Taught In English

There is no language prerequisite for courses at this language level.

PRESENTATION OF THE COURSE

Decisions taken at the beginning of an export process willl determine the future success or failure of a company willing to go abroad.
International Trade II focuses in the entry strategies to international markets. We will study what are the steps we need to take, as exporters, to make sure that our presence abroad is succesful and sustanaible.

Unit 1: Going International
1.1. Reasons for going abroad
1.2. Are we ready? The export diagnosis

Unit 2: Exports: Initial Stages
2.1. Selling through trading companies
2.2. Piggyback sales
2.3. Direct Sales
2.4. Export Consortia

Unit 3: Exporting through agents
3.1. The commercial agent: when shall we work with an agent?
3.2. Recruitment and contract
3.3. Key facts to succeed
3.4. The sallaried agent

Unit 4: Exporting through distributors
4.1. The distributor: why so many companies are exporting through distributors?
4.2. Exclusive and non-exclusive agreements
4.3. How to develop a marketing plan with a distributor
4.4. Beyond a supplier-customer relationship

Unit 5: Entering international markets in cooperation with other companies
5.1. Licensing
5.2. Franchising
5.3. The Joint-Venture

Unit 6: Investing abroad: Selling in the country of destination
6.1. The commercial subsidiary: definition, advantages
6.2. The project: key facts to succeed
6.3. The branch
6.4. Transfer prices

Unit 7: Investing abroad: Manufacturing in the country of destination
7.1. Reasons for an industrial investment
7.2. The project: key facts to succeed
7.3. Manufacturing and selling in the country of destination
7.4. Acquisition of a company

Unit 8: Compensation Trade
8.1. Introduction to Compensation Trade
8.2. Commercial compensations
8.3. Industrial compensations

BIBLIOGRAPHY

• Root, Franklin R.: Entry Strategies for International Markets
Jossey-Bass, 1994

• Branch, Alan: Export Practice and Management
Thomson, 2006 5th ed.

• Albaum, Gerald / Duerr, Edwin / Strandskov, Jesper: International Marketing and Export Management
Prentice Hall, 2005, 5th ed.

• Cateora, Philip R. / Graham, John L.: International Marketing
Mc Graw Hill, 2005, 12th ed.

• Díez Vergara, Marta: Manual práctico de comercio internacional
Ediciones Deusto, 1996

• Esteban de la Rosa, Gloria: Comercio Internacional Compensado (Normas y estrategias empresariales)
Atelier, 2005

INTERNATIONAL TRADE II

GRADING POLICY:

• Participation and class attendance: 10%
• Preparation of cases, articles and exercises: 25%
• Final Exam: 65%

Student participation and homework is essential for the development of the course. Students will be requested to prepare an assignment based on a case or an article before its discussion in class.

Minimal grade needed to be obtained at the final exam, in order to consider the remaining course grading elements, is 4.0.

In the event of an evaluation in September, the grading policy will be as follows:

• Participation and class attendance: 10%
• Preparation of a special assignment : 25%
• Final Exam: 65%

The special assignment should be delivered before the Final Exam in September, and minimal grade needed to be obtained at the final exam, in order to consider the remaining course grading elements, will be 4.0.