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University of Texas at Dallas School of Management Course Description and Syllabus for BA 3372 – 501 Export Market Development

Spring 2005 - Thursdays INSTRUCTOR: RAJ SHARMA P.E. A.I.C.P. Phone: 972 883 4799 Email: WebCT for the course Office Location & Time: By appointment Required Textbook: Mastering Global Markets – Strategies for Today’s Trade Globalist (Thomson Southwestern, 2004) by Michael Czinkota, Ilkka Ronkainen and Bob Donath Instructor - Profile: Represented the State of Alberta, Canada in the Republic of India, in the area of promoting Trade and Investments, for three years. Worked on joint ventures, finding agents, distributors, investment, and other areas of international trade. Work experience in Canada, India and U.S.A. Managed large budgets and workforces for various government agencies, for over 20 years. Currently, Board Member of the Greater Dallas Indo-American Chamber of Commerce, member of the World Affairs Council, member of the American Institute of Certified Planners and member of the Texas Board of Professional Engineers. In addition to U.T.D, taught at the Texas Wesleyan University in Fort Worth, Texas and in Canada. Currently working as an Executive with the City of Dallas, Texas. After mid-January, will be working as the Associate Director of the Institute for Decision and Risk Management Analysis at UTD. Has completed the Executive Development Program and M.B.A. from the University of Calgary, Canada, and a BSc. (Hons) from University of Waterloo, Canada. Course Objective: Exports are becoming more important for goods and services providers. International trade has grown steadily since WWII and with globalization of many large economies, the pace of growth has picked up. This course will address trade in the entry mode only. We will focusing on foreign markets, trading blocks and uniqueness of the markets. Distribution channels, logistics, pricing, international finance and trade barriers will be studied. The text book will form the basis of our work. In addition to that there will be other sources referred to and discussed that will be integral part of the course. Internet use will be encouraged. Supplemental Reading On the WebCT, I will post an excerpt from Entry Strategies for International Markets, Franklin R. Root (Jossey-Bass/Wiley, 1994) to accompany text chap 9; and, a partial chapter on Trade Finance from International Financial Management, Jeff Madura (Thomson Southwestern, 2003) to accompany chapters 11/3.

WebCT. Syllabus is on the WebCT for the course. All the marks will be posted on WebCT, along with additional discussion material, power points etc. I will be communicating through WebCT email, so please monitor it regularly. Grades: Grades will be given for group and individual case work, examination and peer evaluation, as follows: Group Case Study Reports & Presentation Individual Case Study Report Best of the Two Mid Term Examinations Final Examination Class Participation including peer evaluation by team members Grading Scale: 97 – 100 94 – 96 90 – 93 87 – 89 84 – 86 80 – 83 77 – 79 74 – 76 70 – 73 67 – 69 64 – 66 60 – 63 Below 60 Case Work: There will be two submissions. An individual assignment and a group assignment. Individual assignment will be a two page submission (1” margin, 12 point font, double spaced) to be submitted in the class on the due date. The assignment shall have concise answers to all the questions in the case. Please don’t repeat the questions. However, number the answers to correspond to the questions so I can follow the thought. A list of the available cases will be given out in the first class. For the group cases, you will form a team of up to 6 members in the first class. A team will be assigned for those who are not in a group, by the end of second class. Group work, as well as the individual work, will be submitted in writing at the due date. No late A+ A AB+ B BC+ C CD+ D DF 20% 10% 30% 30% 10%

work will be accepted unless previously agreed to by the instructor. Up to 15% marks may be deducted for late submissions. Groups will prepare a Market Development Plan for exporting a manufactured good to a country (see list below). Cell phones are not eligible as the product. Please tap the usual resources for information to get started, such as the websites of the Department of Commerce, CIA, United Nations, and target country’s governmental or chamber of commerce information. www. (subscription) or Library databases (online, free) are good resource. Within that you may seek Country Commercial Guides (CCG) or industry sector analysis reports. Group report shall include, but not limited to, appropriate research on the economic, socio-political, geographical, language, competitive and legal environment of the target country among other topics. You should include an exit strategy. It will be about 10 pages long and should include all elements of a professional report. I will provide a more detailed report format in class. Countries available for the group project are as follows: Canada, Mexico, China, India, Chile, Poland, South Africa, Korea, Taiwan, Brazil Case Presentation: Groups will be asked to present cases to the class, after the second mid term examination. A schedule of such presentations will be finalized once the number of groups has been established. Peer Evaluation: During the teamwork, every member must observe the performance of all members. Attention must be paid to the contribution made and timelines met. At the end of the teamwork, you may submit peer evaluation form if the comments are less than excellent. Examinations: You must take all examinations in class. Make up examination will not be given unless there is an illness (a doctor’s note may be required). In any other case of extreme conflict, you must receive prior approval from the instructor. Make sure to bring the scantron form 882ES for all examinations. Class Participation: Students learn from the individual viewpoints and experiences of fellow students. Therefore, please come prepared to offer input and answer questions, on the chapter/s of the day. Attendance is also very important and will influence your participation marks.

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. Common courtesy: Please make sure to arrive in time, and turn off cell phones, pagers etc. in class. Grade Communication: If you want your marks posted on the WebCT site, then please indicate a four digit number under which the marks should appear on all submissions, including examinations. Please make sure that you put your legal names on the assignments and avoid pet names.

Jan 13

Introductions, Syllabus, Why Go International Trade’s Economic Environment Cultural contexts

Chapter 1 Case selection to be handed out

Jan 20 Jan 27

Chapters 2 Chapter 4

Finalize groups

Feb 3 Feb 10

Trade, Politics and Law Exporting & International Market Entry Examination on Chapter 1, 2, 4, 5, 6

Chapter 5 Chapter 6

Feb 17 Multinational and Global Marketing Feb 24 Taking Services global Chapter 7 Chapter 8

MID TERM 1 Bring Scantron Form Individual case due

March 3 March 10

International Market Research Spring Break

Chapter 9

March 17

Global Products and Brand Management

Chapter 10


March 24

Pricing in Global Markets Trade’s Financial Mechanism Examination, Chapters 7, 8, 9, 10, 11, 3 Global Distribution and Logistics

Chapter 11 Chapter 3


March 31

MID TERM 2 Bring Scantron Form Chapter 12 Chapter 12, Chapter 13 Chapter 14 Chapter 15 Presentations Presentations

April 7

Global Distribution and Logistics International Negotiation and Communication

April 14 Organizing for Global Marketing Twenty First Century Trade Globalist April 21 Twenty First Century Trade Globalist March 28 Final Examination Chapters 12, 13, 14, 15

Group Case Due Chapter 15 Presentations Final Examination Bring Scantron Form