Studying at the University of Verona

Here you can find information on the organisational aspects of the Programme, lecture timetables, learning activities and useful contact details for your time at the University, from enrolment to graduation.

Study Plan

A.A. 2024/2025 A.A. 2023/2024 A.A. 2022/2023 A.A. 2021/2022 A.A. 2020/2021 A.A. 2019/2020 A.A. 2018/2019 A.A. 2017/2018 A.A. 2016/2017 A.A. 2015/2016 A.A. 2014/2015 A.A. 2013/2014 A.A. 2012/2013 A.A. 2011/2012 A.A. 2010/2011 A.A. 2009/2010

This information is intended exclusively for students already enrolled in this course.
If you are a new student interested in enrolling, you can find information about the course of study on the course page:

Laurea magistrale in Lingue per la comunicazione turistica e commerciale - Enrollment from 2025/2026

The Study Plan includes all modules, teaching and learning activities that each student will need to undertake during their time at the University.
Please select your Study Plan based on your enrollment year.

CURRICULUM TIPO:

1° Year 

ModulesCreditsTAFSSD
1st foreign language
9
B
L-LIN/12
9
B
L-LIN/04
9
B
L-LIN/14
9
B
L-LIN/07
9
B
L-LIN/21
2nd foreign language
9
B
L-OR/21
9
B
L-LIN/12
9
B
L-LIN/04
9
B
L-LIN/14
9
B
L-LIN/07
9
B
L-LIN/21
6
B
IUS/04
9
B
SECS-P/08
6
B
SECS-P/07
6
C
SECS-P/12
Project work o stage
9
F
-

2° Year   activated in the A.Y. 2021/2022

ModulesCreditsTAFSSD
1st foreign language
6
B
L-LIN/21
6
B
L-LIN/12
6
B
L-LIN/04
6
B
L-LIN/14
6
B
L-LIN/07
6
B
INF/01
6
C
SECS-P/11
9
B
SECS-P/08
6
B
SECS-P/07
Final exam
15
E
-
Modules Credits TAF SSD
Between the years: 1°- 2°
Further language skills
6
F
-
Between the years: 1°- 2°
12
D
-

Legend | Type of training activity (TTA)

TAF (Type of Educational Activity) All courses and activities are classified into different types of educational activities, indicated by a letter.

A Basic activities
B Characterizing activities
C Related or complementary activities
D Activities to be chosen by the student
E Final examination
F Other training activities
S Placements in companies, public or private institutions and professional associations

Strategic management applied to international markets [Cognomi A-L]  (2020/2021)

Teaching code

4S02574

Teacher

Fabio Cassia

Coordinator

Fabio Cassia

Credits

9

Language

Italian

Scientific Disciplinary Sector (SSD)

SECS-P/08 - MANAGEMENT

Period

I semestre (Lingue e letterature straniere) dal Sep 28, 2020 al Jan 9, 2021.

Lessons timetable MoodleMoodle Seminars 0

Learning outcomes

The course aims at providing a set of theoretical and practical tools to manage a firm’s internationalization process. At the end of the course, students will be able to analyse business opportunities in foreign markets and to design successful strategies and to make operational decisions to exploit such opportunities.

Program

The international scenario: mature markets, emerging markets, globalization, future trends

Foreign market entry: analysis of opportunities and entry modes

Developing the offering to target foreign markets:
-Positioning of the offering
-Product strategy
-Pricing strategy
-Communication strategy and cross-cultural management

Sales management and sales network design for foreign markets:
-The relational selling approach
-Key Account Management
-Key decisions in sales management
-The interplay between sales management and branding in business to-business markets


TEACHING METHODS

-Lectures and analysis of practical case studies through guest lectures given by entrepreneurs and managers.
-Study materials are different for attending and not-attending students to allow each student to fully reach the teaching aims of the course.


STUDY MATERIALS

For attending students:
-Slides posted on MyUnivr; lecture notes, business presentations’ notes.
-Bertoli, Valdani (2018), “Marketing internazionale”, Second Edition, Egea: paragraphs 5.1, 5.2, 5.3 e 5.4 and chapters 8, 9, 10 and 11.
-Guenzi, Caiozzo, Sisti (2020), “Gestire le vendite. L’eccellenza nel sales management”, 2° Edizione, Egea, chapters 2, 3, 4, 5 and 9.

For not attending students:
-Bertoli, Valdani (2018), “Marketing internazionale”, Second Edition, Egea: chapters 1, 5, 8, 9, 10 and 11.
-Guenzi, Caiozzo, Sisti (2020), “Gestire le vendite. L’eccellenza nel sales management”, 2° Edizione, Egea, chapters 2, 3, 4, 5 and 9.

Reference texts
Author Title Publishing house Year ISBN Notes
Guenzi, Caiozzo, Sisti Gestire le vendite. L’eccellenza nel sales management. II Edizione Egea 2020 9788823837751 Capitoli 2, 3, 4, 5 e 9.
Bertoli, Valdani Marketing internazionale, Seconda Edizione. Egea 2018 978-88-238-2268-9 Programma "studenti frequentanti": paragrafi 5.1, 5.2, 5.3 e 5.4 e capitoli 8, 9, 10 e 11. Programma "studenti non frequentanti": capitoli 1, 5, 8, 9, 10 e 11.
Docente - Studenti Slide delle lezioni pubblicate sulla pagina MyUnivr del corso; appunti delle lezioni e delle testimonianze 2020 Solo per il programma "studenti frequentanti"

Examination Methods

AIMS
The exam aims at evaluating both the level of knowledge acquired by the students and their ability to apply such knowledge to practical business situations.

CONTENTS
The exam covers all the contents of the course and it is differentiated between attending and not attending students.

ASSESSMENT METHODS
Oral exam.

EVALUATION
The evaluation takes into consideration the following elements: level of knowledge, ability to apply knowledge, appropriate use of the technical language.

Students with disabilities or specific learning disorders (SLD), who intend to request the adaptation of the exam, must follow the instructions given HERE