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

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
9
B
SECS-P/08
6
B
SECS-P/07
6
B
IUS/04
6
C
SECS-P/12

2° Year   activated in the A.Y. 2024/2025

ModulesCreditsTAFSSD
1st foreign language (international markets)
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°
Project work/stage
9
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]  (2023/2024)

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 25, 2023 al Dec 22, 2023.

Courses Single

Authorized

Lessons timetable MoodleMoodle Seminars 0

Learning objectives

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.

Prerequisites and basic notions

None.

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

STUDY MATERIALS
Study materials are different for attending and not-attending students to allow each student to fully reach the teaching aims of the course.
For attending students:
-Slides posted on MyUnivr; lecture notes, business presentations’ notes.
-Bertoli, Valdani (2023), “Marketing internazionale”, Third Edition, Egea: paragraphs 5.1, 5.2, 5.3, 5.5, 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 (2023), “Marketing internazionale”, Third 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.

Bibliography

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Visualizza la bibliografia con Leganto, strumento che il Sistema Bibliotecario mette a disposizione per recuperare i testi in programma d'esame in modo semplice e innovativo.

Didactic methods

Lectures and analysis of practical case studies through guest lectures given by entrepreneurs and managers.
All participants are recommended to use the Moodle platform, where lecture slides as well as further information about this course will be provided.

Learning assessment procedures

Written exam which includes five questions with a limited space for each answer. The exam covers all the contents of the course and it is differentiated between attending and not attending students.
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.

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

Evaluation criteria

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

Criteria for the composition of the final grade

A grade from 0 to 6 is given to each of the answers to the 5 questions. The final mark is obtained by summing the ratings obtained in the answers to the 5 questions. A mark equal to or higher than 18/30 is required to pass the exam.

Exam language

Italiano.

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