCT provided by the textbook publisher to gather and evaluate information. Evaluation of group project: It is the intention of this project that all members of a group receive the same project grade. However, individuals will submit a confidential evaluation of the group's performance, grading group members by distributing points to each person for a total score of 20. These individual evaluations are due along with the final project. Late assignments: generally not accepted, but if exception is made, maximum grade is 70.

Project Overview a. The deliverables for the project will include the following assignments: 1) Project Outline: 1-2 pages (in writing—see below) due in week six. 2) Progress Report (class discussion) due in week twelve. 3) Final Project 10-12 pages (sections 3-9) due in week sixteen. b. Use the following outline as a template for your final project: 1) Introduction 2) Table of contents 3) Mission statement 4) Description of product: Detailed description of the manufactured product and identification of its Schedule-B number (a copy of the page of Schedule-B showing the commodity classification details of your product to be included), technical data, pictures, if any, and packaging particulars, etc. a) Major producers/competitors. b) Preferred or common shipping and quantity particulars for export. 5) Identification of Target Segment(s): Identify and describe the target segment(s) (within your chosen country of focus)—potential customer or end-users. Justify the targeted buyers based on historical data and projections from marketing research reports. How did existing competitor activity in the chosen market influence your selection of product and segment(s)? c) Indicate how you found these parties, including sources. d) Give information on parties and their businesses. 6) Legal considerations: Identify at least 3 regulations affecting your specific product (such as product standards, testing requirements, tariff/non-tariff barriers, government pricing regulations, local packaging requirements if applicable, etc.) and describe at least one adaptation to physical product or its pricing which will be necessary for the targeted segment. 7) Logistics: What are the typical channels of distribution within your chosen country? Based on the product and customer characteristics, what type of channel member is most appropriate for your export entry plan and why? Mode of transportation most suited/required for your product. 8) Documentation: Discuss general export documentation requirements as they pertain to your product. Also, include any specific documentation the target market/country requires. 9) Conclusion. 10) References ( Minimum 12: Country Commercial Guide (CCG), one ISA or IMI marketing report—all from NTDB, and one other country or industry-specific source of information from the internet are expected. For internet

Project Outline Details
Project title: Participating students/teammates: Starting date: Duration and deadline:

PART I. PROJECT PROPOSAL: This section expands on the choices of product & country and tells the instructor the overall approach of the team to its export market development plan. PART II. OBJECTIVES: This section describes WHAT the team’s efforts or actions are intended to attain or accomplish within the team’s specified proposal. PART III. PROJECT IMPLEMENTATION AND MANAGEMENT PLAN: This section should describe the overall results that the project is expected to produce—on successful completion—and HOW the team intends to reach that point. PART IV. PROJECTED WORK PLAN: This section should describe how each objective will be carried out in terms of planned activities, their timing and duration. A) Planned activities to produce outputs/results: (State briefly) B) Expected outputs/results: (State briefly) PART V. PROJECT MONITORING AND EVALUATION This section should discuss briefly the proposed mechanisms and procedures for periodic monitoring of project operations to ensure that activities occur as planned, that they remain directed towards stated objectives, and that appropriate corrective action is taken if required.


Point Values for the Course Assignments WEIGHTED AVERAGE

ASSIGNMENTS (see below weekly agenda for dates)(type written pages: double spaced, 12 point font, 300-words-per-page average) Individual (75%)

Exam I (chapters 1-7) Exam II (chapters 8-15) Final Examination (chapters 16-23) Participation (1-6 points for article submissions, 1-9 points for attendance/ discussions) Group (25%) (five students per group) Global Strategy and Operations Paper and Presentation Total

20 20 20 15

25 100

How Points and Percentages Equate to Grades (no rounding up): 92+ A

89.1-91.9 A85.1-89 81-85 B+ B

79.1-80.9 B75.1-79 71-75 C+ C

69.1-70.9 C65.1-69 60-65 <60 D+ D F

Beginning Fall 2005, UTD requires instructors to submit mid-term grades for all students. For this course, during the 8th week the grade on Exam #1 will be the grade that is submitted.

Attendance Policy: Students are expected to regularly attend all classes in which they are enrolled and to consult (preferably via e-mail) with the instructor in advance when any absence is to occur. If a student is unable to complete a course in which he/she is registered, it is the student’s responsibility to withdraw from the course by the appropriate date. If a student fails to withdraw, the instructor will assign a performance grade that is based on the performance of the student for the entire semester. Emailing: UTD provides each student with a free email account that is to be used in all communication with university personnel. This allows the university to maintain a high degree of confidence in the identity of all individuals corresponding and the security of the transmitted information. Beginning September 1, 2004, UTD Administration informed faculty to require any email communications to be through UTD email accounts. An alternative to secure emailing is the email function in the password-protected WebCT course management system. For this course, we will use the WebCT email function. WebCT online course site: This course is available in WebCT, an online software platform supported by UTD. The online dimension is intended to enhance your learning and participation experience. Go to the following URL: and log on using your UTD-assigned Net-account User ID and password; click on this course. Student who don't currently have a Net ID account, please initiate your account at: For more information about Net ID, go to For help: call computer help desk 972-883-2911, or email

WEEKLY AGENDA Week# – date 01 – Jan. 09 02 – Jan. 16 03 – Jan. 23 04 – Jan. 30 05 – Feb. 06 06 – Feb. 13 07 – Feb. 20 08 – Feb. 27 09 – Mar. 06 10 – Mar. 13 11 – Mar. 20 12 – Mar. 27 13 – Apr. 03 14 – Apr. 10 15 – Apr. 17 16 – Apr. 24 17 – May 01 Topics/Assignments Course introduction and class discussion. NO CLASS! Martin Luther King, Jr. Day! Class discussion / Team Charters due! Class discussion / article (e-mail)! Class discussion / article (e-mail)! Exam 1 – Project Outline due! Class discussion / article (e-mail)! Class discussion / article (e-mail)! NO CLASS! Spring Break! Class discussion / article (e-mail)! Class discussion / article (e-mail)! Exam 2 – Project Progress discussion! Class discussion / article (e-mail)! Class discussion / article (e-mail)! Class discussion / article (e-mail)! Class discussion / Written group projects! Project presentations & team evaluations! Exam 3 Chapters 1 2, 3 4, 5 6, 7 8, 9 10, 11 12, 13 14 ,15 16, 18, 20, 22, 17 19 21 23

Syllabus Addendum Each student in this course is expected to exercise independent scholarly thought, expression and aptitude. This addendum to the course syllabus is provided to assist you in developing and maintaining academic integrity while seeking scholastic success. • • • • • • General Comments: All academic exercises (including assignments, essays, laboratory experiments and reports, examinations, etc.) require individual, independent work. Any exception(s) will be clearly identified. Be sure your name or identifying number is on your paper. Complete and turn in academic exercises on time and in the required format (hardcopy, electronic, etc.). Retain confirmation of document delivery if submitted electronically. Retain all research notes and drafts until the project or assignment has been graded. Obtain written authorization from your instructor prior to submitting a portion of academic work previously submitted for any academic exercise. (This includes an individual or group project submitted for another course or at another school.)

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Essays and Significant Papers: Be prepared To present periodic drafts of work in process To correctly and completely reference all sources of information using the citation format prescribed To turn your completed assignment in timely and in the prescribed manner (electronic, hardcopy, etc.) Examinations: Be prepared To leave all personal belonging at the front of the room or other designated location (this includes cell phones, turned off of course, and beverage containers) To present your UTD Comet Card To remove your cap or hat To remove the batteries from any electronic device (e.g. calculator) To exchange blue books or bring them early as required To change seating To sign out when exiting the testing room To be escorted for lavatory use

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All episodes of suspected scholastic dishonesty will be reported according to University policy. Students who violate University rules on scholastic honesty are subject to disciplinary penalties, including the possibility of failure in the course and/or dismissal from the University. Since such dishonesty harms the individual, all students and the University, policies on scholastic dishonesty will be strictly enforced. Penalties that may be assessed for scholastic dishonesty may be reviewed in Subchapter D. Penalties at