ISM ACADEMIC PROGRAMS BUSINESS CERTIFICATE

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1 ISM ACADEMIC PROGRAMS BUSINESS CERTIFICATE Study at one of the best private business schools in Germany! International. Individual. Inspiring.

2 International School of Management (ISM) The International School of Management (ISM) with campuses in Dortmund, Frankfurt/Main, Munich, Hamburg and Cologne is a private, state-recognized University of Applied Sciences that has been offering high-quality, practical, and career focused management education programs with a strong international orientation for more than two decades. Founded in 1990, the ISM is home to more than 2,500 students pursuing business degrees in a personal atmosphere, under the guidance of faculty and staff members. The program of study includes seven bachelor s degree programs, a parttime bachelor s program, six consecutive master s degree programs, a part-time master s program and two MBA programs. For non-german speakers the ISM offers six programs which are taught entirely in English: B.A. International Management M.A. International Management M.Sc. Finance M.Sc. International Logistics & Supply Chain Management MBA General Management International Business Certificate Furthermore, international students with the necessary pre requisites in German can take part in the German Business Certificate program, which is taught entirely in German. 2

3 Contents Study Programs Exchange Programs 4 6 International Business Certificate Module 1 (Dortmund Campus) Module 2 (Dortmund Campus) Specializations (Dortmund Campus) Module 3 (Frankfurt/Main Campus) Specialization (Frankfurt/Main Campus) Module 4 (Munich Campus) Specialization (Munich Campus) Module 5 (Hamburg Campus) Specialization (Hamburg Campus) Module 6 (Cologne Campus) Specialization (Cologne Campus) German Business Certificate Fall Semester (Frankfurt/Main Campus) Spring Semester (Frankfurt/Main Campus) Success Factors Student Life Studying in International Network Contact International Office Excellent results

4 Study Programs BACHELOR S PROGRAMS To guarantee international competencies, the ISM bachelor s programs offer two integrated semesters abroad a compulsory semester and an elective one at one of the ISM s more than 160 partner institutions. Additionally, the emphasis on hands-on experience is an important aspect. Students participate in a total of 20 weeks of internships. To become familiar with intercultural differences in the workplace, students work at least 10 out of the 20 weeks for a company outside Germany. All ISM bachelor s programs provide the fundamentals of business administration. Depending on the chosen study program, this core education is supplemented by lectures in communications, tourism, psychology, finance, fashion or e-commerce. This qualifies ISM graduates for a wide variety of different jobs in many industries. Besides gaining valuable academic know ledge, students acquire important soft skills, such as teamwork, negotiation, and presentation techniques, during their time at the ISM. They study in small groups and parti cipate in case studies and consulting projects where they apply academic know ledge to solve business problems. Applicants interested in a bachelor s program can choose between these programs: B.A. International Management English Trail (Global Track) language of instruction: 100% English B.A. International Management (Global Track) language of instruction: 30 40% English, 60 70% German B.A. Tourism & Event Management (Global Track) language of instruction: 30 40% English, 60 70% German B.A. Communications & Marketing (Global Track) language of instruction: 30 40% English, 60 70% German B.A. Psychology & Management (Global Track) language of instruction: 30 40% English, 60 70% German B.Sc. Finance & Management (Global Track) language of instruction: 30 40% English, 60 70% German B.A. Global Brand & Fashion Management (Global Track) language of instruction: 30 40% English, 60 70% German B.Sc. Online-Marketing & E-Commerce (Global Track) language of instruction: 30 40% English, 60 70% German 4

5 Study Programs MASTER S PROGRAMS The ISM s success factors the international and hands-on education, the compact study program, the personal atmosphere, and the soft skills taught alongside academic know ledge aren t just an integral part of the bachelor s programs. These key factors are also at the heart of the ISM s master s programs. All six programs focus on practical and international elements, including lectures held in English. Students spend the third semester of their ISM master s program abroad at one of the ISM partner universities specializing in their field of study. The semester abroad is designed to further develop and expand their intercultural and language competencies, and enhance and deepen their professional know ledge in an international context. Additionally, all programs also offer students the opportunity to complete an international double degree. The master s programs are rigorously geared to the needs of the real business world. This goal is fostered by the hands-on experience of ISM lecturers, many of whom have held or currently hold management positions in the business world. Furthermore, a twelve-week comprehensive internship phase, normally completed between the first and second semesters, as well as a practically-oriented master s thesis form the foundation of ISM master s programs. Applicants interested in a master s program can choose between these programs: M.A. International Management language of instruction: 100% English M.Sc. Finance language of instruction: 100% English M.Sc. International Logistics & Supply Chain Management language of instruction: 100% English M.A. Strategic Marketing Management language of instruction: 50% English, 50% German M.A. Psychology & Management language of instruction: 50% English, 50% German M.A. International Luxury, Fashion & Sales Management language of instruction: 50% English, 50% German PART-TIME PROGRAMS Since 2004, the ISM has also offered an MBA program geared towards graduates of all academic disciplines. Students of this parttime MBA General Management program graduate within two years and spend four modules at partner universities in the USA, Brussels, India and Hong Kong. In addition, students receive pro fessional and personal coaching support throughout the program. A second MBA program, the MBA Energy Management, started at the ISM in It is organized in cooperation with the energy companies E.ON AG and RWE AG and is therefore tailored to the particular needs of managers in the energy sector. In the fall semester 2012 / 2013, the ISM extended its part-time study programs with a Bachelor of Arts in Business Administration and a Master of Arts in Management. Both programs offer individual specializations. Applicants interested in a part-time study program can choose between these programs: B.A. Business Administration language of instruction: 20% English, 80% German M.A. Management language of instruction: 20 30% English, 70 80% German MBA Energy Management language of instruction: 50% English, 50% German MBA General Management language of instruction: 100% English 5

6 Exchange Programs A UNIQUE EXPERIENCE A STUDY ABROAD SEMESTER AT THE ISM International Business Certificate (taught entirely in English) The ISM International Business Certificate program is designed for students with a strong interest in a study abroad semester at a German university. The program offers students individual support and academic guidance. The certificate allows students who do not speak German at an advanced level to take business classes in English and earn ECTS credits during their stay at the ISM. As a prerequisite we expect students to have a B2 level of English. The ISM Business Certificate can be studied at each of the five ISM campuses: Dortmund (spring and fall semester), Frankfurt (spring or fall semester), Munich (fall semester only), Hamburg (fall semster only) and Cologne (spring semester only start spring 2016). The program consists of six core modules and six specialized modules, each consisting of two courses worth 5 ECTS credits. Students enrolled in the ISM Business Certificate program can earn 30 ECTS credits in one semester or 60 ECTS credits in two semesters by taking one core module and one specialization module per semester. Core Modules The Dortmund Campus offers the following two core modules: The Munich Campus offers the following core module: Module 1: Project Management, Operations Management, Strategic Management, International Business Law. Module 4: International Trade & Sales, Strategic Management, Global Communications, International Finance Management. Module 2: Strategic Controlling, Crisis Management, Branding & Communication Management, Doing Business in a Global Economy. The Hamburg Campus offers the following core module: Module 5: Marketing Controlling, International Finance Management, Strategic Controlling, International Trade & Sales. The Frankfurt Campus offers the following core module: Module 3: Business Ethics, Business Planning Theory & Exercises, Moderation & Presentation, Capital Markets. The Cologne Campus will offer from spring 2016 the following core module: Module 6: Strategic Controlling, Branding & Communications Management, Crisis Management, Doing Business in a Global Economy. 6

7 Exchange Programs Specialization Modules The ISM offers six specialization modules at its different campuses. A Communications module is available in Dortmund and Frankfurt (Strategic Public Relations, Intercultural Communication). In addition, the Dortmund Campus offers a Tourism & Event Management module (Strategic Tourism Management, International Tourism Markets), and a Finance module (International Financial Reporting, International Auditing, Implementation of Derivatives) as well as an International Management module (Leading to High Performance, Competitive Advantage), which is also available at the Munich Campus. The Psychology & Management module (Consumer Psychology, Structuring of Consulting Projects) is offered at the ISM campus in Hamburg. Our Cologne Campus will offer a Luxury Brand & Fashion Management module (Marketing of Luxury Goods & Fashion, Fashion Buying & Merchandising) from spring semester For details see pages 8 to 21. Study Program Dortmund Campus Business Certificate students at the Dortmund Campus can choose between Core Modules 1 and 2 as well as between four spe cia l i- zation modules. For more details see pages 8 to 13. Study Program Frankfurt Campus Business Certificate students who choose to study in Frankfurt will participate in Core Module 3 with a specialization in Commu nications. Frankfurt students who want to stay for one year at ISM need to choose another campus after one semester since courses will not change over the year. For more details see pages 14 to 15. Study Program Munich Campus Business Certificate students at the Munich Campus will take Core Module 4 with a specialization in International Management. For more details see pages 16 to 17. Study Program Hamburg Campus Business Certificate students who choose to study in Hamburg will participate in Core Module 5 with a specialization in Psychology and Management. For more details see pages 18 to 19. Study Program Cologne Campus (start spring 2016) Business Certificate students will study core module 6 with a specialization in Luxury Brand & Fashion Management. For more details see pages 20 to 21. German Business Certificate (taught entirely in German) Since the fall semester 2010, the ISM has also been offering a German Business Certificate program at the Frankfurt Campus, which is taught entirely in German. The program consists of six courses, each worth 5 ECTS credits. Students in the German Business Certificate program can earn 30 ECTS credits in one semester or 60 ECTS credits in two semesters. To qualify for this program, students must have achieved a B1 level of German. Teaching methods include lectures, seminars, case studies and business games. Students participate in group and project work to train their problem-solving abilities and soft skills (teamwork, presentation techniques etc.). In addition to the Business Certi ficate, international students can also attend an intensive German class prior to starting the program. The ISM also offers German classes throughout the academic year. For details see pages 22 to 25. 7

8 International Business Certificate INTERNATIONAL BUSINESS CERTIFICATE The Dortmund Campus offers the following two programs: CORE MODULES (1 OF 2) Module 1 Strategic Management (5 ECTS) International Business Law (5 ECTS) Project Management (5 ECTS) Operations Management (5 ECTS) Module 2 Strategic Controlling (5 ECTS) Branding & Communication Management (5 ECTS) Crisis Management (5 ECTS) Doing Business in a Global Economy (5 ECTS) SPECIALIZATIONS Communications & Marketing Track Strategic PR (5 ECTS) Intercultural Communication (5 ECTS) International Management Track Leading to High Performance (5 ECTS) Competitive Advantage (5 ECTS) Tourism & Event Management Track Strategic Tourism Management (5 ECTS) International Tourism Markets (5 ECTS) Finance Track Implementation of Derivatives (5 ECTS) International Financial Reporting in Fall or International Auditing in Spring (5 ECTS) Dr. Stephan Brock Various non-executive directorships at private and public companies CEO of CEMEX Deutschland AG MODULE 1 Strategic Management This course presents a framework and a set of tools for formulating successful strategies. The focus is on identifying and analyzing the sources of profitability available to a firm and on developing strategies for tapping these sources. A central theme of the course is the analysis of competitive advantage. However, the course is concerned not just with analysis but with decisions as well. In case discussions, students will take the role of a senior executive or consultant. They will be asked to make decisions on key strategy issues and indicate how the right decisions will be implemented. The course objective is to acquire familiarity with the principal concepts, frameworks and techniques of strategic management and to gain expertise in applying these. 8

9 Dortmund Campus Module 1 International Business Law Knowledge regarding the general legal framework is essential for understanding business and management processes. Therefore, the objective of this course is a practice-oriented introduction concerning relevant legal aspects. This includes issues of national and international civil, commercial and corporate law. Participants will share their respective domestic views and thus contribute to a comparative approach and understanding of selected legal issues. After completing the course, students should be able to understand and communicate the general structure and principles of German and EU commercial law, to compare national and international commercial legal systems and to understand the significance of different jurisdictions for commercial decision-making. Dr. Andreas Gran Head of an international industry group at Clifford Chance Teacher at a training center of the International Air Transport Association Project Management This course is meant to provide students with a basic toolbox to handle projects of various sizes. It will also give students a platform to share their own experiences and issues with projects they have been involved in. More specifically, the course will focus on the question how to efficiently and effectively run projects whilst line operations continue and how to successfully connect project management to the rest of the international corporation. After completing the course, students will be able to effectively structure a project, using a simple lifecycle model, and make use of a minimum set of tools to manage an international project. Sebastian Gruetz Global transformation director at BP Marketing director for Eastern Europe, Austria, Russia and the Netherlands at BP Operations Management Operations are at the core of any organisation that provides goods or services. Whether in factories, restaurants, government institutions or marketing departments, it is operations that generate value for the customer. Therefore, a sound understanding of operations is crucial for any manager. The course employs lectures, class discussions and case studies as learning methods. After completing the course, students will be able to illustrate the inter-relationship be tween operations and strategy, apply key operations planning methods, and classify and assess different process designs. Dr. Ulf Neuhaus Department of Global Supply Chain Management at Bayer Health Care AG, Berlin Consultant for Supply Chain Management at Bayer Business Services GmbH, Leverkusen 9

10 International Business Certificate Walter Horstmann Partner at avantum consult Managing director and partner at KPMG Consulting MODULE 2 Strategic Controlling Strategic controlling is an essential part of any corporate control system. It is based on medium and long-term considerations and focuses on safeguarding a company s long-term survival und growth. In this course, students review quantifiable as well as non-quantifiable factors, and consider environments in which a company operates, such as markets, compe titors, or consumer behavior. Based on this framework, strategies and concepts are elaborated and implemented. The course objective is to critically evaluate the assumptions and underlying theory of strategic control and to apply strategic control methods and concepts in practice. Jane Townsend Marketing educator and trainer in corporations and further education institutes Marketing consultant with a particular focus on multinational companies Branding & Communications Management One of a company s most valuable assets is its brands, which can provide a source of competitive advantage in today s competitive business world. In this course students will learn how to develop strong brands and how to communicate these using the increasingly wide variety of marketing communication instruments now available. The first part of the course examines the subject of brand management; the second part concentrates on communications management. The lectures are supported by real-life examples, case material and exercises to illustrate the theoretical concepts. The students additionally carry out an ongoing case task enabling them to relate the concepts to a practical situation on a conti nuous basis. Nathaniel Peltier Manager of his own company Thomas and Peltier Ltd. Assistant manager at Dr. Hunsdorfer Consulting Crisis Management Every company and tourist destination runs the risk of an unexpected crisis. Forward- thinking companies and organisations embrace differentiated crisis management strategies. Crisis management in the face of a real crisis includes identifying the nature of a current crisis, intervening to minimize damage, and recovering from the crisis. The lectures con centrate on the threats, risks, potential hazards, types of crisis, strategic approaches, organizational measures, crisis management instruments, and case studies. On completion of this course, students should, for example, be able to understand the significance of risks of crises in the operation and management of companies and touristic destinations and to develop management strategies to minimize the impacts of a crisis. Doing Business in a Global Economy In this course students continue to build on their international exposure and look at more international topics in business. They will deal intensively with the concept of globalization by looking at different types of globalization and its effects on the service industry. Gap analysis will be introduced and the importance of service in today s business will be discussed. This course focuses not only on learning theory but also on the important role of classroom discussions and debates. Case studies and articles will be used extensively. On completion of this course, students will be able to look at globalization much more critic ally. They will also have improved their know ledge with regards to service and its importance in manufacturing companies. 10

11 Dortmund Campus Module 2 SPECIALIZATIONS Communications & Marketing Track Strategic PR This course combines theoretical and practical aspects. It introduces students to the basic principles of public relations at a management level and covers the main methods and instru ments of strategic PR. The critical factors of successful PR campaigns will be shown and differentiated. Additionally, practical insights into the entire workflow of strategy and concept development will be considered. Students will be expected to analyze case studies and draw conclusions from them in order to create strategic PR concepts. They will apply basic tools to present their corporate communication analysis or campaign in a business or pitch situation. Karola Römer Head of communications (national / international) at a leading retail group Head of marketing & public relations (national / international) at a main supplier of McDonald s Intercultural Communication The course attempts to demystify the subject of cross-cultural communication and offers practical suggestions for managing cultural diversity. It covers the processes and dynamics of culture, references leading thinkers on the subject, and examines relevant cultural expressions, rituals and practices in selected countries. The main goal of this course is to provide students with the information and skills they will need as international managers to avoid the pitfalls of cross-cultural communication and to be able to leverage cultural diversity into business opportunities. Gershon Braun Managing director at mcdialog gmbh Management consultant and guest speaker, panellist and moderator at international conferences International Management Track Leading to High Performance Leading to High Performance is a foundational course for understanding and applying the practices of management in complex, rapidly changing global organizations. This course seeks to develop an understanding of the larger context in which business organizations operate. Political, social, legal and public policy, as well as regulatory and environmental contexts are covered accordingly. The course integrates classical management approaches with real life examples drawn from a wide spectrum of industries and a wide variety of case studies. Key topics surveyed include: change management approaches, strategic leadership, exploring strategic changes and re-inventing organizations as well as how to develop successful business models that leads to sustainable performance. Prof. Dr. Eyden Samunderu Consulting expert in corporate strategy, particularly in the aviation sector Senior project management consultant at the Institute for the Advancement of Business and Technology, Spain Competitive Advantage Competitive Advantage explores how organizations create value through strategic choices. The course is designed to give students a deeper insight in strategic moves and execution aimed at creating sustainable competitive advantages. It uses a wide range of case articles drawn from a wide spectrum of industries in order to provide students with richer theoretical frameworks and applications. Case studies include an overview of the organization s approach to business and then a discussion about how this leads to advantage and sustainable value creation. 11

12 International Business Certificate Tourism & Event Management Track Nathaniel Peltier Manager of his own company Thomas and Peltier Ltd. Assistant manager at Dr. Hunsdorfer Consulting International Tourism Markets This course focuses of the dynamics of demand and supply within the context of the international tourism industry. It analyzes international tourist flows as well as existing and emerging patterns of tourism demand and considers the factors by which they are influenced. The module draws upon fundamental concepts of market research, consumer behavior, product design, demand and supply management and sustainability. After completing the course students will, for example, be able to analyse tourism supply features and evaluate their impact on tourism demand as well as understand principles of market segmentation and consumer behavior in international tourism. Strategic Tourism Management Within the scope of the course, students will be equipped with the skills needed for the general management role of leading a firm or business towards long-term success. Introducing prescriptive as well as emergent approaches to strategic planning, this module is designed to provide the student with an understanding of strategic management principles, theory and analytical frameworks. These are then applied to the tourism and leisure industry to consider how organizations can manage and exploit their resource base and plan strategically for long-term competitive advantage. The theoretical foundations are supported by practical case study applications. Case studies will be drawn from the airline industry and tourism destination spots like Kenya, the hotel industry etc. 12

13 Dortmund Campus Module 2 Finance Track International Financial Reporting in fall semester only This course focuses on practical problems faced in applying International Financial Reporting Standards (IFRSs). Using case studies, it will be discussed how principles of IFRSs are turned into live financial reporting. The reason for this focus is that young graduates today are expected to be able to deal with the typical complexities of financial reporting requirements without dedicated prior training. The skills taught are immediately applicable. The course will be interactive and hands-on, and students are required to go through a number of exercises, mini cases, and team presentations. After completing the course, students will be able to analyze published financial statements and resolve basic reporting problems. Prof. Dr. Manfred Bolin Secretary General of the Accounting Standards Committee of Germany Tax consultant and certified public auditor International Auditing in spring semester only When European entities are required to prepare their financial statements under an international financial reporting framework, they also have to be audited under an international auditing framework. Therefore, the European Union requires the application of International Standards on Auditing (ISAs). This course focuses on practical problems involved in applying ISAs. Current requirements of these standards will be discussed and forthcoming changes will be looked ahead to. Upon completion of this course, students will be able to understand the planning, performing and reporting of an audit of financial statements and resolve basic auditing problems. Implementation of Derivatives The fundamentals of applying derivative financial instruments are the main content of this course. Distinctions between financial cash and forward transactions are exemplified and various derivative financial instruments are introduced and explained, including forward trans actions and options. The course also focuses on derivative interest rate contracts, stock derivatives and foreign exchange derivatives. Option parameters and the main factors influencing opting pricing will also be dealt with. In addition, the key interest rate deri vative contracts interest rate swaps, forward rate agreements as well as credit derivatives are explained in detail. Finally, the practical uses of derivative financial instruments will be illustrated and discussed. Determining the objectives by applying derivative financial instruments completes the course. Dirk Gojny Head of Research with HSH Nordbank, and currently National-Bank AG Fixed Income Analyst 13

14 International Business Certificate The Frankfurt/Main Campus offers the following program: CORE MODULE Module 3 Business Ethics (5 ECTS) Business Planning, Theory and Practice (5 ECTS) Moderation & Presentation (5 ECTS) Capital Markets (5 ECTS) SPECIALIZATION Communications & Marketing Track Strategic PR (5 ECTS) Intercultural Communication (5 ECTS) Gershon Braun Managing director at mcdialog gmbh Management consultant and guest speaker, panellist and moderator at international conferences MODULE 3 Business Ethics This course is designed to raise student awareness of the important and often dramatic role ethics play in managerial decisions, and to provide them with the know ledge and the tools they will need for identifying, confronting and resolving ethical issues throughout their mana gerial careers. One primary goal of the course is for students to understand and appreciate the vital role ethics plays in business and in their personal lives. Furthermore, students should be able to make better and more comprehensive managerial decisions that consider not only corporate goals and values, but also legal and ethical issues and their likely impact on key stakeholders. Kerron Boothe Risk manager at AGT International Entrepreneur, IT Professional Business Planning, Theory and Practice Accessible to the newcomer and detailed enough for advanced students, the course explains how to tailor a plan for business purposes. It helps focus attention on strategic planning and on strategic and operational controls. The course aims to deliver the theoretical background and fast-track advice for competent and advanced students who want to get beyond the basics and produce compelling business plans. Having successfully completed the course, students should be able to develop business plans for small and medium-sized enterprises. James Kirkpatrick Lecturer of»english for Management Studies«at Frankfurt University of Applied Sciences and Frankfurt School of Finance and Management In-house instructor, particularly at (the former) Allianz Dresdner Bau spar kasse and at Commerzbank Moderation & Presentation The course will teach students how to communicate effectively in English in an inter national business setting by learning the structural, stylistic, and rhetorical elements of making presen tations. Students will continue to build on their existing vocabulary of business terms, as well as become more aware of cultural differences. Furthermore, students will develop their rhetorical skills in using English for expository purposes. At the conclusion of the course, students should be able to deliver effective business presenta tions and participate actively in discussions of business topics. 14

15 Frankfurt / Main Campus Module 3 Capital Markets This course provides a conceptual overview of how financial markets and institutions work and the vital role that they fulfill in a well-functioning market economy. The course material covers the relevant terms and concepts in the money and capital markets as it initially gives an overview of the financial system. Building on these foundations, it goes on to elaborate on the most common types of financial instruments in the money, equity, fixed income, and derivatives markets while explaining how prices and rates are established. One of the primary goals of the course is to acquire a general understanding of the necessary complexity of various financial instruments offered in the markets. As future managers, the students will also be able to better comprehend the underlying reasons for the funding choices of companies given their specific circumstances and the current state of the economy. Oya Bertram Senior financial analyst for oil & gas producer financing, pipeline, commodity hedge fund businesses of Koch Industries, Inc., USA Senior financial consultant at Siemens Treasury SPECIALIZATION Communications & Marketing Track Strategic PR This course combines theoretical and practical aspects. It introduces students to the basic principles of public relations at a management level and covers the main methods and instruments of strategic PR. The critical factors of successful PR campaigns will be shown and differentiated. Additionally, practical insights into the entire workflow of strategy and concept development will be considered. Students will be expected to analyze case studies and draw conclusions from them in order to implement a strategic public relations process. They will apply basic tools to present their corporate communication analysis or campaign in a business or pitch situation. Susanne Günther Director Marketing/PR at premium design brand, Frankfurt Head of Communications at luxury bathroom and kitchen manufacturer, London Intercultural Communication The course attempts to demystify the subject of cross-cultural communication and offers practical suggestions for managing cultural diversity. It covers the processes and dynamics of culture, references leading thinkers on the subject, and examines relevant cultural expressions, rituals and practices in selected countries. The main goal of this course is to provide students with the information and skills they will need as international managers to avoid the pitfalls of cross-cultural communication and to be able to leverage cultural diversity into business opportunities. Gershon Braun Managing director at mcdialog gmbh Management consultant and guest speaker, panellist and moderator at international conferences 15

16 International Business Certificate Only in fall semester The Munich Campus offers the following program: CORE MODULE Module 4 International Trade & Sales (5 ECTS) Strategic Management (5 ECTS) Global Communications (5 ECTS) International Finance Management (5 ECTS) SPECIALIZATION International Management Track Leading to High Performance (5 ECTS) Competitive Advantage (5 ECTS) Prof. Dr. Klaus Mühlbäck Member of the board of directors at two mediumsized companies in the international industrial tire industry Managing partner in a company in the same industry MODULE 4 International Trade & Sales The lecture demonstrates the important function and the specifics of international trade and sales in the scope of market-orientated corporate management. Furthermore students learn how companies need to embrace and develop sales strategies in order to be successful in a competitive international market in the long run. At the same time the roles and functions of trade and sales, different trade and sales structures and the correspon ding demands on the supplier will be presented. At the end of the course students will, for example, be able to apply the concepts methods and instruments of international sales. Dr. Karl Leutschaft Management consultant at Leutschaft GmbH, Germany Entrepreneur founder and former owner of CARASI, Corp., USA Strategic Management This course presents a framework and a set of tools for formulating successful strategies. The focus is on identifying and analyzing the sources of profitability available to a firm and on developing strategies for tapping these sources. A central theme of the course is the analysis of competitive advantage. However, the course is concerned not just with analysis but with decisions as well. In case discussions, students will take the role of a senior executive or consultant. They will be asked to make decisions on key strategy issues and indicate how the right decisions will be implemented. The course objective is to acquire familiarity with the principal concepts, frameworks and techniques of strategic management and to gain expertise in applying these. 16

17 Munich Campus Module 4 Global Communications The course introduces students to the intellectual, ethical and managerial challenge of globalization in communications. One main goal of this course is first to introduce the socioeconomic and cultural aspects of globalization as a value-relevant aspect of corporate communication and international business. Secondly, the course aims to prepare commu nication executives to become agents of international change and intercultural exchange. Practically speaking, the course will focus on employing strategies to read a person s, a market s and an organization s culture in the context of economic and sociological globalization. The course will allow students to incorporate the theoretical and experiential complexity of globalization into their managerial decision-making. Dr. Gerhard Vilsmeier Head of Marketing & Communications at Siemens Real Estate Board member for finance and internal communication at the German Public Relations Association (DPRG) International Finance Management The international dimensions of finance management resulting from the globalization of the real economy and corporate business will be analyzed and explained in detail, supported by risk management approaches, tools and instruments. Students will be able to assess the significance and dimension of international economic activity, analyze the complex risk situation of foreign trade activities and comprehend international financial management mainly as»risk management«. Furthermore, the course will enable students to make use of the opportunities and risks inherent in international business for financial management purposes understand the fundamental hedging tools in the field of foreign exchange, cash management and refinancing, and assess the practical aspects of corporate business and how they relate to financial management. Prof. Dr. Elmar Steurer Senior manager for capital markets at RWE Group Team leader in financial controlling with the responsibility for currencies and commodities at BMW Group SPECIALIZATION International Management Track Leading to High Performance Leading to High Performance is a foundational course for understanding and applying the practices of management in complex, rapidly changing global organizations. This course seeks to develop an understanding of the larger context in which business organizations operate. Political, social, legal and public policies, as well as regulatory and environmental contexts are covered accordingly. The course integrates classical management approaches with real life examples drawn from a wide spectrum of industries and a wide variety of case studies. Key topics surveyed include: change management approaches, strategic leadership, exploring strategic changes and re-inventing organizations as well as how to develop successful business models that leads to sustainable performance. Competitive Advantage Competitive Advantage explores how organizations create value through strategic choices. The course is designed to give students a deeper insight in strategic moves and execution aimed at creating sustainable competitive advantages. It uses a wide range of case articles drawn from a wide spectrum of industries in order to provide students with richer theore tical frameworks and applications. Case studies include an overview of the organization s approach to business and then a discussion about how this leads to advantage and sustainable value creation. Qeis Kamran Founder and Managing Director of Kamran Management GmbH Chief Operations Officer at Afghan Petroleum Company (APC), London, Munich, Istanbul Dr. Karl Leutschaft Management consultant at Leutschaft GmbH, Germany Entrepreneur founder and former owner of CARASI, Corp., USA 17

18 International Business Certificate Only in fall semester The Hamburg Campus offers the following program: CORE MODULE Module 5 Marketing Controlling (5 ECTS) International Trade & Sales (5 ECTS) International Finance Management (5 ECTS) Strategic Controlling (5 ECTS) SPECIALIZATION Psychology & Management Track Consumer Psychology (5 ECTS) Structuring of Consulting Projects (5 ECTS) Prof. Dr. Frauke Bender Consultant at Simon-Kucher & Partner as well as Accenture AG, Switzerland Marketing director at C. Bechstein Pianofortefabrik AG MODULE 5 Marketing Controlling Nowadays, modern business administration cannot exist without controlling, which can be defined as the analytical data base upon which managerial decisions are made. Controlling is also an indispensable tool when it comes to marketing. As much as experts agree on this theory, it is often very difficult to put it into practice. Marketers and controllers don t really speak the same language, and yet they have to find a way to communicate with each other in order to identify the factors for successfully implementing strategic and operational marketing measures, while eliminating weak points. In this module, participants will learn about the various tools used in marketing controlling by looking at practical examples and understanding the need for, and the meaning of, efficient measures and tools. Prof. Dr. Cordelia Friesendorf Research fellow at the Jean Monnet Centre of Excellence for European Integration Business consultant and associate at the UK Foreign Office and in industry International Trade & Sales The lecture demonstrates the important function and the specifics of international trade and sales in the scope of market-orientated corporate management. Furthermore students learn how companies need to embrace and develop sales strategies in order to be successful in a competitive international market in the long run. At the same time the roles and functions of trade and sales, different trade and sales structures and the corresponding demands on the supplier will be presented. At the end of the course students will, for example, be able to apply the concepts, methods and instruments of international sales. 18

19 Hamburg Campus Module 5 International Financial Management This course firstly delivers a concise summary of the key economic and corporate finance theories and tools in the international financial environment, thereby giving students a sound footing in assessing international financial flows. Secondly, it provides students with the principles of global finance, bank and country- risk assessment, techniques of risk management, and the range of options available for finan cing foreign trade and investment. Thirdly, by providing a primer on corporate strategy, capital budgeting and performance decisions, the course equips the student with the decision-making and hedging skills required for a company s foreign and financial trade operations. Dr. Min Luo Founding Partner at German Ocean Invest, Hong Kong Over 10 years professional experiences in ship financing with total investment over 1 billion US Dollar Strategic Controlling Strategic controlling is an essential part of any corporate control system. It is based on medium and long-term considerations and focuses on safeguarding a company s long-term survival und growth. In this course, students review quantifiable as well as non-quantifiable factors, and consider environments in which a company operates, such as markets, compe titors, or consumer behavior. Based on this framework, strategies and concepts are elaborated and implemented. The course objective is to critically evaluate the assumptions and underlying theory of strategic control and to apply strategic control methods and concepts in practice. Prof. Dr. Rainer Lueg Assistant professor at Aarhus University, Denmark Consultant at McKinsey & Company SPECIALIZATION Psychology & Management Track Consumer Psychology The course covers psychological models of market psychology, advertising psychology and consumer psychology and their application on the job. The focus lies on the direct communication between vendor and client. Possibilities and methods will be tested that measure unconscious and automatic consumer responses to products. Besides the traditional methods (e.g. projective methods), in particular new computer-based methods for measu ring unconscious attitudes and mental representations of objects in the memory (e.g. implicit association test) will be discussed and tested in the field. One of the course objectives is to become acquainted with the possibilities and limits of the practice in market psychology and advertising psychology. N.N. Structuring of Consulting Projects Consulting projects require particularly efficient project management, not least because of the high daily rates and the penalties payable for timeouts or inferior quality. With the help of various case studies, the course shows how a consulting project should be structured. Furthermore, successful and abortive project flows will be analyzed and lesses will be learned from case studies for students own project management activities. At the end of the course students will be able to apply the methods of project management to consulting projects and balance the»trilemma«of quality objectives, cost objectives and timescale objectives. Prof. Dr. Dirk Fischbach Marketing Director & Senior Project Manager at Tengelmann OHG, Munich et al. Senior Consultant, Corporate Development, KarstadtQuelle AG, Essen 19

20 International Business Certificate Only in spring semester start spring 2016 The Cologne Campus offers the following program: CORE MODULE Module 6 Strategic Controlling (5 ECTS) Branding & Communications Management (5 ECTS) Crisis Management (5 ECTS) Doing Business in a Global Economy (5 ECTS) SPECIALIZATION Luxury Brand & Fashion Management Track Marketing of Luxury Goods & Fashion (5 ECTS) Luxury & Fashion Buying and Merchandising (5 ECTS) Walter Horstmann Partner at avantum consult Managing director and partner at KPMG Consulting MODULE 6 Strategic Controlling Strategic controlling is an essential part of any corporate control system. It is based on medium and long-term considerations and focuses on safeguarding a company s long-term survival und growth. In this course, students review quantifiable as well as non-quantifiable factors, and consider environments in which a company operates, such as markets, compe titors, or consumer behavior. Based on this framework, strategies and concepts are elaborated and implemented. The course objective is to critically evaluate the assumptions and underlying theory of strategic control and to apply strategic control methods and concepts in practice. Jane Townsend Marketing educator and trainer in corporations and further education institutes Marketing consultant with a particular focus on multinational companies Branding & Communications Management One of a company s most valuable assets is its brands, which can provide a source of competitive advantage in today s competitive business world. In this course students will learn how to develop strong brands and how to communicate these using the increasingly wide variety of marketing communication instruments now available. The first part of the course examines the subject of brand management; the second part concentrates on communications management. The lectures are supported by real-life examples, case material and exercises to illustrate the theoretical concepts. The students additionally carry out an ongoing case task enabling them to relate the concepts to a practical situation on a conti nuous basis. 20

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