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Course Description

Advanced English WritingCourse No.: ENCO300

Course Coordinator:

Course type: Lecture

Credit Points: 3

Semester: 3 (The semester depends on the respective curriclum and can be subject to change due to organisational reasons)

Regularly offered in: WS / SS

Course Description

This advanced writing course is the final course within the English programme. It is designed to consolidate and furtherdevelop students' writing skills in both business and academic contexts, and highlight the differences between written andspoken business English

Course Objectives

not specified

Course Outcomes

Upon completion of the course, the participants will be well equipped to write accurate and well-structured academic texts aswell as accurate, appropriate and professional business texts.

Literature

Recommended: Emerson, Paul: Business Grammar Builder, Macmillan Education 2002Recommended: Emerson, Paul: Email English, Hueber 2004Recommended: Hacker, Diana: A pocket style manual, Bedford 2007Recommended: Ram, Alan: Better Business Writing â?? an interactive course, York Associates 1996Recommended: Troika, Lynn Q. / Hesse, Douglas: Simon & Schuster handbook for writers, 7th ed., Pearson Prentice Hall2005

Workload (for the students)

Preparation (in hours) 15

Lectures (in hours) 30

Post procesing (in hours) 45

Hours total: 90

Evaluation

Continuous Assessment (100%)Three written assignments: essay, negotiation, business letter (40 %/ 30 %/ 30 %)

Instructional Methods

The course will be a series of lectures with lots of opportunity for group discussion, and speaking and writing practice. Tobegin with, there will be the possibility for the students to and identify any requirements they have from this final course withinthe English programme.

Content

* Needs analysis - an opportunity students to state what they need from the course * Writing an academic essay and abstract * Preparing, practicing and writing up a business dialogue * Writing appropriate academic and business texts

Page 1 of 2

Course Description

Advanced English WritingCourse No.: ENCO300

Business correspondence

Supplemental Material

not specified

Page 2 of 2

Course Description

An Introduction to Academic EnglishCourse No.: ENCO100

Course Coordinator: Mag. phil. Claudia Schild-Franken


Credit Points: 3



Course Description

This course is designed to build on students' existing English skills and provide an introduction to writing English within anacademic context

Course Objectives

* To improve the accuracy and structure of writing in English * To examine the purpose and structure of an academic essay * To learn how to cite and reference accurately within APA documentation style To write a short academic essay with appropriate references and citations

Course Outcomes

Upon completion of the course, the participants will be able to write an accurate and well-structured academic essay withappropriate references and citations

Literature

Recommended: Publication Manual of the American Psychological Association, 5th Ed., American Psychological Association,Washington DC, 2002Recommended: Emmerson, Paul: Business Grammar Builder, Macmillan Education 2002Recommended: Hacker, Diana: A pocket style manual, Bedford 2007Recommended: Oshima, Alice / Hogue, Ann: Writing academic English, Addison-Wesley 1982Recommended: Troika, Lynn Q. / Hesse, Douglas: Simon & Schuster handbook for writers, 7th ed., Pearson Prentice Hall2005





Hours total: 90

Evaluation

Continuous Assessment (100%)Essay assignment (50 %) and a written test (50 %)


The course will be a series of lectures with lots of opportunity for group discussions and writing practice.

Content

not specified


not specified

Page 1 of 1

Course Description

An Introduction to Business EnglishCourse No.: ENCO200



Credit Points: 3



Course Description

This course is designed to build on students' existing English skills and provide an introduction to writing English within abusiness context.

Course Objectives

* To examine some of the differences between academic and business writing * To learn about the different structure and layout of different genres of business documents * To write several short business texts

Course Outcomes

Upon completion of the course, the participants will be able to write accurate and well-structured business texts

Literature

Recommended: Emerson, Paul: Business Grammar Builder, Macmillan Education 2002Recommended: Emerson, Paul: Email English, Hueber 2004Recommended: Hacker, Diana: A pocket style manual, Bedford 2007Recommended: McIntyre, Catherine V.: Writing effective news releases - How to Get Free Publicity for Yourself, YourBusiness, or Your OrganizRecommended: Ram, Alan: Better Business Writing - an interactive course, York Associates 1996





Hours total: 90

Evaluation

Continuous Assessment (100%)Three written assignments: commentary, business proposal, press release (40 %/ 30 %/ 30 %)


The course will be a series of lectures, incorporating case studies and student presentations, with lots of opportunity for groupdiscussions and writing practice

Content

* Writing a press release and covering letter * Writing a business proposal * Writing a commentary on a controversial topic * Writing a short business report

Page 1 of 2

Course Description

An Introduction to Business EnglishCourse No.: ENCO200


not specified

Page 2 of 2

Course Description

Business CommunicationCourse No.: BCO110

Course Coordinator: B.A., M.A. David Roberts


Credit Points: 5



Course Description

Business Communication combines hard and soft skills with theory to encourage students to reflect upon and improve theircommunication abilities. The course examines individual communication skills and then discusses communication in thebroader contexts of group work and the global marketplace. It gives students a comprehensive view of the scope andimportance of communication in business. This course is also designed to build on students' existing English skills and providean introduction to writing diverse forms of documents in a business context

Course Objectives

-To help students develop an awareness of personal communication abilities. -To enable students to practice and improve their soft skills.-To teach students to think strategically about their communication choices in business situations.-To enable students to apply course material in practical contexts.- To examine some of the differences between academic and business writing- To learn about the structure and layout of different genres of business documents- To write several short business texts

Course Outcomes

By the end of the course, students will have an increased awareness of their own communication skills and will be able toapply various communication techniques to their business lives. This focus on effective professional communication skills aimsto increase future employability in management functions. Furthermore, the participants will be able to write accurate andwell-structured business texts

Literature

Recommended: Adler, Ronald/ Elmhorst, Jeanne: Communicating at work, 8th ed., McGraw-Hill, 2005Recommended: Beck, Charles: Managerial communication: Bridging theory and practice. Prentice-Hall, 1999Recommended: Brett, Jeanne/ Befar, Kristin/ Kern, Mary: Managing multicultural teams. Harvard Business Review, 84(11),2006Recommended: Emerson, Paul: Business Grammar Builder, Macmillan Education 2002Recommended: Emerson, Paul: Email English, Hueber 2004Recommended: Hacker, Diana: A pocket style manual, Bedford 2007Recommended: Hattersley, Michael/McJannet, Linda: Management Communication: Principles and Practice, 2nd ed.McGraw-Hill, 2005Recommended: Harvard Business Review on Effective Communication. Harvard Business School Press, 1999Recommended: Lewis, Richard: When cultures collide. Nicholas Brearley Publishing, 2005Recommended: McIntyre, Catherine V.: Writing effective news releases - How to Get Free Publicity for Yourself, YourBusiness, or Your OrganizRecommended: Oliver, Sandra: Corporate communication: Principles, techniques and strategies. Kogan Page, 1997Recommended: Ram, Alan: Better Business Writing - an interactive course, York Associates 1996Recommended: Stuart, Bonnye/Sarow, Marilyn/Stuart, Laurence: Integrated Business Communication. John Wiley & Sons,2007


Preparation (As preparation students should review the literature and familiarize themselves with the course content) (inhours) 30


Post processing (The post processing time is required to work on the Continuous Examinations as well as to prepare the test.Stu (in hours) 60

Page 1 of 2

Course Description

Business CommunicationCourse No.: BCO110

Hours total: 150

Evaluation

Continuous Examination (100%)2 assignments: group work project, a written test


Students will learn communication principles and skills through lectures, discussions, in-class exercises, role play, andexamples

Content

1.What is business communication?-The communication process-Barriers to communication-The evolution of business communication -Organizational communication networks2.Spoken communication and rhetoric-Language and the meaning of words-Rhetoric: Using speech to sell ideas and persuade others-Presentations - defining purpose and topic; analyzing the audience; building content and structure; preparing visuals;rehearsing-Listening - challenges and barriers; listening styles; improving skills3.Non-verbal communication-Important characteristics-Paralanguage, kinesics, proxemics-Effective non-verbals in professional situations4.Communicating in groups-Characteristics of good teamwork-Conducting effective meetings-Negotiating and overcoming problems-Dealing with criticism and resolving conflict5.Communication in meetings-The language of meetings-Dealing with idiomatic communication styles-Cultural-linguistic interpretation-Keeping minutes-Effective chairing of meetings6.Workplace communication -Corporate cultures and communication-Basic aspects of workplace diversity-The role of cultural awareness-Communicating across diversity7.Written Business Communication-Correspondence - purpose and style-Press Releases - understanding where news comes from, what makes a story newsworthy, building contacts with journalists,layout, style, making news prominent-Business reports and proposals - types, purpose, style, structure, layout, reflections ofcorporate culture


-Additional material will be provided in the form of handouts

Page 2 of 2

Course Description

Computer Training ICourse No.: CT100

Course Coordinator:


Credit Points: 4



Course Description

This lecture imparts the fundamental knowledge of modern operating systems, the structure and functions as well as securityaspects. The course teaches the enhanced functionalities of software applications for word processing, spreadsheetcalculation and presentation. It enables the students to use a computer for data processing, data administration, datapresentation. It enables to apply functions and procedures to analyze, summarize and present business data. Furthermore, thefunctions and applications of communication systems are examined. The structure of modern network technologies isexplained and illustrated by the structure of the Internet

Course Objectives

* To understand the structure/organization and functions of and to administer and manage modern operating systems. * To be able to organize and manage academic documents using a word processing software. * To be able to summarize and analyze data in spreadsheet calculation software and solve optimization problems. * To become acquainted with the functions of presentation software. * To become acquainted with the principal structure and organization of network systems. * To learn the principals of communication/mail systems, with special respect to security aspects.

Course Outcomes

Upon completion of the course, participants will have acquired a solid knowledge of practical applications in data processing.They will have sharpened their methodological skills in the field of information technology which is a basis for all other coursesof the programme and a key requirement for working in a business environment.

Literature

Recommended: Pierce, John: 2007 Microsoft Office System Inside Out, 1st ed., Microsoft Press 2007Recommended: Cornell, Paul: Accessing and Analyzing Data with Microsoft Excel, 1st ed., Microsoft Press 2007Recommended: Bott, Ed / Siechert, Carl / Stinson, Craig: Windows Vista Inside Out, 1st ed., Microsoft Press 2007Recommended: Ciampa, Mark: Networking BASICS, 2nd edition, Course Technology


Preparation (For preparation the students should acquaint themselves with the relevant literature and work with the examplefile (in hours) 30


Post procesing (The post processing time is needed for the preparation of the final examination as well as for the preparation o (in hours) 30

Hours total: 120

Evaluation

Exam (100%)A 90-minutes written exam with open questions dealing with all aspects of the lecture and the relevant literature.


This course will be conducted in the form of lectures, including practical exercises with prepared example files

Page 1 of 2

Course Description

Computer Training ICourse No.: CT100

Content

Computer and Operating System

* Basic structure of Operating Systems * Main functions of Operating Systems * Security aspects of Operation Systems 2. Word processing software

* Structuring/outlining documents * Creating table of contents/figures * Creating indexes 3. Spreadsheet software

* Data import and export formats * Data integration using ODBC * Grouping and outlining data * Pivot table/chart * Goal seek, Solver tool, Scenarios * Advanced charting features 4. Computer networks

* Topology and elements of a computer network * Services in computer networks 5. Communication/mail system

* Structure and organization of communication systems * Security aspects of modern communication systems * Handling and administer the university's mail system


Additional materials are sample files used during the lessons

Page 2 of 2

Course Description

Consumer BehaviorCourse No.: MKTCB

Course Coordinator: Prof. Dr. Michel Charifzadeh


Credit Points: 3



Course Description

Marketing managers in corporations have to identify market opportunities, analyze and value marketing opportunities, anddecide whether and how much to invest in customer acquisition and retention. Hence, the knowledge of how consumers(individuals and/or organizations) do make decisions to spend their resources (time, money, effort) is crucial for the marketingsuccess of corporations. This includes: what they buy, why they buy it, when they buy it, where they buy it, how often they buyit, and how often they use it. How do individuals or organizations dispose of their once-new purchases? This includes: do theystore it, throw or give it away, sell it, rent it, or lend it out? To answer these basic questions for successful marketingoperations, the course discusses the concepts and stages of decision-making processes as well as the psychological andsociological determinants of consumer behavior and takes a broad view at consumer's behavior in the service sector.

Course Objectives

* To understand the relevance of consumer behavior for marketing management decisions * To clarify the role of consumer behavior in the marketing context * To provide an insight into consumers' decision making process To introduce major sociological and psychological determinants of consumer behavior

Course Outcomes

Upon completion of this course, the participants will have gained knowledge of the fundamentals of Consumer Behavior andacquire important skills related to the marketing decision-making processes in a firm. Due to the close link between therelevant concepts and their application in real life marketing situations the students will acquire background knowledge tosuccessfully implement marketing measures in their future professional life.

Literature

Recommended: Blythe, J.: Consumer Behavior, Thomson 2008Recommended: Schiffman, L.G. / Kanuk, L.L.: Consumer Behavior, 9thed., Prentice Hall, 2006Recommended: Solomon, M. / Bamossy, Gary J. / Askegaard, Soren / Hogg, Margaret: Consumer Behavior: An EuropeanPerspective, 3rd ed., PearsonRecommended: Babin, Barry J. / Harris, Eric G.: Consumer Behavior, Cengage Learning Services, 2009


Preparation (For preparation the students should acquaint themselves with the relevant literature and study the basics of theco (in hours) 20


Post processing (Post processing time is needed for the preparation of the final examination as well as for the preparation of t (in hours) 40

Hours total: 90

Evaluation

Continuous Assessment (30%)The Continuous Assessment requires a written and presented team assignment, including discussion

Exam (70%)A written exam as part of the module exam (180 min.) dealing with all aspects of the lecture, the assignments and the relevantliterature.

Page 1 of 2

Course Description

Consumer BehaviorCourse No.: MKTCB


This course will be conducted in the form of lecturing seminars, including case studies, discussions in class, and assignments

Content

Introduction

* Introducing and linking consumer behavior with marketing strategies and tools * Areas of application and key methodologies of consumer research 2. Decision Making in the Marketplace

* The decision making process * Modeling consumer behaviour (SOR and SR models) * Consumers' involvement and types of purchase decisions 3. Sociological Determinants of Consumer Behavior

* Importance of the cultural environment for consumers' decision making * Social class and lifestyle * Reference group influences and opinion leaders * Family's influence in purchase decisions and family decision making 4. Psychological Determinants of Consumer Behavior

* Activating the consumer and raising emotions * Motivating the consumer and positively influencing consumers' attitudes * Consumers' ways to search for and to perceive marketing information * Making your consumer learn 5. Consumers' Response and Organizational Buying Behavior

* Consumption and post purchase behaviour Comparing individual and organizational buying behaviour - differences and commonalities


Additional reading material from business newspapers, periodicals, and academic journals will be provided during the course

Page 2 of 2

Course Description

Financial AccountingCourse No.: AFM110

Course Coordinator: Dr. Rosemarie Delgado-Krebs


Credit Points: 5



Course Description

Financial Accounting is sometimes called "the language of business". An accounting system is the information system thatmeasures business activity, processes the data into reports and communicates the results to external addressees such ascreditors and investors. The course objective is to introduce the student to the concepts of accounting, considering the specialrequirements of the industry. The course will provide an introduction to theory and practice in the preparation and interpretationof general financial statements including the development and analysis of accounting information for external reportingrequirements

Course Objectives

-To understand basic accounting terminology.-To understand and use double-entry bookkeeping.-To be able to prepare and interpret common financial statements

Course Outcomes

Upon completion of this course, the participants should be comfortable with reading, interpreting, and preparing basic financialstatements as well as understanding the role of accounting in the financial decision making process. Students will be preparedfor the following courses in international financial accounting and management accounting

Literature

Recommended: Horngren, C. T. / Harrison, W. T. / Bamber, L. S.: Accounting, 7th ed., Prentice Hall 2007Recommended: Albrecht, W. S. / Stice, E. K. / Stice, J. D. / Swaine, M. R.: Accounting, 10th ed., Thomson 2008Recommended: Hospitality students: Weygandt, J. J. / Kieso, D. E. / Kimmel, P. D. / DeFranco, A. L.: Hospitality FinancialAccounting, , 2nd




Post processing (Post processing time is needed for the preparation of the final examination as well as for the preparation of c (in hours) 70

Hours total: 150

Evaluation

Exam (100%)A written exam (90 min.) with multiple forms of accounting questions will be given to assess the students? knowledge of theentire semester?s presentations and assignments


This course will be conducted in the form of lecturing seminars, in class assignments, and homework assignments

Content

1.Introduction to Financial Accounting-What role does financial accounting play in management

Page 1 of 2

Course Description

Financial AccountingCourse No.: AFM110

-Accounting principles-The Accounting Equation 2.Principles of Accounting-Learning accounting terminology -Double-entry bookkeeping, rules of debit and credit recording, T accounts-Recording transactions as a journal entry-Posting, ledgers and trial balances3.Recording business transactions-Accrual accounting vs. cash-basis accounting-How to record adjusting entries (depreciation, accrued liabilities, accrued expenses, etc.)-How to prepare an adjusted trial balance4.The accounting cycle-Preparing an accounting worksheet-Closing of accounts5.Financial Statements-Preparing a Classified Balance sheet-Preparing a Multi-step Income Statement-Preparing a Statement of Owner's Equity-Preparing a Statement of Cash Flows6.Merchandising Operations and Accounting for Merchandise Inventory-How to record the sale of merchandise-FIFO, LIFO and Average Costing method-The lower-of-cost-or-market rule7.Recording receivables-Accounts Receivable and Notes Receivable-Recording Uncollectibles8.Fixed Assets and Intangibles-Measuring the cost of a noncurrent asset-Recording a disposal of a noncurrent asset-Depreciation and Amortization-Accounting for intangibles, such as intellectual property rights, and Goodwill


-Additional reading material from business newspapers, and periodicals will be provided during the course

Page 2 of 2

Course Description

German LawCourse No.: LAW110

Course Coordinator: Kathrin Brüggmann


Credit Points: 3



Course Description

Law has an influence on every aspect of our daily lives. With regard to business transactions especially, it is crucial to beaware of statutory provisions. Not knowing the legal requirements, puts businesspeople in danger of infringing them, whichcould lead to substantial economic losses and personal liability.Participants will be introduced to the prevalent national law.They will learn the basics of German civil law and the judiciary as well as key aspects of German business law. The acquiredknowledge will be applied to case studies

Course Objectives

-To develop an understanding of the abstract concepts of law.-To become acquainted with the most important aspects of German civil and business law and the legal rules and regulationsthat are applicable in business transactions.-To differentiate and prioritize between civil, commercial and labour law.-To realize which aspect of civil and business law hasto be applied to the appropriate situation

Course Outcomes

Participants of this course will develop an enhanced understanding of law. They will receive an insight into fundamentalaspects of business law and will be aware of precedent cases. They will learn how to apply legal statutes and how to researchlegal questions. Furthermore they will be introduced to the practical relevance of legal questions in business relationships.With its strong focus on practical applications the course provides students with the basics for a general management role

Literature

Recommended: Foster, Nigel G.: German legal system and laws, 4th ed., Oxford University Press 2010Recommended: Wendler, Michael / Tremml, Bernd / Buecker, Bernard: Key Aspects of German Business Law. A PracticalManual, 4th ed., Springer 2Recommended: Köbler, Gerhard: Rechtsenglisch, 8th ed., Vahlen 2011Recommended: Bürgerliches Gesetzbuch (BGB), latest ed., DTV-BeckRecommended: Handelsgesetzbuch (HGB), latest ed., DTV-BeckRecommended: Arbeitsgesetze, latest ed., DTV-BeckRecommended: Wettbewerbsrecht und Kartellrecht (WettbR), latest ed., DTV-Beck




Post processing (The students should study the relevant literature and the German statutes. The post processing time isneeded f (in hours) 45

Hours total: 90

Evaluation

Exam (100%)A written exam as part of the module exam (90 min.) will contain open questions and case studies, dealing with all aspects ofthe lecture, the assignments and the relevant literature


Page 1 of 2

Course Description

German LawCourse No.: LAW110

The course will be conducted in the form of lectures, including case studies, discussions, group work and assignments

Content

1.Introduction to German Law -Basic Principles-The Judiciary2.German Civil Law-General Part-Law of Obligations-Consumer Protection3.Commercial Law-The Merchant -Special Rules for Business Transactions4.Law of business associations -Partnerships-Corporations5.Labor Law -Individual Labor Law, Termination Protection Law-Collective Labor Law, Strike Law-Procedural law6.Competition Law -General rules-Examples of unfair competition7.Anti-trust Law -Horizontal and vertical agreements-Monopolies8.Intellectual Property Law -Copyright-Patent-Trade marks


-National law slides, case studies and statutes will be provided on the intranet

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Course Description

Human Resource ManagementCourse No.: HRM401

Course Coordinator:


Credit Points: 4



Course Description

The last decade has seen fundamental changes in labour markets and human resource management (HRM). Both the theoryand practice of human resource management have been moving ahead with uncommon speed.

Human resource management is a fundamentally important component in the general management education. Participants willbe guided through the main areas of modern human resource management. The course emphasizes the modernfundamentals of human resource management and brings the theory to life with contemporary examples.

Course Objectives

* To understand the main issues associated with the human resource management; * To distinguish between competing or complementary disciplinary approaches to the management of human resources; * To identify and discuss the relationship between HR policies, HR outcomes, and organizational performance; To review and critique academic work on HRM

Course Outcomes

Upon completion of this course, the participants should have developed an enhanced understanding and insight into themodern elements of human resource management and its application in the corporate context. Students will understand thefundamentals and basic principles of managing human resources, a vital skill for any general manager especially in the serviceindustry

Literature

Recommended: Mondy, R.W. / Noe, R.M.: Human Resource Management, 9th ed., Prentice Hall 2005Recommended: Jackson, S.E. / Schuler, R.S. / Werner, S.: Managing Human Resources, 10th ed., South Western 2008Recommended: Snell, S.A. / Bohlander, G.W.: Human Resource Management, 14th ed., South Western 2007


Preparation (For preparation the students should acquaint themselves with the relevant literature and study the basics of these (in hours) 30


Post Processing (The post processing time is needed for the preparation of the final examination as well as for the preparation (in hours) 45

Hours total: 120

Evaluation

Exam (100%)A 60 minute written module exam dealing with all aspects of the lecture, the assignments and the relevant literature


This course will be conducted in the form of lecturing seminars, including case studies, role play, group discussions andassignments. In addition, guest lectures will be invited

Content

Page 1 of 2

Course Description

Human Resource ManagementCourse No.: HRM401

The Analytical Framework

* The Challenge of Human Resource Management * Methodological Aspects of HRM 2. HR Policies/Functional Areas

* HR Planning and Job Analysis * Equal Employment Opportunity and HRM * Employee Involvement and Flexible Work Schedules * Recruitment and Careers * Employee Selection * Training and Development * Appraising and Improving Performance * Managing Compensation and Incentives * Employee Benefits * Safety and Health 3. The Future of Human Resource Management

* Strategic Human Resource Management * International Human Resource Management



Page 2 of 2

Course Description

Integrated Service ManagementCourse No.: SM100

Course Coordinator:


Credit Points: 4



Course Description

This introductory course seeks to provide students with a broad conceptual and practical understanding of the fundamentaldifferences between goods and services, and the consequent challenges and opportunities for service organizations increating, marketing, delivering and managing the service experience effectively in an integrated strategy. Satisfactorycompletion of the course equips students to demonstrate their competence in recognizing and describing the scope andcharacteristics of the services industry, and their understanding of the interdisciplinary challenges and opportunities insuccessfully managing and marketing services. Additionally, the course provides basic knowledge about the structure anddesign of modern organizations

Course Objectives

* To critically reflect the status of knowledge on integrated service management. * To set up an understanding of different service management concepts to enhance the students knowledge how to manageservices professionally. * To enable students to apply service management concepts by understanding and using different service settings. * To understand different service management dimensions and to critically integrate those dimensions to get a realintegrated service management concept. * To deepen the students understanding how to decide on strategic and operational service problems. * To do group work on different service management cases and therefore to enhance the social skills of the participants.

Course Outcomes

After attending the course the participants should be able to apply their theoretical knowledge in service management andsolving service related problems by modern service management methods. While laying the groundwork for further courses inService Management, Marketing, and Human Resources the contents also provide students with important basics of generalmanagement.

Literature

Recommended: Lovelock, Chr. / Wright, L.: Service Marketing and Management, 3rd ed., Pearson Education 2005Recommended: Fitzsimmons, J.A. / Fitzsimmons, M.J.: Service Management - Operations, Strategy, Information Technology,6th ed., McGraw-Hill 2Recommended: V. Looy, B. / v. Dierdonck, R. / Gemmel, L.: Services Management. An Integrated Approach, 2nd ed.,Financial Times Prentice HallRecommended: Zeithaml, V.A. / Bitner, M.J.: Services Marketing - Integrating Customer Focus Across the Firm, 4th ed.,McGraw-Hill, 2006


Preparation (For preparation the students should get a picture of the relevant literature and study the basics for the several a (in hours) 25


Post procesing (The post processing time is required to work on the preparation of the continuous assessments as well as toprep (in hours) 50

Hours total: 120

Evaluation

Exam (70%)A 60-minutes written exam with open questions dealing with all aspects of the lecture and the relevant literature.

Page 1 of 2

Course Description

Integrated Service ManagementCourse No.: SM100

Continuous Assessment (30%)Will be done by a writte and presented case study during the semester (group work)


This learning objective will be achieved by the discussion of theoretical as well as practical tenets of integrated servicemanagement. Additionally exercises and case works in groups will strengthen the students' ability to understand thechallenges of service management

Content

1. Basics of Services Management and Marketing

* Services characteristics and the nature of services * The development of the service sector * Elements of the service product: The Servuction Model 2. Service Consumer Behaviour

* The consumer decision process * Special issues in the service consumer decision process 3. Ethical Issues in Services

* Ethical issues arising from service characteristics * Factors influencing ethical business decision-making * Strategies for managing ethical behaviour in business 4. Integrated Management of Services

* The operations/marketing/HR divide * Strategies for achieving service-operations efficiency * Functions of the physical evidence of services 5. Marketing Management in Services

* Factors influencing consumers' perceptions of service value * Special considerations in pricing services * Marketing communications for services 6. Human Resource Management in Services

* The importance of internal marketing in services * The service-profit chain * Employee empowerment in service organizations 7. Managing Service Delivery

* Managing consumer contributions to service strategy * Service quality management * Service failure and recovery management 8. Organizational Structure & Design

* Key elements of organizational structure * Specific organizational designs in the service industry Determinants of organizational structure


Additional literature as the instructor may recommend during delivery of the course The instructor will provide additional detailsabout this course directly to students taking it. Furthermore URLs in class web pages, content related internet websites

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Course Description

International LawCourse No.: LAW120

Course Coordinator: Kathrin Brüggmann


Credit Points: 2



Course Description

In order to make informed decisions in the development of business goals and strategies managers working in a globalizedworld must have a basic understanding of how international law, including European law, impacts the conduct of business.Participants will be guided through the most relevant areas of international and European law, with an emphasis on thepractical application of international and EU legal principles in a business setting

Course Objectives

-To develop a working knowledge of how to negotiate a commercial contract with an international contract partner, includingwhat provisions to incorporate.-To become acquainted with the various forms of international dispute resolution and to understand the advantages anddisadvantages of each type.-To develop an appreciation for the main types of intellectual property and their appropriate uses to further business aims.-Tobecome acquainted with the basic workings of the European Union and, in particular, to develop a sense of how European lawsurrounding the freedom of movement of capital, goods, services and persons as well as European competition law impactsthe conduct of business within the EU

Course Outcomes

Upon completion of this course, the participants should have developed an enhanced understanding of and insight into thepractical application of those aspects of European and international law that are relevant to the conduct of business. With itsstrong practical orientation the course adds essential knowledge for resuming a managing role in an internationally operatingfirm

Literature

Recommended: Craig, Paul / De Búrca, Gráinne: EU Law Text, Cases and Materials, 5th ed., Oxford University Press 2011Recommended: Davies, Karen: Understanding European Union Law, 4thrd ed., Routledge?Cavendish 2010Recommended: Goode, Roy / Kronke, Herbert / McKendrick, Ewan / Wool, Jeffrey: Transnational Commercial Law PrimaryMaterials, Oxford Universi




Post processing (The post processing time is needed for the preparation of the final examination as well as for reworking theco (in hours) 30

Hours total: 60

Evaluation

Exam (100%)A written exam as part of the module exam (90 min.) dealing with all aspects of the lecture, the assignments and the relevantliterature


This course will be conducted in the form of lecturing seminars, including case studies, and group discussions

Page 1 of 2

Course Description

International LawCourse No.: LAW120

Content

International Contracts-Tactics for the negotiation of an international contract-The Convention on Contracts for the International Sale of Goods: application, buyer and seller obligations, risk of loss,gap-fillers -International Commercial Principles-Electronic commerce internationally-The EU E-Commerce Directive, requirements for companies offering services electronically, the formulation of e-commercecontracts -Drafting an international contract, contents2.International Dispute Resolution-Litigating an international contract dispute Litigation at the International Court of Justice and the European Court of Justice -Commercial arbitration, contents of an arbitration agreement, arbitration procedure-Mediation, procedure and advantages3.Intellectual Property-Trademarks, kinds, registration v. use, international trademark agreements-Franchising, Licensing-Patents, definition, registration, international patent agreements-Gray-market goods-Copyrights, clearinghouses, registration, international copyright agreements4.European Union Law-Structure and functions of the primary EU institutions-EU law: primary communities and their amendments, directives and regulations, how EU law is made-EU budget, income sources, budget process, budget content-European Union: the four freedoms-European Union: competition law


-Additional reading material from case law, official EU publications, and academic journals will be provided during the course

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Course Description

Introduction to Research MethodsCourse No.: INTRM

Course Coordinator:


Credit Points: 3



Course Description

This course provides a comprehensive introduction to the area of general business research methods. It gives students anassessment of the contexts within which different methods may be used and how they should be implemented. It covers bothquantitative and qualitative research and assesses the significance of this distinction.

In addition to giving a thorough introduction to the practice of business research, the course interlinks the issues of researchmethod with wider topics within the business and management field, such as the connections between theoretical traditionsand the research approach. Finally, it shows students how to go about doing their own research projects and how to write uptheir research.

Course Objectives

To understand the process of designing and conducting research.

* To become familiar with, and be able to discuss, the strengths and weaknesses of various qualitative and quantitativemethods. * To develop an understanding of the use of a range of qualitative and quantitative skills. To enable students to address a research question with a suitable research approach

Course Outcomes

Upon completion of this course participants will have developed the analytical skills required to conduct small research studieson their own. The fundamental concepts and issues of quantitative and qualitative research methods can be applied by thestudents to management decision problems in all functional areas of a business (e.g., Human Resource Management,Marketing).

Literature

Recommended: Bryman, Alan / Bell, Emma: Business Research Methods, 2nd ed., Oxford University Press 2007Recommended: Saunders, Mark / Lewis, Philip / Thornhill, Adrian: Research Methods for Business Students, 3rd ed., PrenticeHall 2003





Hours total: 90

Evaluation

Exam (70%)Written examination of 60 minutes

Continuous Assessment (30%)The continuous assessment requires the presentation of a case-study.


Page 1 of 2

Course Description

Introduction to Research MethodsCourse No.: INTRM

Lectures, case study analysis and discussion, group work, and student presentations of group work results.

Content

1. Basics in Epistemology and Ontology

2. Research Strategies and Designs

* Qualitative vs. quantitative research * Inductivism vs. deductivism * Experimental design 3. Quantitative Research

* Theory, hypotheses and measurement * Validity and reliability * Fundamentals of data collection * Bascis in analyzing quantitative data 4. Qualitative Research

* General proceeding * Validity and reliability * Fundamentals of data collection * Basics in analyzing qualitative data 5. Combining Quantitative and Qualitative Research: multi-strategy research

6. Conducting a Research Project

* Defining your research question * Structuring your research Writing up quantitative and qualitative research


A list of additional literature will be provided in class

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Course Description

Marketing Strategy & PlanningCourse No.: MKTSP

Course Coordinator:


Credit Points: 4



Course Description

The purpose of this course is to provide students with an introduction into strategic and operational marketing concepts alongthe avenue to the customer. The course is the fundament for all following marketing courses. Students will be taught to makemarketing decisions within a challenging market environment. Besides theoretical knowledge about several marketingconcepts as well as about the marketing-mix, decision-making in specific market situations will be discussed on the basis ofselected marketing case studies.

Course Objectives

* To become acquainted with a systematic strategy approach towards marketing. * To develop an in-depth understanding of what is the market and the consumer or professional customer. * To become acquainted with the toolbox of marketing methods, such as product development, direct marketing anddistribution channel management, design of prices, and marketing communications. * To develop an in-depth understanding of what is customer orientation, and market segmentation, target marketing andpositioning within a market.

Course Outcomes

Upon completion of this course, the participants should have developed an understanding and insight into the modernelements of the theory and practice of marketing and its applications in the corporate context. Students will becomeacquainted with the broad field of Marketing, which serves as a basis for all following Marketing courses and as a solidfundament for any business manager.

Literature

Recommended: Textbook:Armstrong, G. / Kotler, Ph: Marketing: An Introduction, 9th ed., Prentice Hall 2008Recommended: Blythe, J.: Essentials of Marketing, 3rd ed., Financial Times, Prentice Hall 2005Recommended: Kotler, Ph. / Bowen, J.T. / Makens, J.C.: Marketing for Hospitality and Tourism, Prentice Hall 2002Recommended: Middleton, V.T.C. / Clarke, J.: Marketing in Travel and Tourism, 3rd ed., Butterworth 2001Recommended: Homburg, C./ Kuester, S./ Krohmer, H.: Marketing Management, McGraw-Hill, 2009




Post procesing (The post processing time is needed for the preparation of the final examination as well as for the preparation o (in hours) 60

Hours total: 120

Evaluation

Exam (100%)A 90 minute written module exam with open questions dealing with all aspects of the lecture, the assignments and the relevantliterature.


Page 1 of 2

Course Description

Marketing Strategy & PlanningCourse No.: MKTSP

This course will be conducted in the form of lecturing seminars, including case studies, group discussions and assignments.

Content

1. Introduction

2. Corporate and Marketing Strategy Considerations

* Speciality and Commodity * Volume, Experience, and the Price * Attractiveness and Competitive Strength * Basics of Portfolio Management 3. Market Environment and Company Response

* Micro Environment * Macro Environment * Marketing Information Management, Market Intelligence 4. Segmentation and Target Marketing

* Segmentation * Target Marketing * Defining USPs and Positioning within Markets 5. Product

* Customer, Benefit, and Product Specification * Product and Product Line * Product, Services, and Solutions * Branding 6. Brand Management

* The Nature of Branding and Brand Strategy * Corporate Brand vs. Product Brand * Brand Value Management 7. Distribution and Channel Management

* The Marketing Channel & Supply Chain * Sales as a Strategic Make-or-buy Issue * Channel Management and Channel Power 8. Marketing Communications

* Advertising and advanced 1:1 communications * Sales Promotions * Public Relations and Creating a Corporate Identity * Personal Selling 9. Pricing and Pricing Strategies

* Price and the Elements of Performance * Designing the Price * Terms & Conditions * Special Pricing Situations


Additional reading material from business newspapers, periodicals, and academic journals will be provided during the course.

Page 2 of 2

Course Description

MathematicsCourse No.: QM120

Course Coordinator: Prof. Dr. Karsten Leibold


Credit Points: 3



Course Description

Today's business world requires mathematical know how in many areas such as finance and accounting, logistics ormarketing. All kinds of activities in these fields require the use of numbers. Moreover, many other university courses expectstudents to work with quantitative expressions. A basic understanding of mathematics consequently helps to manageproblems, which can occur regularly in university and later in business life.

Course Objectives

The course will repeat the basics of analysis and develop deeper insights into economical applications of those analyses forconcrete economical purposes. Main objective of the course is to repeat essential mathematical procedures taught already atschool and to build the bridge to their concrete application in business life.

Course Outcomes

The Mathematics programme is designed to provide students with all quantitative tools and knowledge required in othercourses of their studies. The course trains the analytical skills of students and strengthens their ability to run quantitativeanalyses, for instance in areas like finance, or management accounting

Literature

Recommended: Sydsaeter, K. / Hammand, P.: Essential Mathematics for Economic Analysis, 2nd ed., Prentice Hall 2005Recommended: Dewhurst, F.: Quantitative Methods for Business and Management, McGraw Hill Higher Education 2007; 2nded.Recommended: Swift, L.: Quantitative Methods for Business, Management and Finance, Palgrave Macmillan 2005; 2nd ed.




Post processing (in hours) 45

Hours total: 90

Evaluation

Final Exam (100%)90 minutes written exam covering all aspects of the lecture and the relevant literature


This course will be conducted in the form of a lecture

Content

1.Basic Arithmetics-Basic arithmetic operations-The number system2.Combinatorics-Permutations (without and with repetition)-Variations (without and with repetition)

Page 1 of 2

Course Description

MathematicsCourse No.: QM120

-Combinations (without and with repetition)3.Functions-Basic properties of functions-Elementary kinds of functions4.Differential Calculus-Introduction to the technique of differentiation derivative rules5.Economic Applications of Differential Calculus-Develop understanding about selected economical applications of differential calculus6.Multivariate Functions-Introduction of functions with more than one independent variable-Partial and total derivatives-Lagrange Multiplier Method7.Sequences, Series and Limits-Arithmetic and geometric sequences-Arithmetic and geometric series8.Financial Mathematics-Interest calculations-Saving schemes-Annuities-Loans and mortgages9.Basics of Integral Calculus-Indefinite integral calculus


not specified

Page 2 of 2

Course Description

Organizational BehaviorCourse No.: ORG120

Course Coordinator: Prof. Dr. rer. pol., Dipl.-Volks Stefan Zagelmeyer


Credit Points: 3



Course Description

Organizational Behavior (OB) is a field of study aimed at understanding, explaining, predicting, and changing human behaviorin organizations. OB grew out of the fields of psychology, sociology, economics, political science, and other social sciences. Itfocuses on observable behaviors as well as internal actions such as thinking, perceiving, and deciding. OB studies thebehavior of people as individuals and as members of groups and organizations, and it analyzes the "behavior" of these largersocial units. The design of this course is guided by two goals: first, to provide an introduction into the academic field oforganizational behavior thoroughly and accurately, and second, to offer the student solid guidance in using the theories andconcepts that will be discussed

Course Objectives

-To become acquainted with methods of organizational behavior.-To develop an in-depth understanding of, and be able todiscuss, the management of people in organizations

Course Outcomes

Upon completion of this course, the participants should have developed an enhanced understanding and insight into themodern elements of organizational behavior and its application in the corporate context. The interdisciplinary approach of thecourse contributes to the development of key qualifications of the students

Literature

Recommended: Buelens, M, van den Broeck, H., Vanderheyden, K., Kreitner, R., Kinicki, A. (2006), Organizational Behaviour,3rd ed., McGraw-HiRecommended: Colquitt, J.A., LePine, J.A., Wesson, M.J. (2009), Organizational Behavior: Improving Performance andCommitment in the WorkplacRecommended: George, J.M., Jones, G.R. (2008), Understanding and Managing Organizational Behavior, 5th ed., PrenticeHall, Upper Saddle RiverRecommended: Robbins, Stephen .P., / Judge, T.imothy A. (2011): Organizational Behavior, 13th ed., Prentice Hall, UpperSaddle RiverRecommended: Wagner, J.A., Hollenbeck, J.R. (2009), Organizational Behavior, 6th ed., Routledge Chapman & Hall, London




Post processing (The post processing time is needed for the preparation of the final examination) (in hours) 45

Hours total: 90

Evaluation

Exam (100%)A written exam (60 min.) dealing with all aspects of the lecture, the assignments and the relevant literature


This course will be conducted in the form of lecturing seminars, including case studies, group discussions, role-play exercises,and assignments. In addition there will be guest lecturers invited to the course

Page 1 of 2

Course Description

Organizational BehaviorCourse No.: ORG120

Content

1.The Analytical Framework1.The Nature and Scope of Organizational Behavior2.Management and Managers2.Individual Level-Individual Differences-Perception and Decision Making-Motivation-Job Satisfaction 3.Group Level-Group Dynamics, Conflict and Stress-Teams and Teamwork-Leadership in Organizations4.Organizational Level-Organization Structure and Design-Organizational Culture



Page 2 of 2

Course Description

Principles of Human Resource ManagementCourse No.: BUS130

Course Coordinator: Prof. Dr. rer. pol., Dipl.-Volks Stefan Zagelmeyer


Credit Points: 3



Course Description

The last decade has seen fundamental changes in labour markets and human resource management (HRM). Both the theoryand practice of human resource management have been moving ahead with uncommon speed. Human resource managementis a fundamentally important component in the general management education. Participants will be guided through the mainareas of modern human resource management. The course emphasizes the modern fundamentals of human resourcemanagement and brings the theory to life with contemporary examples

Course Objectives

-To understand the main issues associated with the human resource management; -To distinguish between competing or complementary disciplinary approaches to the management of human resources;-To identify and discuss the relationship between HR policies, HR outcomes, and organizational performance;-To review andcritique academic work on HRM

Course Outcomes

Upon completion of this course, the participants should have developed an enhanced understanding and insight into themodern elements of human resource management and its application in the corporate context. Students will understand thefundamentals and basic principles of managing human resources, a vital skill for any general manager especially in the serviceindustry

Literature

Recommended: Snell, S.A. / Bohlander, G.W.: Human Resource Management, 14th ed., South Western 2007Recommended: Jackson, S.E. / Schuler, R.S. / Werner, S.: Managing Human Resources, 10th ed., South Western 2008Recommended: Mondy, R.W. / Noe, R.M.: Human Resource Management, 9th ed., Prentice Hall 2005




Post processing (The post processing time is needed for the preparation of the final examination as well as for the preparation (in hours) 30

Hours total: 90

Evaluation

Continuous Examination (30%)Will be done by a written and/or presented case study or term paper (individual assignment or group work)

Exam (70%)A test as part of the 90 minute written module exam with open and standardized questions dealing with all aspects of thelecture, the assignments and the relevant literature


This course will be conducted in the form of lecturing seminars, including case studies, role play, group discussions andassignments. In addition, guest lectures will be invited

Page 1 of 2

Course Description

Principles of Human Resource ManagementCourse No.: BUS130

Content

The Analytical Framework-The Challenge of Human Resource Management-Methodological Aspects of HRM2.HR Policies/Functional Areas-HR Planning and Job Analysis-Equal Employment Opportunity and HRM-Employee Involvement and Flexible Work Schedules-Recruitment and Careers-Employee Selection-Training and Development-Appraising and Improving Performance-Managing Compensation and Incentives-Employee Benefits-Safety and Health3.The Future of Human Resource Management-Strategic Human Resource Management-International Human Resource Management


-Additional reading material from business newspapers, periodicals, and academic journals will be provided during the course

Page 2 of 2

Course Description

Principles of MarketingCourse No.: BUS120

Course Coordinator: Prof. Dr. Claudia Bornemeyer


Credit Points: 3



Course Description

The purpose of this course is to provide students with an introduction into strategic and operational marketing concepts alongthe avenue to the customer. The course is the fundament for all following marketing courses. Students will be taught to makemarketing decisions within a challenging market environment. Besides theoretical knowledge about several marketingconcepts as well as about the marketing-mix, decision-making in specific market situations will be discussed on the basis ofselected marketing case studies

Course Objectives

-To become acquainted with a systematic strategy approach towards marketing.-To develop an in-depth understanding of what is the market and the consumer or professional customer.-To become acquainted with the toolbox of marketing methods, such as product development, direct marketing anddistribution channel management, design of prices, and marketing communications.-To develop an in-depth understanding of what is customer orientation, and market segmentation, target marketing andpositioning within a market.-To understand customer decision-making processes

Course Outcomes

Upon completion of this course, the participants should have developed an understanding and insight into the modernelements of the theory and practice of marketing and its applications in the corporate context. Students will becomeacquainted with the broad field of Marketing, which serves as a basis for all following Marketing courses and as a solidfundament for any business manager

Literature

Recommended: Armstrong, G./ Kotler, Ph.: Marketing - An Introduction, 10th edition, Prentice Hall, 2011Recommended: Blythe, J.: Essentials of Marketing, 4th ed., Financial Times, Prentice Hall 2008Recommended: Homburg, C./ Kuester, S./ Krohmer, H.: Marketing Management, McGraw-Hill, 2009Recommended: Jobber, D.: Principles and Practice of Marketing, 6th ed., McGraw Hill, 2010





Hours total: 90

Evaluation


Exam (70%)A test as part of the 90 minute written module exam with open and standardized questions dealing with all aspects of thelecture, the assignments and the relevant literature

Page 1 of 2

Course Description

Principles of MarketingCourse No.: BUS120


This course will be conducted in the form of lecturing seminars, including case studies, group discussions and assignments

Content

1.Introduction2.Corporate and Marketing Strategy Considerations-Strategic planning process-Attractiveness and Competitive Strength-Basics of Portfolio Management3.Market Environment and Company Response-Micro Environment-Macro Environment-Segmentation, Target Marketing and Positioning-Segmentation-Target Marketing-Defining USPs and Positioning within Markets5.The Marketing Mix-The Service Product and Branding-Pricing and Price Strategies-Distribution and Channel Management-Marketing Communications-Consumer Behavior and the marketing mix



Page 2 of 2

Course Description

Principles of Research & Academic WritingCourse No.: AR110

Course Coordinator: Prof. Dr. Clare Hindley


Credit Points: 5



Course Description

This course is designed to build on students' existing skills and provide an introduction to writing within an academic context.This course provides a comprehensive introduction to the area of general business research methods. It gives students anassessment of the contexts within which different methods may be used and how they should be implemented. It covers bothquantitative and qualitative research and assesses the significance of this distinction. In addition to giving a thoroughintroduction to the practice of business research, the course interlinks the issues of research method with wider topics withinthe business and management field, such as the connections between theoretical traditions and the research approach.Finally, it shows students how to go about doing their own research projects and how to write up their research

Course Objectives

-To improve the accuracy and structure of writing-To examine the purpose and structure of an academic essay-To learn how to cite and reference accurately within APA documentation style-To write a short academic essay with appropriate references and citations-To understand the process of designing and conducting research.-To become familiar with, and be able to discuss, the strengths and weaknesses of various qualitative and quantitativemethods.-To develop an understanding of the use of a range of qualitative and quantitative skills.-To enable students to address aresearch question with a suitable research approach

Course Outcomes

Upon completion of the course, the participants will be able to write an accurate and well-structured academic essay withappropriate references and citations.Furthermore, participants will have developed the analytical skills required to conductsmall research studies on their own. The fundamental concepts and issues of quantitative and qualitative research methodscan be applied by the students to management decision problems in all functional areas of a business (e.g., Human ResourceManagement, Marketing)

Literature

Recommended: Hacker, D & Sommer, N (2011) A pocket style manual 6th ed. Bedford, St Martin?sRecommended: The Simon & Schuster handbook for Writers (2009) 9th ed. LongmanRecommended: Oshima, A, Hague, A (2006) Writing Academic English 4th ed. Pearson LongmanRecommended: Bryman, Alan / Bell, Emma: Business Research Methods, 2nd ed., Oxford University Press 2007Recommended: Saunders, Mark / Lewis, Philip / Thornhill, Adrian: Research Methods for Business Students, 5th ed., PrenticeHall 2009





Hours total: 150

Evaluation

Continuous Examination (100%)Essay assignment, research project, and a written test

Page 1 of 2

Course Description

Principles of Research & Academic WritingCourse No.: AR110


The course will be a series of lectures with lots of opportunity for group discussions and writing practice, case study analysis,group work, and student presentations of group work results

Content

Ethical writingPlagiarismRecognising valid sourcesReferencing, citations, layoutArgumentationPresenting evidenceAnalysing papers/reportsText structureCoherence, unityAcademic writing style, languageWorkshops on:-Research topics-Thesis statements-Outlines-Introductions/conclusions/structure-Analytical reviewResearch Strategies and Designs-Qualitative vs. quantitative research -Inductivism vs. deductivism-Experimental designQuantitative Research-Theory, hypotheses and measurement-Validity and reliability-Fundamentals of data collection-Bascis in analyzing quantitative dataQualitative Research-General proceeding-Validity and reliability-Fundamentals of data collection-Basics in analyzing qualitative dataMulti-strategy researchConducting a Research Project -Defining your research question-Structuring your researchWriting up quantitative and qualitative research


A list of additional literature will be provided in class

Page 2 of 2

Course Description

Principles of Service Operations & OrganizationCourse No.: BUS110

Course Coordinator: Prof. Dr. Daniel Ulf Assmus


Credit Points: 4



Course Description

This introductory course seeks to provide students with a broad conceptual and practical understanding of the fundamentaldifferences between goods and services, and the consequent challenges and opportunities for service organizations increating and managing the service experience. Satisfactory completion of the course equips students to demonstrate theircompetence in recognizing and describing the scope and characteristics of the services industry, and their understanding ofthe interdisciplinary challenges and opportunities in successfully managing services. Additionally, the course provides basicknowledge about the structure and design of modern organizations

Course Objectives

-To critically reflect the status of knowledge on integrated service management.-To set up an understanding of different service management concepts to enhance the students knowledge how to manageservices professionally.-To enable students to apply service management concepts by understanding and using different service settings.-To understand different service management dimensions and to critically integrate those dimensions to get a real integratedservice management concept.-To deepen the students understanding how to decide on strategic and operational service problems. -To do group work ondifferent service management cases and therefore to enhance the social skills of the participants

Course Outcomes

After attending the course the participants should be able to apply their theoretical knowledge in service management andsolving service related problems by modern service management methods. While laying the groundwork for further courses inService Management and Organizations, the contents also provide students with important basics of general management

Literature

Recommended: Lovelock, Chr. / Wright, L.: Service Marketing and Management, 3rd ed., Pearson Education 2005Recommended: Fitzsimmons, J.A. / Fitzsimmons, M.J.: Service Management - Operations, Strategy, Information Technology,6th ed., McGraw-Hill 2Recommended: V. Looy, B. / v. Dierdonck, R. / Gemmel, L.: Services Management. An Integrated Approach, 2nd ed.,Financial Times Prentice HallRecommended: Zeithaml, V.A. / Bitner, M.J.: Services Marketing - Integrating Customer Focus Across the Firm, 4th ed.,McGraw-Hill, 2006




Post processing (The post processing time is required to work on the preparation of the Continuous Examination as well as topre (in hours) 60

Hours total: 120

Evaluation


Exam (70%)A test as part of the written module exam (90 minutes) with open and standardized questions dealing with all aspects of the

Page 1 of 2

Course Description

Principles of Service Operations & OrganizationCourse No.: BUS110

lecture and the relevant literature


This learning objective will be achieved by the discussion of theoretical as well as practical tenets of integrated servicemanagement. Additionally exercises and case works in groups will strengthen the students' ability to understand thechallenges of service management

Content

1.Basics of Services Management-Services characteristics and the nature of services-The development of the service sector-Elements of the service product: The Servuction Model2.Ethical Issues in Services-Ethical issues arising from service characteristics-Factors influencing ethical business decision-making-Strategies for managing ethical behaviour in business3.Integrated Management of Services-The operations/marketing/HR divide-Strategies for achieving service-operations efficiency -Functions of the physical evidence of services4.Managing Service Delivery-Managing consumer contributions to service strategy-Service quality management-Service failure and recovery management8.Organizational Structure & Design-Key elements of organizational structure-Specific organizational designs in the service industry-Determinants of organizational structure


Additional literature as the instructor may recommend during delivery of the course The instructor will provide additional detailsabout this course directly to students taking it. Furthermore URLs in class web pages, content related internet websites

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Course Description

Service Project ManagementCourse No.: SPRO110

Course Coordinator: Prof. Dr. Kurt Jeschke


Credit Points: 5



Course Description

The purpose of this course is to introduce students to the concepts involved in project management. This is achieved throughthe development of an understanding of the fundamental tenets of project management enhancing the students' ability to applytheir knowledge, skills and competencies in analyzing and solving project management problems

Course Objectives

-To critically reflect the status of knowledge on project management.-To set up an understanding of different project types and methods how to manage these different approaches professionally.-To enable students to apply project management tools and instruments to develop professional project managementconcepts.-To understand and integrate different project plans (e.g. time plan, cost plan, resources plan, risk plan) and to integrate thosemodules to prepare an integrative project planning and controlling.-To deepen the students understanding how to set up and to lead a project team and its core and/or extended team members.-To finally evaluate the success of a project and to communicate its results to different project stakeholders (e.g. projectsponsors, owners etc.)-To prepare and hold project presentations to train social as well as communication skills

Course Outcomes

After attending the course the participants should be able to apply their theoretical knowledge in managing projects andsolving cross-functional requirements concerning the planning, realization and evaluation of different types of projects.Additionally, students will have further shaped their social skills necessary for taking a role as a leader in a project team

Literature

Recommended: Buttrick, R.: The Project Workout. A Toolkit for Reaping the Rewards from all Your Business Projects, 3 rded., Prentice Hall 20Recommended: Dixon, M.: Project Management Body of Knowledge, 4th ed., G&E Peterborough 2000Recommended: Dorau, U.: Karrierefaktor Projektmanagement, Haufe 2004Recommended: Gareis, R.: Happy Projects, Manz 2005Recommended: Lock, D.: The Essentials of Project Management, 3rd ed., Gower 2003Recommended: Shtub, A. / Bard, J. F. / Globerson, Sh.: Project Management: Processes, Methodologies and Economics, 2nded., Pearson Prentice




Post processing (The post processing time is required to work on the preparation of the Continuous Examinations as well as topr (in hours) 75

Hours total: 150

Evaluation

Exam (70%)A written test (60 min.) with open questions dealing with all aspects of the lecture, the assignments and the relevant literature

Continuous Examination (30%)Will be done by a written and presented case study during the semester

Page 1 of 2

Course Description

Service Project ManagementCourse No.: SPRO110


The learning objectives will be achieved by the discussion of theoretical as well as practical tenets of project management.Additionally project case works will strengthen the students' ability to understand the challenges of project management

Content

The Nature and Purpose of Project Management -An Introduction-Characterizing and Defining a Projects and Project Management-Primary Project Objectives and Project Success Factors-Major Processes and Principles in Project Management2.Project Management Organization-The Project Manager-The Project Team-The Project Organization3. The Project Framework, Stages and Tools-Planning and Scheduling-Risk Management-Financial Management-Reporting and Performance Management4.Closing the Project-Project Closure-The Closure Report-The Closure Meeting


Relevant documents (e.g. Project Management Standards published by the Association for Project Management and articlesfrom different experts will be provided in the course

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Course Description

StatisticsCourse No.: QM110

Course Coordinator: Prof. Dr. Thomas Schuster


Credit Points: 3



Course Description

Quantitative Methods are essential for many subject areas. Statistics, as an integral part provide the basic toolset that enablethe understanding of many phenomena to be found in the economy and other fields.Today's managers and business peopleneed basic skills in Statistics. They also need to be able to apply graphical and numerical summaries of information.Probability provides a means of representing uncertainty in the world around us and probability models are an aid to decisionmaking in their own right. Probability is also an essential tool for understanding the subject of Statistics. This concerns usingpartial information or samples to making wider inferences about complete sets of data that are too big, too expensive, or evenimpossible to measure

Course Objectives

To enable students to:-interpret published statistics-collect statistical data and analyze them-calculate and interpret the main statistical characteristics of data-understand the concepts of distributions for discrete and continuous data-work with and apply probabilities-set up and test hypotheses for basic situations-understand sources for errors-become aware of possible manipulations

Course Outcomes

Upon completion of this course, the participants should have developed a basic understanding and insights into Statistics inthe context of their study subjects and they should be able to apply the basic methods to real-life problems. The course trainsthe analytical skills of students and provides a basic statistical toolset for any general manager

Literature

Recommended: Anderson, D.R. / Sweeney, D.J. / Williams, T.A.: Statistics For Business And Economics, South-Western 2008Recommended: Dewhurst, F.: Quantitative Methods for Business and Management, McGraw-Hill 2004Recommended: Berenson, M. et al: Basic Business Statistics, Pearson 2005




Post processing (The post processing time is required for tutorials and to prepare the final exam properly) (in hours) 50

Hours total: 90

Evaluation

Exam (100%)A 60 minute written test dealing with all aspects of the lecture and the associated exercises. A formulary with the essentialtables is provided


This course will be conducted in the form of lectures

Page 1 of 2

Course Description

StatisticsCourse No.: QM110

Content

1.Measurement Theory-Definition, Measurement Scales and Transformations2.Measures of Central Tendency-Mode, Median, Mean, Geometric Mean3.Measures of Dispersion -Range, Percentiles, Standard Deviation, Variance, Variation4.Frequencies -Absolute, relative, cumulative frequencies, graphical representations5.Crosstabulations -Sums, expected and observed values6.Probability Theory -Definition, Axioms, complementary probabilities, set theory, conditional probabilities, independent events, law of multiplication7.Probability Distributions -Binomial, Uniform, Normal, Exponential8.Confidence Intervals -Idea, CI of means, CI of ratios9.Hypothesis tests -Idea, null & alternative hypotheses, level of significance, comparison of means with variance known/unknown10.Inferential statistics -Comparison of ratios, X² test for independence11.Measures of correlation-Covariance, Pearson, Spearman, limitations of correlations12.Simple linear regression -OLS, regression coefficients, coefficient of determination, test of significance


-Weekly - in advance - slides are published summarizing the main topics of the lectures and providing some additionalsubjects not offered by the books mentioned.-Additional assessments available in the Intranet

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Course Description

Entrepreneurship and New Venture ManagementCourse No.: ENVM100

Course Coordinator: Prof. Dr. Karl Brandmeir


Credit Points: 4



Course Description

Not only individuals, but also staff positions or departments are concerned with new business development, venturemanagement, and company formation activities. Insofar this lecture is not only addressed to students interested inself-employment, but rather to all students finding themselves later on in responsibility for international New BusinessDevelopment and Venture Management (VM). VM managers in corporations work with other managers to open new markets,create new business models, form new companies and look for ways to finance new ventures. This course is apractice-oriented, nonetheless conceptually new introduction into what makes entrepreneurship, company formationstrategies, and provides an international view on legal types when opening a new business within a global context

Course Objectives

* To understand what makes entrepreneurship and characterizes a F.H. Knight or A. Schumpeter type of functioneer called"the entrepreneur" - including aspects of intra-company challenges for intrapreneurship. * To be able to explain why entrepreneurship is crucial for growth and prosperity of economy and nation - basing uponworld-wide findings of the Global Entrepreneurship Monitor (GEM). * To systematically approach a Company Formation job to do and to apply Company Formation Strategies * To learn about the core features and objectives, discussing different legal types of the firm, including international types notknown in Germany, but legally applicable since the Centros judgement. * To learn how to finance even highly risky investments by means of Venture Capital. * To understand motivations and requirements of a business plan and how to prepare it. How to proceed when forming a GmbH or Private Limited Company

Course Outcomes

Upon completion of this course, the participants will gain knowledge of the fundamentals of New Company Formation andindividual or institutional venture management, and acquire important skills related to new business development activities in abusiness firm. Students will be equipped with knowledge and insights crucial for starting up a new company or launching anew business unit within a multinational company

Literature

Recommended: Blackwell, E.: How to prepare a Business Plan, Kogan Page, London 1989Recommended: Casson, M. (Hrsg.): Entrepreneurship, Edward Elgar, Aldershot Hants., London 1990Recommended: Diebold, J.: The Innovators, E.P. Dutton, New York 1990Recommended: Timmons, J. A.: New Venture Creation - Entrepreneurship for the 21st Century, rev. 4th ed., Irwin 1994Recommended: Welker, C. B.: The Virtual Company - New Prospects for a Theory of the Firm, unpublished White Paper,Zürich 2003Recommended: Wilken, P. H.: Entrepreneurship Â? A Comparative and Historical Study, Ablex Publishers Co. 1979


Preparation (For preparation the students should acquaint themselves with the relevant literature and study the basics of theag (in hours) 10



Hours total: 120

Evaluation

Continuous Assessment (30%)

Page 1 of 2

Course Description

Entrepreneurship and New Venture ManagementCourse No.: ENVM100

The Continuous Assessment requires a written mid-term examination

Exam (70%)A written exam as part of the module exam (120 min.) dealing with all aspects of the lecture, the assignments and the relevantliterature


This course will be conducted in the form of lecturing seminars, including a workshop on a practical case, as well asdiscussions in class

Content

Introduction

2. Entrepreneurship - What is it All About?

* Entrepreneurship and the Entrepreneur * Economic Relevance of Entrepreneurship and Venturing Activities 3. Company Formation Strategies

* Distinguished Analysis of Venturing & Company Formation Situations in Practice * Motifs and Objectives * Company Formation Services 4. Legal Design and International Comparative Analysis

* Basic Features of different Legal Designs * Legal Designs - an Overview * The Centros Case * International Comparison GmbH - Ltd * Freedom of movement within EEC - Practical Problems 5. Financing and Investing in New Ventures

* Financing New Ventures * Public Business Development Programmes * Venture Capital 6. The Business Plan

* Objectives and Purposes of Business Plans * Business Plans - Investor's View * Important Rules for drawing up a Business Plan * Sample Business Plan 7. Workshop: Team-oriented Development of a Business Plan

-- page break -- 8. Planning a New Business Venture

* Project Management and Timing * Critical Success Factors for New Venture Management * Check list of avoidable failures when starting a business Proceedings when setting up a GmbH or Ltd.



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Course Description

Financial ManagementCourse No.: AFM210

Course Coordinator: Michael Sulzbach


Credit Points: 5



Course Description

Financial managers in corporations work with other managers to identify investment opportunities, to analyze and value theopportunities, and to decide whether and how much to invest. Financial managers also have to raise the capital to finance thecorporation's investments. This course is an introduction into the principles of modern corporate finance and financialmanagement. Topics covered include the role of a financial manager in a business firm, the interplay of accounting andfinance, the use of financial ratios as a tool to evaluate firm financial performance, financial forecasting and planning, theprinciples of the time value of money, capital investment analysis, effective interest rates, the processes and proceduresinvolved in raising funds for business firms, and the fundamentals of debt and equity valuation

Course Objectives

-To be able to interpret financial statements and financial ratios and to use them to assess the financial strengths andweaknesses of a firm. -To employ simple techniques of financial planning, and forecast external financing requirements.-To apply compounding and discounting techniques to calculate present and future values of money and rates of return.-To learn how to utilize basic investment performance measures in making investment decisions, interpret them, and explainthe strengths and shortcomings of each measure.-To value bonds and stocks.-To become familiar with debt and equity capital markets

Course Outcomes

Upon completion of this course, the participants will gain knowledge of the fundamentals of Corporate Finance and acquireimportant skills related to the financial decision-making process necessary for taking responsibility in a financial department ofa corporation

Literature

Recommended: Ross, Stephen A. / Westerfield, Randolph W. / Jordan, Bradford D.: Fundamentals of Corporate Finance, 8thed., McGraw Hill 2008Recommended: Brealey, Richard A. / Myers, Stewart C. / Marcus, Alan J.: Fundamentals of Corporate Finance, 5th ed.,McGraw Hill 2007Recommended: Brigham, Eugene F. / Ehrhardt, Michael C.: Financial Management ? Theory and Practice, 12th ed., Thomson2007




Post processing (Post processing time is needed for the preparation of the final examination as well as for the preparation of a (in hours) 80

Hours total: 150

Evaluation

Continuous Examination (30%)The Continuous Examination requires a written mid-term test during the semester

Exam (70%)A written exam (60 min.) with open questions dealing with all aspects of the lecture, the assignments and the relevant literature

Page 1 of 2

Course Description

Financial ManagementCourse No.: AFM210


This course will be conducted in the form of lecturing seminars, including discussions in class, and assignments

Content

Introduction to Financial Management -The role of the Financial Manager and Financial Management decisions-The goal of Financial Management-Agency Problems and Control of the Corporation2.Working with Financial Statements, Taxes and Cash Flow-Using Financial Statement information-Deriving cash flow from accounting statements-Financial Ratios3.Financial Planning -How to set up a financial planning model-Interactions between growth, capital structure policy and dividend policy 4.Introduction to Valuation and Discounting Cash Flows-The time value of money-Present values and future values, present values of multiple cash flows-Annuities and Perpetuities -Effective annual interest rates5.Capital Budgeting and Investment Criteria-The process of capital budgeting-The Net Present Value-The Internal Rate of Return-The Payback rule and other criteria 6.Interest Rates and Bond Valuation-Corporate and government bonds-Hybrid bonds, high-yield-bonds, and other types of bonds-The duration as a sensitivity ratio-Bond ratings-Determinants of bond yields, the term structure of interest rates7.Equity Markets and Stock Valuation-Common stock valuation-Preferred stock-International stock markets



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Course Description

Corporate CommunicationCourse No.: COCU100

Course Coordinator:


Credit Points: 4



Course Description

With fierce competition and diversification in the industry, service is more important than ever for hospitality organizations. Butbuilding a strong identity goes beyond delivering a good meal or a clean bed. Communicating effectively with stakeholders iscritical to long-term commitment, reputation and profit. In a shifting business environment, communicating clearly andprofessionally is always a challenge, but an organization that is able to do so consistently has a valuable competitive edge. Corporate communicators use a broad range of tools to set priorities and choose the right approaches in their daily work. Sensitivity and knowledge about techniques, technologies and issues is crucial to developing effective communicationstrategies. This course builds on communication skills that students have acquired through work and study and examines therole of corporate communication in helping businesses build and maintain a connection with customers, employees, the mediaand other publics. Through theory and practical exercises, students will learn about the basic principles and guidelines ofcorporate communication, its practices and techniques and how to use communication to achieve business goals

Course Objectives

* To provide an overview of the history, diversity and best practices of corporate communication* To familiarize students with the strategies, tools and issues in strategic corporate communication * To help students identify key stakeholders and their link to strategic corporate communication* To work through and reinforce the importance of an integrated communication plan To reinforce the importance of effective management communication

Course Outcomes

Upon completion of the course, students will have a thorough understanding of corporate communication as a practical andstrategic activity. They will be able to apply communication tools and techniques in the hospitality environment and will be ableto advise their organization on communication choices

Literature

Recommended: Argenti, P.A.: Corporate Communication, McGraw-Hill 2008Recommended: Belasen, A. T: The Theory and Practice of Corporate Communication, Sage 2007Recommended: Deuschl, D.: Travel and Tourism Public Relations, Elsevier 2006Recommended: Lambert, T.: The Food Service Professionalâ??s Guide to Restaurant Promotion and Publicity for Just a FewDollars a Day, AtlaRecommended: Breakenridge, D. / DeLoughry, T.: The New PR Toolkit: Strategies for Successful Media Relations, FT Press2003Recommended: Gillis, T.: The IABC Handbook of Organizational Communication, Jossey-Bass 2006Recommended: Seitel, F.: The Practice of Public Relations, 10th ed. Prentice Hall 2006Recommended: Wann, A.: Inside Organizational Communication, Amer Heritage Pub Co., 1999Recommended: Weiner, M.: Unleashing the Power of PR: A Contrarian's Guide to Marketing and Communication, Wiley &Sons 2006




Post procesing (Post processing time is needed for the preparation of the final examination as well as for the preparation of th (in hours) 40

Hours total: 120

Page 1 of 2

Course Description

Corporate CommunicationCourse No.: COCU100

Evaluation

Continuous Assessment (100%)Press kit, communication plan, individual assignment, and test (specifics subject to change due to organizational factors)


This course is conducted as a series of lectures and includes discussions and case studies. Students also complete a numberof individual and group activities in class, with immediate feedback from the instructor

Content

1. The foundations of corporate communication

* Definitions and theories of corporate communication * Evolution of the industry - historical perspectives * Current trends and issues 2. Strategy and tactics

* Defining strategy * Public opinion * Persuasion * The communication toolbox * Communication planning: research and planning, implementation, evaluation 3. Aspects of corporate communication

* Advertising * Marketing * Publicity & guerilla marketing * Public relations * Communication ethics 4. Communicating with stakeholders

* Internal communication * Strategies and tools of internal communication * External communication * Communicating reputation and social responsibility * Media Relations * Media communication tools * Dealing with change, rumors, and other problems 5. Crisis communication

* Characteristics of a crisis * Stages of a crisis * Communication strategies


urther material is gathered from industry publications and internet resources

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Course Description

MacroeconomicsCourse No.: ECON120

Course Coordinator: Prof. Dr. Claudia Simons-Kaufmann


Credit Points: 5



Course Description

This macroeconomics course is dedicated to explaining the main macroeconomic phenomena such as unemployment,recession, inflation, government debt. The theoretical explanations are based on macroeconomic models that will be taught ina comprehensive way. The course also comprises a profound analysis of the economic policy options

Course Objectives

-To become acquainted with the empirical foundations of macroeconomics.-To develop a profound and model based understanding of macroeconomic issues such as economic growth, unemployment,inflation, government debt.-To understand the basic international economic relations. -To be able to discuss current macroeconomic issues against the background of the explained theories.-To become acquainted with economic policy - demand side and supply side policies. -To become acquainted with differentmacroeconomic schools of thought, their explanations of macroeconomic problems and their different recommendations foreconomic policy makers

Course Outcomes

Upon completion of this course, the participants should have developed an enhanced understanding and insight into modernmacroeconomic theory and its application in the corporate context. The course represents an interdisciplinary approach andprovides instrumental skills for general managers. It shapes the analytical skills of the students and provides an additionalmethod to use macroeconomic developments in entrepreneurial decisions

Literature

Recommended: Case, Karl / Fair, Ray/Oster, Sharon: Principles of Economics, 10th ed., Prentice Hall 2012Recommended: Mankiw, N. Gregory: Principles of Economics, 3rd ed., Thomson Learning 2004Recommended: Blanchard, Oliver/Amighini, Alessia/Giavazzi, Francesco: Macroeconomics, A European Perspective, PrenticeHall 2012


Preparation (For preparation the students should acquaint themselves with the relevant literature and study the basics of theag (in hours) 30



Hours total: 150

Evaluation

Exam (100%)A written test as part of the module exam (120 min.) with open questions dealing with all aspects of the lecture, theassignments and the relevant literature



Page 1 of 2

Course Description

MacroeconomicsCourse No.: ECON120

Content

1.Scope and method of economics2.Analyzing long-term growth-Why is growth a target?-What determines economic growth?-How to spur economic growth?3.Analyzing short-run fluctuations-What are business cycles?-The AS-AD model as a macroeconomic framework-How to explain business cycles?-How to stabilize the economy?4.Analyzing unemployment-Why is unemployment a problem?-What are the reasons for unemployment?-Is there a trade-off between unemployment and inflation?-How to fight unemployment?5.Analyzing inflation-Why are stable prices important?-How to explain inflation?-How to stop inflation?6.Analyzing external imbalances-What are external imbalances?-What are the reasons for external imbalances?7.Analyzing economic policy-What are the targets of economic policy?-What is demand side policy?-Are there limits of fiscal and monetary policy?-How does supply side policy work?-How do politicians behave?



Page 2 of 2

Course Description

Management & Cost AccountingCourse No.: AFM120

Course Coordinator: Prof. Dr. Hans Olaf Warning


Credit Points: 5



Course Description

Management accounting in general and specifically cost accounting are important functions to control an organization.Managers have to understand these functions in order to be able to run and control an organization. In most organizations,decisions, actions and human behavior are directly linked to the nature, use and focus of management accounting information.This course is about understanding the preparation and use of management and cost accounting information in this light

Course Objectives

-To become acquainted with the management accounting and control function as opposed to the financial accounting and thefinancial management function.-To develop an in-depth understanding of and be able to discuss the cost aspects of running a business-To become acquainted with and learn to apply the tools viewing and differentiating costs and use them for business decisionmaking.-To understand how the budgeting process works and how variance analysis is done to implement the managementcontrol function

Course Outcomes

Upon completion of this course, the participants should have developed an enhanced understanding and insight intomanagement accounting in general and cost accounting in particular for the purpose of management control. The students willhave gained an understanding of concepts and instruments required by managerial staff with a focus on how they are applied

Literature

Recommended: ?Horngren, C.T. / Bhimani, A. / Datar, S.M. / Foster, G.: Management and Cost Accounting, 3rd edition,Prentice Hall 2004





Hours total: 150

Evaluation



This course will be conducted in the form of a series of lectures, including case studies, group discussions and assignments

Content

Introduction and the accountant's role3.What is management accounting about? The management accounting and control function4.Differences between management accounting, cost accounting, financial accounting and financial management

Page 1 of 2

Course Description

Management & Cost AccountingCourse No.: AFM120

5.Organization of the management accounting and control function2.Cost terms, cost categories, and cost behaviour-Definition of costs6.Cost categorizations, e.g., variable/fixed costs, direct/indirect costs, costs of goods sold/period costs3.Cost allocation-General purpose of cost allocation-General cost allocation methods-Specific cost allocation methods, i.e. direct/step-down/reciprocal4.Cost-volume-profit-relationship analysis-Linear cost and profit functions-Estimating linear cost functions-Break-even analysis-Target operating profit analysis-Operating leverage and margin of safety5.Planning and budgeting-Budgeted income statement-Budgeted cash flow statement-Flexible budgeting-Variance analysis6.Activity-based costing and other management accounting tools -Activity-based costing-Profitability ratios (e.g., return on investment)-Non-financial measures-Performance Measurement Systems


Specific literature will be announced by the lecturer

Page 2 of 2

Course Description

MicroeconomicsCourse No.: ECON110

Course Coordinator: Prof. Dr. Claudia Simons-Kaufmann


Credit Points: 5



Course Description

All economic questions arise from scarcity. The existing wants exceed the resources available to satisfy them; faced withscarcity, we must choose among the available alternatives. Economics is the science of choices. Microeconomics, as a part ofeconomics, examines the behaviour of individual decision making units: firms' choices about how much to produce and howmuch to charge, and household choices about what and how much to buy

Course Objectives

-To become acquainted with the tools and methods of microeconomic analysis-To develop an understanding of the behaviour of firms and households-To learn to define different market structures and to discuss their implication for society's welfare-To understand the effect ofgovernment intervention in the market

Course Outcomes

Upon completion of this course, the students should be familiar with economic thinking and the use of economic models toexplain the behaviour of firms and households. The course shapes the analytical skills of the students and will equip them withthe general knowledge how to analyze the effects of changes in the political and economic environment on the overallbusiness situation

Literature

Recommended: Case, K. / Fair, R./Oser, S.: Principles of Microeconomics, 10th ed., Prentice Hall 2012Recommended: Mankiw, N. Gregory / Taylor, Mark P.: Economics, Thomson Learning 2006Recommended: Pindyck, Robert/Rubinfeld, Daniel, Microeconomics, 7th edition, Prentice Hall 2009




Post processing (The post processing time is needed for the preparation of the final examination) (in hours) 75

Hours total: 150

Evaluation

Exam (100%)A written test as part of the module exam (120 min.) with open questions dealing with all aspects of the lecture


This course will be conducted in the form of lecturing seminars, including case studies and group discussions

Content

The Economic Problem: Scarcity and Choice -The production possibility frontier-The concept of opportunity cost-Absolute and Comparative Advantage

Page 1 of 2

Course Description

MicroeconomicsCourse No.: ECON110

2.Demand, Supply and Market Equilibrium-The factors that determine demand and supply-The equilibrium of quantity and price-Shifts and adjustment processes3.Demand and Supply Applications and Elasticities-Consumer and Producer Surplus-Price ceiling and price floor-Different kinds of elasticities4.Households and Firms-Household behaviour and consumer choice-The behaviour of profit-maximizing firms in perfect competition5. General Equilibrium-Efficient Allocation of Resources in a Market Economy6. Market Failures and Public Policy-Imperfect Market Structures-Monopoly-Monopolistic competition-Oligopolies-Public Goods-Externalities-Imperfect Information



Page 2 of 2

Course Description

PricingCourse No.: PRI100

Course Coordinator: Prof. Dr. Helmut Wachowiak


Credit Points: 4



Course Description

Within marketing mix decisions, pricing decisions have the most direct effect on a firm's profitability. Therefore it is importantfor the students to understand the complexity and dynamics of the decisions in this competitive field. The course provides adeep understanding of pricing theory, pricing strategies and their application in the real world. The focus of this course is onthe service industry and the specific implications of pricing decisions in this sector

Course Objectives

* To introduce pricing theory and to show how pricing theory is embedded in the Marketing Mix. * To develop an in-depth understanding of the value based Marketing approach and its implications for pricing decisions. * To become acquainted with the instruments in pricing theory. Especially learning how to use Break-even analysis, and howto calculate optimal prices on the basis of given demand and supply structures in the one product case. * To understand the pricing strategies that exist and to understand which strategies can be used in certain situations. To develop an in-depth understanding of the instrument Yield Management, a special pricing strategy that is in use in serviceindustries, especially because it takes into consideration the specifics of service production

Course Outcomes

Upon completion of this course, the participants should have developed an enhanced understanding and insight into modernpricing management in the service industry on a theoretical and a practical level. Participants of the course will acquirespecialist know-how which qualifies them for a first management role in the field of Pricing and Marketing Management

Literature

Recommended: Monroe, Kent B.: Pricing: making profitable decisions, 3rd. ed., McGraw/Hill 2003Recommended: Kotler, Philip / Bowen, John T. / Makens, James C.: Marketing for Hospitality and Tourism, 4th ed., PearsonInternational EditioRecommended: Lovelock, Christopher H.: Principles of service marketing and management, 2nd ed., 2002, p.166 ffRecommended: Kotler, Philip: Marketing Management, 11th ed., 2003, p. 470 ff.Recommended: Pechtl, Hans: Preispolitik, Stuttgart 2005




Post processing (The post processing time is needed for the preparation for the final examination, as well as for the preparatio (in hours) 60

Hours total: 120

Evaluation

Continuous Assessment (30%)The Continuous Assessment requires a written mid-term test

Exam (70%)A 90 minute written exam with open questions dealing with all aspects of the lecture, the assignments and the relevantliterature

Page 1 of 2

Course Description

PricingCourse No.: PRI100


This course will be conducted in the form of lectures, including short case studies, group discussions and assignments

Content

1. Pricing as a Part of a Company's Marketing Management

* Definition of price * Basics of marketing management* Company's micro- and macro-environment 2. Behavioral Pricing

* Price rating * Price consciousness, price knowledge, Role and types of reference prices and value oriented pricing 3. Some Concepts from Pricing Theory

* Price-response function * Demand elasticity* Revenue and profit optimization in the one product case* Break-even analysis 4. Pricing strategies/systems

* General pricing objectives and strategies * New product pricing strategies* Existing product pricing strategies* Pricing over the Product Lifecycle* Price discrimination strategies Yield Management



Page 2 of 2

Course Description

Computer AnalysisCourse No.: QM130

Course Coordinator:


Credit Points: 4



Course Description

This course is an introduction to data processing and software applications for statistical data analysis. It enables students touse computers for electronic data processing and data administration for business and the subsequent presentation of thisdata. The main focus will be on statistical data analysis using the MS Office Suite and SPSS software package. The coursewill also include an introduction to managing quantitative electronic surveys

Course Objectives

-To develop an in-depth understanding of the application of data analysis using the SPSS statistical software package and MSExcel.-To make clear the importance and value of statistical data in a market economy

Course Outcomes

Upon completion of this course, the participants will have developed an enhanced understanding and insight into elements andfunctions of information and communication systems, the structure and principles of modern databases, and the fundamentalfunctions of the MS Office Suite and the SPSS statistical analysis tool. Besides, the understanding of the importance to theinterconnection to other courses like Statistics and Business and Marketing Research will become clear. The coursestrengthens the students' IT-competencies

Literature

Recommended: Salkind, Neil J.: Statistics for People Who (Think They) Hate Statistics, Excel 2010 edition, 3rd ed., SagePubl. 2013Recommended: Rowntree, Derek: Statistics without Tears, Pearson 2004Recommended: Salkind, Neil J.: Statistics for People Who (Think They) Hate Statistics, 3rd ed., Sage Publ. 2008





Hours total: 120

Evaluation

Exam (100%)Written Examination of 60 minutes


This course will be conducted in the form of lecturing seminars including case studies, group discussions, and students'presentations on assignments

Content

1.Introduction to statistical data analysis-Introduction/Orientation-Data input from different sources-Preparing data for analysis: Data manipulation and selection

Page 1 of 2

Course Description

Computer AnalysisCourse No.: QM130

-Descriptive statistics: Listing, exploring and summarizing data-Creating graphs-Inferential statistics I: Analyzing relationships between variables using different measures of association-Inferential statistics II: Evaluating differences in averages2.Practical application-Using MS Excel for the analysis and presentation of business data.-Using SPSS for the analysis and presentation of business data.-Comparing the two applications: Advantages anddisadvantages


SPSS handbooks, queSTat handbook

Page 2 of 2

Course Description

Computer Training IICourse No.: CT200

Course Coordinator:


Credit Points: 4



Course Description

This course is an introduction to data processing and software applications. It enables students to use computers for electronicdata processing and data administration for personal use as well as for business. The main focus will be on statistical dataanalysis using the SPSS software package. The course will also include an introduction to the basics of how to setup aquestionnaire in a technical way using the queSTat tool

Course Objectives

* To understand the different elements, functions and applications of information and communication systems. * To develop an understanding of data and information administration, database management, and the principles ofdatabase design and database optimization. * To develop an in-depth understanding of the application of data analysis using the SPSS statistical software package. To make clear the importance and value of statistical data in a market economy

Course Outcomes

Upon completion of this course, the participants will have developed an enhanced understanding and insight into elements andfunctions of information and communication systems, the structure and principles of modern databases, and the fundamentalfunctions of the SPSS statistical analysis tool. Besides, the understanding of the importance to the interconnection to othercourses like Statistics and Market Research will become clear. The course is another component to strengthen the students'IT-competencies

Literature

Recommended: Norusis, Marija J.: SPSS 15.0. Guide to Data Analysis, Prentice Hall 2006Recommended: Frye, Curtis: Microsoft Office Access 2007, Microsoft Press 2007Recommended: Rowntree, Derek: Statistics without Tears, Pearson 2004Recommended: Salkind, Neil J.: Statistics for People Who (Think They) Hate Statistics, 3rd ed., Sage Publ. 2008


Preparation (For preparation, the students should acquaint themselves with the relevant literature and study the basics of the c (in hours) 25


Post procesing (The post processing time is needed for the preparation for the final examination as well as for the preparation (in hours) 35

Hours total: 120

Evaluation

Exam (100%)A 90-minute written exam with multiple-choice and open questions dealing with all aspects of the lectures, the assignmentsand the relevant literature.


This course will be conducted in the form of lecturing seminars including case studies, group discussions, and students'presentations on assignments

Page 1 of 2

Course Description

Computer Training IICourse No.: CT200

Content

Introduction to information and communication systems

* Business Intelligence and Data-Warehouses: Data gathering, information management, information systems, andinformation processing * IT Organization: Information systems in organizations 2. Introduction to database administration systems

* Setting up structures in relational database systems: Principles of table design * Creating efficient databases: Normalizing tables * Linking information: Principles of table relations * Retrieving information from databases: Designing queries 3. Collecting data with queSTat (queSTat = online tool to create surveys)

* Setting up online-questionnaires * Collecting data online and offline * Transferring data to SPSS and other applications 4. Introduction to statistical data analysis with SPSS

* Introduction/Orientation: The different elements of SPSS * Getting data into SPSS: Data input from different sources * Preparing data for analysis: Data manipulation and selection * Descriptive statistics: Listing, exploring and summarizing data * Creating graphs * Inferential statistics I: Analyzing relationships between variables using different measures of association * Inferential statistics II: Evaluating differences in averages 5. Practical application: Analyzing questionnaire data with SPSS

* Importing data * Data screening and transformations for preparation * Using descriptive statistics: Describe the sample * Comparing groups: The application of multivariate statistics (for example one-factorial analysis of variance * Interpreting and generalizing the results * The use of SPSS and Office-Applications for reporting


SPSS handbooks, queSTat handbook

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Course Description

Marketing ResearchCourse No.: MKTMR



Credit Points: 4



Course Description

The objective of marketing research is to gather information that improves marketing managers' decision making. Thisinformation can be gathered in a variety of ways. The course provides students with a basic understanding of marketingresearch methodologies. Using the common marketing research process as starting point, all steps of the process will bediscussed. With respect to data analysis the focus is clearly on interpreting the results of statistical analyses. Tools to beapplied will be Excel and SPSS

Course Objectives

* To provide a fundamental understanding of marketing research methods. * To introduce students to the core techniques of research design, data collection and data analysis, with emphasis on theinterpretation and use of results rather than on mathematical derivations. * To recognize the role of systematic information gathering and analysis in providing business direction and sound decisioncriteria. * To help students to develop an appreciation for the potential contributions and limitations of marketing research data.

Course Outcomes

Upon completion of this course, students should have developed an enhanced understanding of common marketing researchmethodologies. They should be able to apply the methodologies to research problems that they will encounter in theirprofessional life. Especially for young professionals a sound understanding of data gathering and analysis techniques as wellas the ability to interpret research results is indispensable. Additionally, the course provides a comprehensive preparation formanaging the Bachelor thesis

Literature

Recommended: Buehl, A.: SPSS 14, Einführung in die moderne Datenanalyse, 10th ed., Pearson 2006Recommended: Field, A.: Discovering Statistics Using SPSS, 2nd ed., Sage Publications 2005Recommended: Churchill, G.A./ Brown, T.J.: Basic Marketing Research, 7th ed., Thomson 2010Recommended: Churchill, G.A./ Iacobucci, D.: Marketing Research, Methodological Foundations, 9th ed., South Western 2005





Hours total: 120

Evaluation


Exam (70%)A written exam as part of the module exam dealing with all aspects of the lecture, the assignments and the relevant literature

Page 1 of 2

Course Description

Marketing ResearchCourse No.: MKTMR


This course will be conducted in the form of lecturing seminars, including case studies, group discussions and studentpresentation of assignments

Content

Marketing Research - An Aid to Decision Making

* Definition and importance of marketing research * Steps of the marketing research process 2. Research Design

* Areas of application and key methodologies in exploratory research * Areas of application and key methodologies in descriptive research * Areas of application and key methodologies in causal research 3. Data Collection

* Sources of secondary data and quality criteria for secondary data * Primary data collection methods and questionnaire design * Measuring hypothetical constructs in marketing * Sampling procedures: Probability and non-probability sampling 4. Data Analysis and Presentation

* Editing, coding, and handling missing data * Univariate data analysis * Bivariate data analysis: cross-tabulations, test of independence, correlation and simple regression analysis * Basics in multivariate data analysis: interpreting results of multiple regression analysis (analysis of dependencies) andcluster analysis (analysis of interdependencies) * Designing the final presentation and the research report



Page 2 of 2

Course Description

Intercultural CommunicationCourse No.: ORG110

Course Coordinator: Alexa Babington


Credit Points: 2



Course Description

Intercultural Communication explores the nature and dimension of culture and how it impacts interpersonal interactions in across-cultural context. The course considers culture specific forms and strategies of intercultural communication in the contextof specific approaches to issues of management and leadership, conflict resolution, forms of motivation, delegation andfeedback, multicultural team dynamics and staff training.This course is of special relevance not only for potential candidatesgroomed for a business career in a foreign country but also for those who strive for management positions in which they haveto intermediate between their company home base and foreign locations. Therefore, course participants learn to adopt thecommunicative skills of a cultural facilitator required to effectively translate and realize set company goals and strategies in aculturally different environment

Course Objectives

-To develop an awareness of cultural variables that influence communication in cross-cultural business contexts-To describe the role of verbal and non-verbal communication as it impacts intercultural communication-To develop skills for effective, communicative interaction with individuals from other cultures-To examine issues and solveproblems related to intercultural communication

Course Outcomes

Upon completion of this course, the participants should have developed an enhanced sensitivity for the impact and importanceof the underlying cultural framework of international business communication, gained the ability to operate and interact in amulti-cultural work environment and learned to culturally translate business goals and strategies into different cultural businesssettings. Thus, the course adds key qualifications like intercultural competences which are crucial for an employment in aninternational environment

Literature

Required: Varner, I. and Beamer L.: Intercultural Communication in the Global Workplace, 4th ed., McGraw-Hill 2006Required: Trompenaars, F. and Hampden-Turner, C.: Managing People Across Cultures, Wiley & Sons; 2004Recommended: Fang, T. (2003). A Critique of Hofstede?s Fifth National Culture Dimension, International Journal of CrossCultural Management 3Recommended: ?McSweeney, B. (2002). Hofstede?s Model of National Cultural Differences And Their Consequences: ATriumph of Faith ? A Failure


Preparation (For preparation the students should browse the relevant literature and study the basics of the course content) (inhours) 5


Post processing (The post processing time is needed for reworking the course contents and the preparation of the finalexaminati (in hours) 25

Hours total: 60

Evaluation

Exam (100%)A written exam (60 min) with open questions dealing with all aspects of the lecture, the assignments and the relevant literature

Page 1 of 2

Course Description

Intercultural CommunicationCourse No.: ORG110


This course will be conducted in the form of lecturing seminars, including case studies, role-play, group discussions andassignments

Content

1.Culture and cultural differences-Finding analogies for culture-Creating awareness for culture-based values and behaviour-Identifying basic cultural dimensions2.Theories of intercultural communication-Hofstede's Dimensions (Individualism/Collectivism, Power Distance, Uncertainty Avoidance, Masculinity/Femininity)-Hall's Dimensions (High versus low context, long versus short term orientation)-Value Orientations3.Principles of effective intercultural communication-Thinking modes and reasoning styles-Listening modes and conversation styles-Different importance of verbal and non-verbal elements-Structure of presentations in line with cultural expectations4.Communicating in a culturally diverse work environment-Communication in the workplace-Importance of courtesy, protocol and formality-Manager - employee interaction-Making decisions and giving instructions-Handling workplace conflicts-Cross-cultural teamwork-Motivation and rewards-Feedback and appraisals-Delegation and autonomy-Training and learning modes


-Additional reading material, case studies and scenarios will be provided during the course

Page 2 of 2

Course Description

Project International Service ManagementCourse No.: INTSM410



Credit Points: 3



Course Description

As the internationalization and globalization of the service industry goes on, students have to be familiar with the mainchallenges of international service businesses. To make students understand how international service offerings have to bemanaged by professional service managers it is important to analyze the structures, dynamics and trends of different servicemarkets and to understand the essentials of service management from a theoretical as well as from a practical perspective.

This project is designed to offer students the opportunity to deal with an international real-life service management problemand to use all the information and management tools for its solution. The emphasis will be on the interdependencies betweenthe different dimensions of service management (service strategy, service vision/service mission/service objectives, humanresources, service marketing, service operations). Co-operations with the service industry are welcome as well asco-operations with other academic organizations.

The project is based on the course Project Management and applies the acquired knowledge and skills in practical projectwork. The project modules are focused on applied research on all facets of the international service industry.

Course Objectives

* To become acquainted with the empirical foundations of the international service industry. * To understand the basic international economic relations of the service industry and its core market players. * To be able to describe, to analyze and to understand the main challenges of the international service managementindustry, to understand the success factors of service management and to resolve practical service management problems. * To deepen the current knowledge of the service industry by the application of modern service management concepts * To analyze international service markets, to understand the success factors of service management and to resolvepractical service management problems. * To apply project management techniques in order to plan, to organize and to control the international service managementproject as academic researchers.

Course Outcomes

Upon completion of this course, the participants will have a deeper understanding of main challenges of international servicebusinesses and project management requirements. The application of enhanced service management knowledge will enablethe students to develop formulations of applicable service strategies and operational service programmes with reference to thegiven subject. Practicing theoretical knowledge of project management methods and tools will sharpen the students' ability tomaster international service projects. After attending this course participants should also be able to identify their strengths andweaknesses in order to improve their project management skills and to be prepared for the real service environment to come.

Literature

Recommended: Â?Buttrick, R.: The Project Workout. A Toolkit for Reaping the Rewards from all Your Business Projects, 3 rded., Prentice HaRecommended: Â?Gareis, R.: Happy Projects, Manz 2005Recommended: Â?Lock, D.: The Essentials of Project Management, 3rd ed., Gower 2003Recommended: Â?Kasper, H. / v. Helsdingen, P. / de Vries, W.: Services Marketing Management. An InternationalPerspective, Wiley & Sons 19Recommended: Â?V. Looy, B. / v. Dierdonck, R. / Gemmel, L.: Services Management. An Integrated Approach, 2nd ed.,Financial Times Prentice


Preparation (For preparation the students should acquaint themselves with the relevant service management literature and

Page 1 of 2

Course Description

Project International Service ManagementCourse No.: INTSM410

service (in hours) 15


Post processing (The post processing time is needed for the preparation of the project paper as well as well as for the preparat (in hours) 55

Hours total: 90

Evaluation

Continuous Assessment: (100%)The Continuous Assessment requires a written academic project paper that is presented in class, including discussion


This course will be conducted in the form of lecturing seminars including project work, group discussions and the presentationof interim as well as final results.

Content

1. Introduction into the International Service Industry

* The International Service Market * Trends, Developments and Challenges 2. International Service Management: The Status of Knowledge

* Recent Findings in Service Management Strategy and Operations * Empirical Success Factors in International Service Management 3. Selected Macro or Micro Economic Problems in the International Services Industry

* Service Management Problems and Rationales * Research Hypothesis and Questions to Answer 4. Service Management Project

* Service Management Project Objectives * Service Management Project Plan and Research Design * Description, Analysis and Explanation of Key Findings * Conclusion/Recommendation


Additional reading material from service management journals, business newspapers and periodicals of the service industrywill be provided during the course.

Page 2 of 2

Course Description

Current Issues in Accounting & FinanceCourse No.: ACCO470

Course Coordinator:


Credit Points: 2



Course Description

Accounting and finance is subject to minor and major changes. Financial accounting, according to IFRS, is continuallyamended and changed. New developments are emerging in management accounting and control, and new instruments arebeing developed for financial management. The course gives students an update on current issues in accounting (financialaccounting / management accounting and control) and finance

Course Objectives

* To become acquainted with selected contemporary issues of corporate finance, management accounting, and financialaccounting. * To examine examples of current issues that change according to the level of management accounting and controlestablished in a company. * To understand how management accounting and control is affected by current developments, such as capital-marketorientation. * To become acquainted with the specific tasks of a CFO with regard to different functions (financial accounting,management accounting and control, and financial management).

Course Outcomes

Upon completion of this course, the students will have an enhanced understanding of and insight into selected current issuesin accounting and finance. Participants of the course will acquire further specialist know-how which qualifies them for a firstmanagement role in the field of Finance and Accounting.

Literature

Recommended: Â?Anthony, R.N./Govindarajan, V.: Management Control Systems. International edition, 11th ed., McGrawHill 2007.Recommended: Â?Brealey, Richard A. / Myers, Stewart C.: Principles of Corporate Finance, 6th ed., McGraw-Hill 2007Recommended: Â?Chapman, C.S./Hopwood, A.G./Shields, M.D. (eds.): Handbook of Management Accounting Research,Volume 1 and 2, Elsevier 2007Recommended: Â?Chew, Donald H.: The New Corporate Finance: Where Theory Meets Practice, 3rd ed., McGraw-Hill 2001Recommended: Â?Groot, T./Lukka, K.: Cases in Management Accounting. Current Practices in European Companies,Pearson Education 2000Recommended: Â?Innes, J.: Handbook of Management Accounting, 3rd edition, Elsevier 2004Recommended: Â?Kaplan, R.S./Atkinson, A. A.: Advanced Management Accounting. International edition, 3rd ed., PrenticeHall 1998Recommended: Â?Koller, Tim / Goedhart, Marc / Wessels, David: Valuation. Measuring and Managing the Value ofCompanies, 4th ed., Wiley & SRecommended: Â?Merchant, K.A. / Van der Stede, W.A.: Management Control Systems. Performance measurement,evaluation and incentives, Prent


Preparation (For preparation the students should aim for a fundamental understanding of the relevant literature) (in hours) 15


Post processing (The post processing time is needed for reviewing the contents of the lectures and preparing for theassignment) (in hours) 27

Hours total: 60

Page 1 of 2

Course Description

Current Issues in Accounting & FinanceCourse No.: ACCO470

Evaluation

Continuous Assessment: (100%)The continuous assessment requires a written and presented team assignment and, including discussion


Guest speakers from companies are a crucial element of the course. The guest speakers are managers with whom thestudents discuss the specific topics. e.g., a CFO will discuss with students his/her functions a managing director of a SME willdiscuss the role of management accounting and control in SME. Furthermore, case studies will help the students to betterunderstand the current issues being introduced. Both case studies and guest speakers are preceded by lectures laying thefoundation for these two elements. In addition, students have to write a paper on a specific current issue in accounting andfinance.

Content

The content of the course will be based on state-of-the-art topics discussed in scientific and practical forums. The following listof contents reflects a variety of possible issues that could be discussed.

1. International Issues of Corporate Governance

* International Financial Markets * Investor Protection * Ownership and Control in Europe / North America / Asia 2. Corporate Valuation

* Principles of valuing businesses * Discounted Cash Flow, Valuation with Multiples * Do fundamentals really drive the stock price? * Valuation case study 3. Entrepreneurial Finance

* The Business Plan * Financing New Ventures * Valuation of New Ventures 4. Current issues in Management Accounting and Control

* Behavioral management accounting and control * Controllership under IFRS * Capital-market orientation and management accounting and control 5. Current issues in Financial Accounting

* New IFRS, new statements by the IFRIC, and new exposure drafts (ED) - Current development concerning recognition of IFRS by SEC



Page 2 of 2

Course Description

International Marketing CommunicationsCourse No.: MAR451



Credit Points: 4



Course Description

Differences between International Marketing and Marketing in general lie in the scope and the nature of the field of activity.Based on a general understanding of marketing strategies and tools, acquired in the Marketing Strategy and Planning course,this course will address the use of marketing communication tools in an international context. A lack of market orientation andconsideration for cultural differences can result in marketing failures. Cultural differences mean that marketing communicationtools need to be adopted and sometimes changed radically.

Course Objectives

* To outline the role, nature and diversity of marketing communications and the relevant associated theory * To develop an understanding of circumstances, conditions and environments in which international marketingcommunication occurs * To discuss the direction, purpose and overall orientation of an organizations international communication activities, withregard to its products/services and overall organization * To introduce the various tools of the marketing communication mix and associated media * To illustrate various concepts and tools by analyzing real life cases

Course Outcomes

Upon completion of this course, the participants should have developed an enhanced understanding of the use of marketingcommunication tools in an international environment; they should be able to identify the key challenges companies may faceand be able to develop recommendations with respect to designing an effective international communication mix. Due to thecritical analysis of case studies and examples as part of the lecture the students will be able to apply their knowledge in aprofessional environment.

Literature

Recommended: Â?Armstrong, G., Kotler, P.: Marketing Â? An Introduction, 8th ed., Pearson, 2007Recommended: Â?Blythe, J.: Essentials of Marketing Communications, 4th ed., Prentice Hall, 2006Recommended: Â?Egan, J.: Marketing Communications, Thomson, 2007Recommended: Â?Fill, C.: Marketing Communications, 4th ed., Prentice Hall, 2006,




Post processing (The post processing time is needed for preparation for the final examination as well as for the preparation of (in hours) 45

Hours total: 120

Evaluation

Exam (70%)A 90 minute written test dealing with all aspects of the lectures, the assignments and the relevant literature.

Continuous Assessment: (30%)The Continuous Assessment requires a written team assignment and presentation in class, including discussion.

Page 1 of 2

Course Description

International Marketing CommunicationsCourse No.: MAR451


This course will be conducted in the form of lecturing seminars, including case studies, group discussions and students'presentation of assignments.

Content

1. Introduction to International Marketing Communications

* Concept of international marketing and the role of communication * Communication theory * International communication industry 2. Contexts and Strategies of International Marketing Communications

* Marketing communication strategies and planning * Importance of brands in international marketing communications * Internal marketing communications in an international environment 3. Applications and Methods of International Marketing Communications

* Advertising * Direct marketing * Public relations * Sales promotion * Online marketing communications * Further methods and applications of marketing communications



Page 2 of 2

Course Description

Management Accounting & ControlCourse No.: AFM310

Course Coordinator: Prof. Dr. Hans Olaf Warning


Credit Points: 5



Course Description

Having specified a company's strategic goals managers face the challenge of implementing these strategies. Managementaccounting and control support and safeguard the implementation of strategies on the basis of key performance indicatorsaddressing financial and non-financial/operational aspects. Based upon the course Management and Cost Accounting, with itsfocus on measuring and managing costs, students will deepen their knowledge of the management accounting and controlfunction. In addition, they will become familiar with the relevant concepts and instruments of the function (e.g., financial driversmeasured by the economic value added, customer drivers measured and managed by the customer lifetime value).

Course Objectives

-To acquire an in-depth understanding of how management accounting and control help to implement strategies and how it isembedded in the management functions.-To understand that management accounting and control is not only about financial measures and concepts exemplified bythe concept of the Balanced Scorecard.-To understand how differently profitability can be measured and to learn the elements of comprehensive value-basedmeasurement and management.-To understand that financial aspects and drivers are just a starting point to management accounting and control that shouldbe supplemented by operational aspects and drivers. -To learn different management accounting and control concepts forfinancial and non-financial/operational aspects and how to apply them

Course Outcomes

Upon completion of this course, the students will have an enhanced understanding and insight into applying managementaccounting and control for implementing strategic goals. Therefore, they will not only know how to measure financial successproperly and identify financial drivers, but also be able to relate them to operational drivers, e.g., customer drivers, processdrivers. The students will recognize that all activities have to be somehow linked to the strategic goals and how managementaccounting and control can support this. Thus students will have the knowledge of concepts and instruments generalmanagers have to understand and to master

Literature

Recommended: Anthony, R.N. / Govindarajan, V.: Management Control Systems. International edition, 11th ed., McGraw Hill2007Recommended: Blazek, A. / Deyhle, A. / Eiselmayer, K.: Controlling and the Controller. Management Accounting, BusinessPlanning, Management bRecommended: Kaplan, R.S. / Cooper, R.: Cost and Effect: Using Integrated Cost Systems to Drive Profitability andPerformance, McGraw-HillRecommended: Kaplan, R.S. / Norton, D. P.: Using the Balanced Scorecard as a strategic management system, in: HarvardBusiness Review, Vol. 7Recommended: Horngren, C.T. / Bhimani, A. / Datar, S.M. / Foster, G.: Management and Cost Accounting, 3rd ed., PrenticeHall 2004Recommended: The Balanced Scorecard Collaborative (ed.): A Balanced Scorecard Hall of Fame Profile: Hilton HotelsCorporations. Balanced ScorRecommended: Young, S.D. / O?Byrne, S. F.: EVA and Value-Based Management. A Practical Guide to Implementation,McGraw-Hill 2001Recommended: Walsh, C.: Key Management Ratios. The clearest guide to the critical numbers that drive your business, 4thed., Prentice Hall 20


Preparation (For preparation the students should acquaint themselves with the relevant literature and study the basics of the

Page 1 of 2

Course Description

Management Accounting & ControlCourse No.: AFM310

co (in hours) 45



Hours total: 150

Evaluation

Continuous Examination (30%)The Continuous Examination requires a written and presented team assignment during the semester




Content

The Management Accounting and Control Function -The management accounting and control function in general-Management accounting and control for implementing strategies-The role of the management accountant/controller2.The Balanced Scorecard as a Comprehensive Concept for Management Accounting and Control-The origin of the Balanced Scorecard and reasons for its development-Developing a Balanced Scorecard-Different types of Balanced Scorecard -Practice examples for different types of Balanced Scorecards3.Measuring and Managing the Financial Performance - Concepts and Instruments-Review of basic financial statements and important ratios-Accounting profit versus economic profit-Economic profit measured by Economic Value Added (EVA)-Major Accounting Adjustments for calculating the EVA-The EVA-financial driver tree-Value-based measurement versus value-based management-Cost accounting systems as one prerequisite for measuring and managing financial performance-Marginal costing analysis and reporting: Direct costing4.Drivers of Financial Performance - Concepts and Instruments-Linking financial drivers to operational drivers-Customer-related drivers of financial performance -Process-related drivers of financial performance



Page 2 of 2

Course Description

Current Issues in MarketingCourse No.: CIMK100



Credit Points: 2



Course Description

Marketing Management is a constantly evolving field. Structural changes in the economy, demographic change, and new andevolving information and communication technologies are just some areas to be mentioned in that context. The course isdesigned to give students an update on current trends and issues relevant for Marketing Management

Course Objectives

* To become acquainted with selected contemporary issues of Marketing Management * To develop an in-depth understanding of concepts discussed in marketing courses and to enable students to apply theseconcepts To understand how marketing management is affected by current developments such as demographic change

Course Outcomes

Upon completion of this course, the students will have an enhanced understanding and insight into the selected current issuesin marketing management. They will have learned how to tackle real life marketing issues by linking them back to the conceptsdiscussed in the respective marketing courses

Literature

not specified


Preparation / For preparation the students should aim for a fundamental understanding of the relevant literature (in hours) 15


Post processing / The post processing time is needed for reviewing the contents of the lecture, and preparing the teamassignmen (in hours) 27

Hours total: 60

Evaluation



Guest speakers from companies are one crucial element of the course. The guest speakers are managers with whom thestudents discuss the specific topics. Furthermore, case studies will help the students to better understand the current issuesbeing introduced. Both case studies and guest speakers are preceded by lectures laying the foundation for these twoelements. In addition, students have to write a paper on a specific current issue in Marketing Management

Content

The content of the course will be based on state-of-the-art topics discussed in scientific and practical forums. The following listof contents reflects a variety of possible issues that could be discussed.

Page 1 of 2

Course Description

Current Issues in MarketingCourse No.: CIMK100

1. Marketing Strategy and Planning

* New marketing strategies (e.g., guerrilla marketing, viral marketing) * Critical assessment of innovative products in the market * Stereotyping in Advertising 2. Consumer Behavior

* Demographic change and its impact on marketing management * Impact of new technologies on consumer behaviour * Consumerism * Ethical issues in marketing 3. Marketing Research

* Opportunities for new technologies in marketing research * Data protection Link between marketing research and profitability


There is no fixed reading list for this course. A reading list will include a selection of recently published articles and will beprepared for each new course.

Publications covering relevant basic marketing concepts comprise, among others:

* Armstrong, G., Kotler, P.: Marketing - An Introduction, 8th ed., Pearson, 2007, ISBN 978-0131865914. * Churchill, G.A.: Basic Marketing Research, 6e, Thomson 2007. * Fill, C.: Marketing Communications, 4th ed., Prentice Hall, 2006, ISBN 0-273-68772-7. * Monroe, K. B.: Pricing: making profitable decisions, 3rd. ed., McGraw/Hill, 2003, ISBN 978-0071198608. * Schiffmann, L.G. / Kanuk, L.L.: Consumer Behaviour, 9th ed., Prentice Hall 2006, ISBN: 0131869604.

Relevant business newspapers, periodicals, and academic journals include, among others:

* Absatzwirtschaft * European Journal of Marketing * Financial Times * International Journal of Research in Marketing * Journal of Advertising * Journal of Consumer Research * Journal of Marketing * Journal of Marketing Research * Marketing ZFP Werbung und Verkaufen

Page 2 of 2

Course Description

International Human Resource ManagementCourse No.: HRM400



Credit Points: 4



Course Description

The study of human resource management in an international and comparative context has become important due to theinternationalization of the global economy, the development of pan-national regulatory bodies and the increased dominance ofmultinational enterprises and global supply chains.

This course introduces the key concepts of International Human Resource Management (IHRM). It teaches students thepolicies and practices of IHRM as reflected in current research. The course develops an understanding of IHRM policy andpractice through extensive description of practical examples from around the world and enhances knowledge and awarenessof the importance of national differences in the conduct of IHRM and the use of that knowledge and awareness in the planningand development of IHRM policies and practices.

Course Objectives

* Acquire an understanding of the complexities of managing human resources in international business organizations. * Examine the key aspects of international human resource management. * Learn of the different aspects of international human resource management and evaluate their respective implications formanaging people effectively. * To be able to describe and give examples of how effective IHRM policies and practices lead to international businesssuccess; * To be able to compare and contrast varying approaches to IHRM policies and practices. * Develop students planning, and communication skills, and enhance social relationships.

Course Outcomes

By the end of the course students should be able to define and illustrate the key components of international human resourcemanagement and explain the role national differences make in the practice of IHRM. They will have acquired the knowledgeand they will be able to apply tools required for managing human resources in multinational companies.

Literature

Recommended: Â?Briscow, D.R. / Schuler, R.S.: International Human Resource Management: Policy and Practice for theGlobal Enterprise, 2nd Recommended: Â?Dowling, Peter J. / Welch, Denise E.: International Human Resource Management, 4th ed., Thomson 2004Recommended: Â?Harris, Hilary / Brewster, Chris / Sparrow, Paul: International Human Resource Management, CharteredInstitute of PersonnelRecommended: Â?Harzing, Anne-Wil K. / Ruysseveldt, Joris v.: International Human Resource Management, 2nd ed., Sage2004Recommended: Â?Scullion H. / Lineham, M.: International Human Resource Management. A Critical Text (Management,Work and Organisations), PRecommended: Â?Tayeb, M.H.: International Human Resource Management: A Multinational Companies Perspective, OxfordUniversity Press 2004Recommended: Â?Vance, C.M. / Paik, Y.: Managing a Global Workforce: Challenges and Opportunities in InternationalHuman Resource Managemen




Post processing (The post processing time is needed for the preparation of the final examination as well as for the preparation

Page 1 of 2

Course Description

International Human Resource ManagementCourse No.: HRM400

(in hours) 60

Hours total: 120

Evaluation

Exam (70%)Will be a 90 minutes written test with open questions dealing with all aspects of the lecture and the relevant literature

Continuous Assessment: (30%)The Continuous Assessment requires a written and presented team assignment, including discussion


Teaching methods for this course include a lecture, experiential exercises, case study analyses, videos, role play, and groupwork.

Content

not specified


not specified

Page 2 of 2

Course Description

Intermediate Financial ManagementCourse No.: FM460



Credit Points: 4



Course Description

The field of Corporate Finance is relatively complex, and it is undergoing constant change in response to shifts in economicconditions. This course aims to develop the understanding of advanced practices of Financial Management and theirapplication to decision making in companies. The course is one of the electives concerning Accounting and Finance and buildson the introductory Financial Management course, which is mandatory for all students. Topics covered include a deeper insightinto the relationship between risk and return, the fundamentals of options and their application in Corporate Finance, theprocedures of raising capital, a discussion of the capital structure decision, and an overview of Risk Management andFinancial Engineering. Whenever applicable, the course refers to the international angle of Financial Management.

Course Objectives

* To develop an in-depth understanding of the relationship between risk and return and its application in Corporate FinanceTheory. * To understand the international angle of Corporate Finance. * To be able to employ techniques of capital budgeting, using weighted average cost of capital. * To become familiar with the procedures of selling securities to the public in order to raise capital. * To understand and be able to discuss the capital structure decisions of a company. * To become acquainted with, and be able to apply, techniques of financial risk management.

Course Outcomes

Upon completion of this course, the participants will have enhanced their skills related to the financial decision-making processin a business firm. Students will be equipped with the knowledge and the skills required for the role of a financial manager.Besides they will be trained for starting a career in the financial advisory industry.

Literature

Recommended: Â?Ross, Stephen A. / Westerfield, Randolph W. / Jordan, Bradford D.: Fundamentals of Corporate Finance,8th ed., McGraw Hill Recommended: Â?Brealey, Richard A. / Myers, Stewart C.: Principles of Corporate Finance, 6th ed., McGraw-Hill 2007Recommended: Â?Brigham, Eugene F. / Daves, Phillip R.: Intermediate Financial Management, 9th ed., Thomson 2007Recommended: Â?Megginson, William L. / Smart, Scott B. / Gitman, Lawrence J.: Corporate Finance, 2nd ed., Thomson2007


PreparationFor preparation the students have to acquaint themselves with the relevant literature and study the basics of thecou (in hours) 20


Post processing (Post processing time is needed for the preparation for the final examination, as well as for the preparation of (in hours) 55

Hours total: 120

Evaluation

Exam (70%)A 90 minutes written test with open questions dealing with all aspects of the lecture, the assignments and the relevantliterature.

Page 1 of 2

Course Description

Intermediate Financial ManagementCourse No.: FM460

Continuous Assessment: (30%)The Continuous Assessment requires a written mid-term test.


This course will be conducted in the form of lecturing seminars, including case studies, discussions in class, and assignments.

Content

1. An Overview of Financial Management and International Corporate Finance

* Managerial actions to maximise shareholder wealth, market value vs. intrinsic value * Agency relationships, conflicts between stockholders and managers, stockholders and creditors, incentives * International Financial Markets 1. Risk, Return and the Security Market Line

* Capital market efficiency * Historical records, expected returns and variances * Systematic and Unsystematic Risk * Portfolios, Diversification and Value Additivity * Introduction to the Capital Asset Pricing Model 2. Options and Corporate Finance

* Puts and Calls and the Fundamentals of Option Valuation * Equity as a call option on the firm's assets 3. Capital Budgeting and Risk in an International Context

* Company and project Cost of Capital * Measuring Cost of Equity and Cost of Debt, Weighted Average Cost of Capital * International capital budgeting 4. Raising Capital

* Selling securities to the public: the basic procedure * IPO's and Underpricing * Costs of issuing securities * Offering rights and the value of a right * Dilution 5. Financial Leverage and Capital Structure Policy

* The capital structure question, the leverage effect * The Modigliani Miller Propositions * Observed capital structures 6. Risk Management: An Introduction to Financial Engineering

* Hedging and price volatility * Managing financial risk * Hedging with Forwards, Futures and Swaps



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Course Description

Intermediate Management Accounting & ControlCourse No.: ACCO460



Credit Points: 4



Course Description

Dependant upon having taken Management Accounting and Control this course specifies and deepens the knowledge of thatbusiness function. It is crucial to understand the different possible roles of management accountants/controllers in anorganization. Therefore, students will become familiar with different functional models and potential internal "competitors" ofcontrollers in larger organizations. Planning is an important function within management accounting and control. There havebeen new developments not only within budgeting, but also with regard to strategic planning and the controllers' role instrategic planning. The course will deal with these new developments. In addition, new management accounting and controlconcepts will be introduced and discussed. Furthermore, for taking on the role of business partners, controllers have to masterstructured problem solving and the communication/reporting of results. Finally, management accounting and control issupposed to drive change in organizations. Therefore, it has to be related to change management and how it contributes to it.

Course Objectives

* To acquire an in-depth understanding of the different roles of management accountants/controllers in organizations. * To learn different approaches to planning as a crucial management accounting and control function and when to applywhich approach. * To understand new concepts in management accounting and control and how they extend the perspective of alreadyexisting concepts. * To learn how to apply structured problem solving and how important it is for successful controllership. * To understand how management accounting and control contributes to managing change in organizations.

Course Outcomes

Upon completion of this course, the students will have reached an intermediate level of knowledge of management accountingand control by focusing on the different roles of controllers, the planning functions, new aspects in the field, and the necessarymethods for successful controllership to support the implementation of the company's goals. The students will gain additionalmethodical skills by applying structured problem solving using data generated by management accounting and control.Students of the course will acquire further specialist know-how which qualifies them for a leading role in the field ofmanagement accounting and control.

Literature

Recommended: Â?Anthony, R.N. / Govindarajan, V.: Management Control Systems. International edition, 11th ed., McGrawHill 2007Recommended: Â?Chapman, C.S. / Hopwood, A.G. / Shields, M.D. (eds.): Handbook of Management Accounting Research,Volume 1 and 2, Elsevier Recommended: Â?Innes, J.: Handbook of Management Accounting, 3rd edition, Elsevier 2004.Recommended: Â?Kaplan, R.S. / Atkinson, A. A.: Advanced Management Accounting. International edition, 3rd ed., PrenticeHall 1998Recommended: Â?Kaplan, R.S. / Cooper, R.: Cost and Effect: Using Integrated Cost Systems to Drive Profitability andPerformance, McGraw-HiRecommended: Â?Luecke, R.: Managing Change and Transition, Harvard Business School press 2003.Recommended: Â?Minto, B.: The Pyramid Principle, 3rd ed., Prentice Hall 2002Recommended: Â?Groot, T. / Lukka, K.: Cases in Management Accounting. Current Practices in European Companies,Pearson Education 2000.Recommended: Â?Merchant, K.A. / Van der Stede, W.A.: Management Control Systems. Performance measurement,evaluation and incentives, Prent


Page 1 of 2

Course Description

Intermediate Management Accounting & ControlCourse No.: ACCO460




Hours total: 120

Evaluation

Exam (70%)A 90 minutes written test with open questions dealing with all aspects of the lecture, the assignments and the relevantliterature.

Continuous Assessment: (30%)The Continuous Assessment requires a written team assignment and presentation in class, including discussion.



Content

1. The Role of the Management Accountant/Controller

* Management accountants'/controllers' associations and their functional models: Differences in the functional models andtheir rationale * The management accountant/controller in large organizations and internal "competitors" (e.g., financial accountants,auditors, internal consultants) 2. Planning and Budgeting - Different Approaches

* Traditional budgeting and its criticism * Beyond budgeting and its prerequisites * Better / advanced budgeting * The controllers' role in strategic planning * Organizing strategic planning: Strategic planning processes * Linking strategic planning and budgeting 3. New Aspects in Management Accounting and Control

* Cash value added versus economic value added * Target costing * Life-cycle costing * The management and control of intangibles 4. Structured Problem Solving and Communication as Prerequisites for Successful Controllership

* Structured problem solving within controllership, especially within the control cycle * Methods of structured problem solving (e.g., logic trees) * Communication/reporting of the results of structured problem solving 5. Management Accounting and Control as a Driver of Change in Organizations

* Typology of change * Phases of change * Management accounting and control within different phases of change



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Course Description

International Accounting according to IFRSCourse No.: ACCO450

Course Coordinator:


Credit Points: 4



Course Description

In 2005, as many as 7,000 listed companies in the European Union, plus many other countries such as Russia, Australia,South Africa and New Zealand, produced their annual financial statements in compliance with a single set of international rules- International Financial Reporting Standards (IFRS). Many others will do so either immediately or over time to conform to whatis clearly becoming the new global standard. In this course, students get a detailed understanding of the IFRS standards.Students are guided through all relevant areas of international financial accounting including assets, liabilities, equity, revenuesand expenses. Based upon this knowledge they are then able to interpret IFRS financial statements to evaluating anorganization's financial performance.

Course Objectives

* To develop an understanding of the principles and the framework of IFRS * To understand the origin of the international accounting standards and the major differences to major local reportingregulations * To learn techniques for extracting the key requirements from standards, and guidance on interpretation and practicalapplication of the standards * To acquire the skills to interpret financial statements, especially. the balance sheet, the profit and loss statement and thecash flow statement of a company using IFRS * To become familiar with imminent changes of IFRS

Course Outcomes

Upon completion of this course, students will have a detailed understanding of International Financial Reporting Standards anda solid foundation of techniques of preparing and interpreting financial statements. The course will train students for both aspecialist career in accounting and a role in general management.

Literature

Recommended: Â?Alexander, David / Jorissen, Ann / Britton, Anne: International Financial Reporting and Analysis, 3rd ed.,Thomson 2007Recommended: Â?Epstein, Barry J. / Jermakowicz, Eva K.: Wiley IFRS 2007, Interpretation and Application of InternationalFinancial ReportiRecommended: Â?Palepu, Krishna G. / Healy, Paul M. / Bernard, Victor L. / Peek, Eric: Business Analysis and Valuation:Using Financial StaRecommended: Â?Stolowy, Herve / Lebas, Michael J.: Financial Accounting and Reporting. A global perspective: A GlobalPerspective, 2nd ed.Recommended: Â?Van Greuning, Hennie: International Financial Reporting Standards: A Practical Guide, 4th ed., The WorldBank 2006





Hours total: 120

Evaluation

Page 1 of 2

Course Description

International Accounting according to IFRSCourse No.: ACCO450

Exam (70%)A 90 minute written test with open questions dealing with all aspects of the lecture, the assignments and the relevant literature.

Continuous Assessment: (30%)The Continuous Assessment requires a written mid-term test during the semester.



Content

1. Framework, Theory and Regulation

* Accounting theory and conceptual frameworks * International accounting differences, the process of harmonization * Current entry values, current exit value and mixed values 2. Annual Financial Statements

* Fixed (non-current) tangible assets * Intangible assets * Impairment and disposal of assets * Leases * Inventories and construction contracts. * Financial instruments * Revenue and revenue recognition * Provisions, contingent liabilities and contingent assets * Income tax * Employee benefits * Cash Flow Statements 3. Consolidated Accounts

* Consolidated Financial Statements * Group accounts * Accounting for business combinations * Special purpose enterprises * Joint ventures 4. Financial Analysis

* Interpretation of financial statements * Elements of non-comparability in financial statements * Techniques of financial analysis



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Course Description

International EconomicsCourse No.: INTECO100



Credit Points: 4



Course Description

From the beginning of recorded history, people have traded over large and steadily increasing distances. The scale ofinternational trade expands every year. Today's economic world is small and communication is incredibly fast. The courseintroduces the main theories of trade which explain the reasons for trade, shows how trade is organized and analyzes hownational economic policies are affected

Course Objectives

* To develop an in-depth understanding of the reasons for trade. * To familiarize students with the most important trade models. * To analyze the advantages and disadvantages of free trade compared to protectionism. * To develop an understanding of why governments impose trade barriers. * To learn about the organization of trade and the different international trade agreements. * To become acquainted with a country's balance of trade and exchange rates. To understand the interdependent effects of the state of a national economy and international trade

Course Outcomes

Upon completion of this course, the participants will have developed an understanding of the theories and policies ofinternational trade. They will be able to interpret the interdependent influences of national and international economic factorsand analyze the respective economic policies. Besides improving analytical skills of students, the course has a very practiceoriented function: they will understand how these factors can influence the environment of an enterprise in a globalized world

Literature

Recommended: Case, Karl E., Fair, Ray, C. Principles of Macroeconomics, 8th ed., Prentice Hall 2007Recommended: Collinge, Robert A., Ayers, Ronald M., Economics by Design, 3rd ed., Pearson 2006Recommended: Krugman, Paul R., Obstfeld, Maurice, International Economics, 5th ed., Theory and Policy, Pearson 2006Recommended: Mankiw, Gregory N., Taylor, Mark P., Economics, 1st ed., Thomson Learning 2006





Hours total: 120

Evaluation

Continuous Assessment (30%)The continuous assessment requires a written and presented teamassignment, including discussion

Exam (70%)A 90 minute written module exam with open questions dealing with all aspects of the lecture, the assignments and the relevantliterature

Page 1 of 2

Course Description

International EconomicsCourse No.: INTECO100



Content

Economic Trade Models

* The Gravity Model * The Model of Comparative Advantage * The Heckscher-Ohlin-Theorem * The Specific Factor Model * Other Explanations for Observed Trade 2. Trade Barriers

* Tariffs, Export Subsidies, Quotas and other Non-tariff Barriers * The Trade Effects of Trade Barriers * Protectionism vs. Free Trade 3. Economic Integration

* International Trade Agreements (WTO) * Free Trade Zones * Custom Union 4. Open-Economy Macroeconomics

* Equilibrium in an Open Economy * Macroeconomic Policy Goals in an Open Economy * The Balance of Payment * Flexible Exchange Rates * Factors that Affect Exchange Rates * The Effects of Exchange Rates on the Economy 5. World Monetary System since 1900

* Gold Standard * The Bretton Woods System The Euro and Economic Policy in the Euro Zone


Additional reading material from business newspapers, periodicals and academic journals and papers will be provided duringthe course.

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Course Description

International Service ManagementCourse No.: INTSM401

Course Coordinator:


Credit Points: 4



Course Description

There is no doubt that most of the developed countries have entered the service era. While in 1950, employment in servicesaccounted for 50 percent of the workforce in the United States, today, the service sector employees about 8 of every 10workers.

At the same time we all have seen in the last 5 to 10 years the enormous impacts that globalization has had on ourprofessional as well as on our private lives. The best way to imagine these impacts is to glance at some astonishing numbers,which characterize the actual trends in globalization, and compare them with something familiar: Some 245.000 Indians arecurrently answering in the call centers in Bangalore or Hyderabad phones from all over the world. This is roughly the numberof the employees of Deutsche Telekom (243.000) or Nestle (250.000). In 2005 an estimated amount of 400.000 U.S. taxreturns were done in India, what is comparable to doing the tax reports for all DaimlerChrysler employees (382.000).

While services gain importance in our economies, the internationalization of these services also increases. Services countstoday for over 20% of world trade, representing $1.3 trillion annually. Countries like the United States or Spain, with heavilynegative balances of trade, have significant surpluses (USA $50bn; Spain $30bn) in services.

The course is designed to offer students the opportunity to deal with complex problems in the field of international servicemanagement and to use all the information and management tools for the solution, especially with regard to theinterdependencies between different aspects. Students will see 4 different cases of service companies, acting in internationalenvironments, which will help to understand the practical challenges of international service management. They will work ingroups and develop an own service internationalization project. The examples will represent real service companies, currentlythinking about the entrance in new foreign markets. Following the generic procedure, the working groups will prepare step bystep the necessary documentation to convince the boards of their companies to invest in their internationalization project. Therespective presentation will be presented at the end of the course in a plenary session

Course Objectives

* To familiarize the participants with the specific challenges of offering services in an international environment. * To provide students with the specific tools and the necessary understandings to be successful in offering servicesinternationally. To be able to develop a service internationalization project

Course Outcomes

After attending the course, the participants will be able to apply their theoretical knowledge in service management and solvingservice related problems by modern service management methods. With its comprehensive and multidisciplinary approach,this course enables students to further develop their analytical problem solving skills as well as methodological competencesand social skills

Literature

Recommended: Ball, D.A. / McCulloch, W.H. et al.: International Business: The Challenge of Global Competition, 10th ed,McGraw-Hill 2006Recommended: Klein, N.: No Logo, Flamingo 2001Recommended: Clissold, T.: Mr. China, Constable and Robinson 2004Recommended: Friedman, T.L.: The World is Flat, Thorndike Press 2005Recommended: Mahajan, V. / Banga, K.: The 86% Solution, Wharton School Publishing 2006Recommended: Hill, C.W.L.: International Business, 6th ed. McGraw-Hill 2007Recommended: Wild, J.J. / Wild, K.L. / Han, J.C.Y.: 3rd ed., International Business, Prentice Hall 2006Recommended: ·Johnston, R. / Clark, G.: Service Operations Management, 2nd ed., Prentice Hall 2005

Page 1 of 2

Course Description

International Service ManagementCourse No.: INTSM401




Post processing (The post processing time is required to work on the preparation of the continuous assessment. Also studentshav (in hours) 60

Hours total: 120

Evaluation

Continuous Assessment (100%)The Continuous Assessment requires a written project paper that is presented (group work).


The learning objectives will be achieved by the discussion of theoretical as well as practical tenets of integrated servicemanagement. Additionally exercises, case works, role play, and group work will strengthen the students' ability to understandthe challenges of the internationalization of services

Content

1. Introduction

* Analyzing the special implication of an every day globalized business environment on the service sector * Revising the basic strategic concepts and their adaptation to the specific circumstances of service business. 2. Define the Business

* Examples from three different service industries * Understand the business and the core strategy of the chosen example 3. Multinational Service Groups

* Challenges concerning organizational structure, process design or human resource management in Multinational ServiceGroups * Executive in multinational or global service groups 4. Transforming a multinational company into a global player

* Global integration * Operating global networks * Inherent difficulties 5. The Bottom of the Pyramid - Services in Emerging Markets

* Business opportunities in emerging countries * Offering adequate products and services in developing countries 6. Summary and Final Discussion

* Final discussion on the different phases of the international business development of a service provider Being yet a global player, where can we find further growth?


Additional literature as the instructor may recommend during delivery of the course The instructor will provide additional detailsabout this course directly to students taking it. Furthermore URLs in class webpages, content related internet websites

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Course Description

Sales & DistributionCourse No.: SAD100



Credit Points: 4



Course Description

The purpose of this course is to provide the students with an understanding of the relevance of sales and distribution concepts- the core issue of marketing. The students will be taught different approaches of how to overcome the distance betweenproducer and consumer. Besides theoretical knowledge about the sales and distribution channels, channel management,logistics, and selling, decision-making options will be discussed basing upon selected sales and distribution cases in practice

Course Objectives

* To become acquainted with a systematic approach towards distribution and sales. * To develop a deep understanding of what is the distance between the producer and the consumer, i.e. channel functionsand channel services required and offered by intermediaries and other players. * To provide an understanding of the strategic point defining channel power, channel control, and channel management -including make-or-buy implications leading to direct or indirect sales. * To become acquainted with sales methods, sales systems, and sales types, hence the toolbox of indirect and direct salesas well as channel design such as wholesales, retail, but also personal selling, mail order or e-commerce. * To develop an understanding the relevance of physical distribution, logistics, and the supply chain including warehousingand transport optimization issues. * To show the latest digital technology based 1:1 marketing and its benefits for Direct Sales - a case study basing upon theinstructor's research will be presented. To explain why all marketing is nothing without selling and closing - the moment of truth in marketing and sales, including thecritical After Sales & Service component

Course Outcomes

Upon completion of this course, the participants should have developed an enhanced understanding and insight into theoryconcepts of sales and channel management and physical distribution management as well as samples and cases in businesspractice

Literature

Required: Armstrong, Gary / Kotler, Philip: Marketing: An Introduction, 7th ed., Prentice Hall 2004Recommended: Blythe, Jim: Essentials of Marketing, 3rd ed., Financial Times, Prentice Hall 2005Recommended: Coughlan, A. T., Anderson, E., Stern, L.W. & El-Ansary, A.I. : Marketing Channels, 7th ed., Prentice-Hall 2006Recommended: McNeill, R.G. & Crotts, J.C.: Selling Hospitality: A situational approach, Thomson 2006Recommended: Rosenbloom, B.: Marketing Channels. 7th ed., Thomson South-Western 2004Recommended: Stock, James R. / Lambert, Douglas M.: Strategic Logistics Management, 4th ed., Mc Graw-Hill 2001





Hours total: 120

Evaluation


Page 1 of 2

Course Description

Sales & DistributionCourse No.: SAD100

Exam (70%)A 90 minute written exam with open questions dealing with all aspects of the lecture, the assignments and the relevantliterature



Content

Introduction

2. The ‘Distance' Problem between the Producer and the Consumer

3. Channel Functions, Channel Services, and Channel Players

* Functions and Services Required * Intermediaries and Service Partners 4. Strategic Channel Management

* Channel Power and Channel Control * Direct vs. Indirect Sales: Make-or-Buy Considerations 1. Sales Channels

* Sales Methods, Systems, and Types * Indirect Sales * Direct Sales 2. Physical Distribution

* The Role and Relevance of Logistics * Materials Management and Physical Distribution Management * Order Processing * Transportation * Warehousing * Materials Handling * Managing Materials Flow and Inventory * Supply Chain Management 3. Direct Sales, Personal Selling, Sales Force Management, and the After Market

* Direct Marketing and Advanced 1:1 Communications (including 1:1 Case Study) * Personal Selling and the Act of Closing * Indoor and Outdoor Sales Force Management * After Sales & Service Considerations 4. Case Study "Sales and Distribution of a C Articles Manufacturer"



Page 2 of 2

Course Description

German I-Beginners LevelCourse No.: GER100



Credit Points: 5



Course Description

This course is designed for students without any background knowledge of German.

Preparatory lessons present the basic elements of German grammar and the essential German vocabulary. Course materialsconsist of a textbook, exercises and computer software. Equal emphasis is placed on speaking, listening, reading and writingGerman.

Course Objectives

* to understand and use familiar everyday expressions and very basic phrases * to read and generally understand short and easy texts from the industry, such as tourist brochures, hotel descriptions, etc. * to write short texts and fill in forms with personal details (name, nationality etc.) * to use the following grammar: present tense and present perfect of regular and some irregular verbs, nouns and articles,adjectives and adverbs, pronouns, time & date, interrogatives

Course Outcomes

Upon completion of this course, the participants should be able to express themselves on a very basic level, and understandeasy conversations and basic written information. They should also be able to compose small pieces of texts.

Literature

Required: Reimann, Monika: Grundstufen-Grammatik. Hueber-Verlag 2006Recommended: PONS Kompaktwörterbuch Deutsch als Fremdsprache. Klett 2007Required: Course book to be determined by the lecturer





Hours total: 120

Evaluation

Exam (70%) Continuous Examination (30%)


This course is conducted in the form of a lecturing seminar focussing on interactive tasks (e.g. role-plays) and writtenexercises.

Content

not specified


not specified

Page 1 of 1

Course Description

German II-Low Intermediate LevelCourse No.: GER200



Credit Points: 5



Course Description

German II is designed for students with a basic knowledge of German grammar and vocabulary. Students continue to workwith a textbook and will focus on grammar structure. Short tests throughout the course will help to evaluate progress. Theability to use the German language in everyday situations is developed using speaking exercises such as role-plays or shortpresentations.

Course Objectives

* to understand short, clear, simple messages and common announcements, relating to personal background, family,shopping, local area, employment * to communicate in situations such as ordering a meal in a restaurant, booking a holiday, trip, or flight, making a reservationfor a room etc. * to speak about living conditions, educational background, professional experience, leisure activities etc. * to write simple connected texts (e.g. e-mails) on familiar topics

Course Outcomes

Upon completion of this course, the participants should be able to express themselves on a basic level, and understandeveryday conversations and business-related simple dialogues

Literature

Required: Course book to be announced by lecturerRequired: Dreyer, Hilke / Schmitt, Richard: A practice grammar of German. Max Hueber Verlag 2006Recommended: The Oxford GermanÂ?English dictionary. (latest edition)





Hours total: 120

Evaluation

Exam (40%) Continuous Examination (30%) Oral exam: (30%)



Content

not specified


not specified

Page 1 of 1

Course Description

German III-Intermediate LevelCourse No.: GER300



Credit Points: 5



Course Description

Designed for students with an intermediate knowledge of vocabulary and structure, German III provides a review of the mostimportant grammar topics, clarifying and correcting students' most common mistakes. Besides grammar exercises, studentsare introduced to job-specific vocabulary. They develop their oral proficiency to a more advanced level by participating inrole-plays that assist them in their future professional lives. The role-plays will include job interviews, planning events, andbusiness trips. Videos and short TV sequences from German broadcasting stations introduce students to the German way oflife and the German culture to prepare those who plan to undertake an internship in a German-speaking country.

Course Objectives

* to use the German language properly in daily life as well as in straightforward professional situations * to understand easy authentic conversations in the private as well in the business context * to write an application letter and a Curriculum Vitae * to prepare a presentation on a topic related to the study programme (tourism, hospitality, events etc.)

Course Outcomes

Upon completion of this course, the participants should be prepared for a stay (e.g. for an internship) in a French speakingcountry and have the necessary skills to communicate with francophone colleagues in oral and written formats.

Literature

Required: Â?Course book to be announced by lecturerRequired: Â?Dreyer, Hilke / Schmitt, Richard: A practice grammar of German, Max Hueber Verlag 2006Recommended: Â?PONS BildwÃ¶rterbuch Deutsch, Englisch, Klett 2006Recommended: Â?The Oxford GermanÂ?English dictionary. (latest edition)





Hours total: 150

Evaluation

Exam (40%)Will be a 90-minute written examination at the end of semester, with grammar exercises and text production on course topics

Continuous Assessment (30%)2 written assignments à 15%

Project (30%)



Page 1 of 2

Course Description

German III-Intermediate LevelCourse No.: GER300

Content

not specified


not specified

Page 2 of 2

Course Description

German IV-Advanced Intermediate LevelCourse No.: GER400



Credit Points: 5



Course Description

German IV is designed for students with a sound knowledge of German grammar and vocabulary. It is composed of two parts.Part 1 addresses problem areas in German grammar. Students improve their language by doing a variety of exercises. Part 2focuses on the job-specific language needed for students' future professional lives, by working with texts and materials fromthe different industries (tourism, hospitality, events, etc.) related to students' specific study programmes. Students enrich theirvocabulary and improve their oral proficiency by giving individual and group presentations.

Course Objectives

* to discuss and comment on job-specific topics * to interact with native speakers quite fluently and spontaneously * to analyse and evaluate information from different media sources including the Internet, the press and technicalpublications * to broadly understand radio and TV news, and most films in standard language * to give presentations on topics in the field of study * to write texts on a wide range of subjects related to personal interests and studies

Course Outcomes

Upon completion of this course, the participants should have further improved their speaking and listening skills as well as theirreading and writing, particularly in the professional context. They should be able to understand and analyse texts and expresstheir opinions on topics relating to their field of studies. Finally, they should gain more confidence in giving presentations inGerman.

Literature

Required: Course book to be announced by lecturerRecommended: Luscher, Renate: Landeskunde Deutschland. Von der Wende bis heute. Hueber Verlag 2006Recommended: Â?Deutsch perfekt Â? Das aktuelle Magazin fÃ¼r Deutschlerner. Walser, JÃ¶rg [Ed.] Planegg,Spotlightverlag.Recommended: Collins Großwörterbuch für Experten und Universität. PONS (latest edition).





Hours total: 120

Evaluation

Exam (40%) Continuous Examination (30%) Oral exam: (30%)



Content

not specified

Page 1 of 2

Course Description

German IV-Advanced Intermediate LevelCourse No.: GER400


not specified

Page 2 of 2

Course Description

German VCourse No.: GER500

Course Coordinator:


Credit Points: 5



Course Description

German V is designed for students who have successfully passed German IV (upper intermediate level). It builds upon andrefines students’ existing German language knowledge emphasizing further grammar consolidation, deeper readingcomprehension, and strengthening of writing and speaking skills.

Students prepare to enrol for the Zertifikat Deutsch f?r den Beruf, granted by the Goethe-Institut Bonn. To prepare for thediploma, students are given specific exercises to train their listening, reading, writing and speaking skills and to familiarizethemselves with the format of the test.

Course Objectives

not specified

Course Outcomes

Upon completion of this course, the participants should be well prepared to cope with the requirements of the ZDfB test,offered at the Goethe-Institut in Bonn.

Literature

Required: ??Authentic source material, core texts and examination samples to be determined by lecturer





Hours total: 120

Evaluation

Continuous Examination (100%)


not specified

Content

to help students acquire German business terminology

Page 1 of 2

Course Description

German VCourse No.: GER500


not specified

Page 2 of 2

Documents

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