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International Buyer Behavior

Module name (EN):
Name of module in study programme. It should be precise and clear.
International Buyer Behavior
Degree programme:
Study Programme with validity of corresponding study regulations containing this module.
Management Sciences, Master, ASPO 01.10.2018
Module code: DFMM-MAMS-210
Hours per semester week / Teaching method:
The count of hours per week is a combination of lecture (V for German Vorlesung), exercise (U for Übung), practice (P) oder project (PA). For example a course of the form 2V+2U has 2 hours of lecture and 2 hours of exercise per week.
4F (4 hours per week)
ECTS credits:
European Credit Transfer System. Points for successful completion of a course. Each ECTS point represents a workload of 30 hours.
6
Semester: 1
Mandatory course: yes
Language of instruction:
German
Assessment:
Written exam (90 minutes / can be repeated semesterly) and term paper with presentation (can be repeated annually)

[updated 20.11.2019]
Applicability / Curricular relevance:
All study programs (with year of the version of study regulations) containing the course.

DFMM-MAMS-210 Management Sciences, Master, ASPO 01.10.2018 , semester 1, mandatory course
MAMS-210 (P420-0011, P420-0012, P620-0128) Marketing Science, Master, ASPO 01.04.2016 , semester 2, mandatory course
Workload:
Workload of student for successfully completing the course. Each ECTS credit represents 30 working hours. These are the combined effort of face-to-face time, post-processing the subject of the lecture, exercises and preparation for the exam.

The total workload is distributed on the semester (01.04.-30.09. during the summer term, 01.10.-31.03. during the winter term).
60 class hours (= 45 clock hours) over a 15-week period.
The total student study time is 180 hours (equivalent to 6 ECTS credits).
There are therefore 135 hours available for class preparation and follow-up work and exam preparation.
Recommended prerequisites (modules):
None.
Recommended as prerequisite for:
Module coordinator:
Prof. Dr. Tatjana König
Lecturer: Prof. Dr. Tatjana König

[updated 17.08.2020]
Learning outcomes:
        After successfully completing this module students will:
 
_        be able to evaluate different cultural studies with regard to their theoretical foundation, empirical basis, as well as their implementation relevance for an internationally active company.
_
        be able to present the influencing factors on purchasing behavior in a structured form and transfer them to an international context.
_
        be able to evaluate the approaches to market segmentation (national and international) based on the corresponding evaluation criteria and explain the dilemma of market segmentation.
_
        be able to adapt the design parameters in marketing to an international context.


[updated 20.11.2019]
Module content:
-        Cultural studies and cultural differences, as well as their manifestations in various markets
-        Models and concepts of buyer behavior (significance, possibly measurement and influence on intercultural buying behavior)
-
        Strategies for tapping into new markets, as well as approaches to international market segmentation, significance and treatment of ethnic minorities.
-
        Effects of intercultural purchasing behavior on the design of international product, price, communication and sales policies.
-
        Situation/problem analysis and development of solutions in a concrete international business context
Lecture mit case studies


[updated 20.11.2019]
Recommended or required reading:
-        Backhaus, K., Voeth, M. (latest edition): Internationales Marketing, Stuttgart.  -
Freter, H. (latest edition): Markt- und Kundensegmentierung: Kundenorientierte Markterfassung und -bearbeitung, Stuttgart.
-
        Hofstede, G. (latest edition): Culture_s Consequences, New York.
-        Hofstede, G. (latest edition): Cultures and Organizations _ Software of the Mind, New York.
-        Hoyer, W.D., MacInnis, D.J. (latest edition): Consumer Behavior, Boston, New York.
-        Kroeber-Riel, W., Groeppel-Klein, A. (latest edition): Konsumentenverhalten, München.
-        Kutschker, M., Schmid, S. (latest edition): Internationales Management, München
-        Müller, S., Gelbrich, K. (latest edition): Interkulturelles Marketing, München.
-        Penaloza, L. N. (1989): Immigrant Consumer Acculturation, in: Advances in Consumer Research, 16, 110-118.
-        Solomon, M. et al. (latest edition): Consumer Behavior: A European Perspective, Harlow u.a.
-        Zentes, J., Swoboda, B., Schramm-Klein, H. (latest edition): Internationales Marketing, München.
 


[updated 20.11.2019]
 
[Thu Apr 25 16:39:16 CEST 2024, CKEY=mikxbb, BKEY=dms3, CID=DFMM-MAMS-210, LANGUAGE=en, DATE=25.04.2024]