EXCHANGE-IN STUDENTS

Transcription

1 EXCHANGE-IN STUDENTS Course Catalogue SOPHIA - ANTIPOLIS SPRING 2016 P a g e 1 232

2 Table of contents M Corporate Finance... 5 Corporate Governance... 8 Global Business Environment Innovation and Economic Transition International Negotiation Multicultural Management Operation and Information Systems Organization & Management Sustainable Performance Marketing and Innovation Strategy M2 MSc TRANSVERSAL COURSES Advanced Strategy Cultural Awareness: Living and Working in France French as a Foreign Language CORPORATE FINANCIAL MANAGEMENT Derivatives International Financial Decision Making Corporate Banking Relations Corporate Risk Management Financial Communication Portfolio Management DIGITAL BUSINESS Digital Transformation Entrepreneurship & Finance in the Digital Age The Global Market System Business Ethics and Internet Security Information Goods and Electronic commerce DIGITAL MARKETING Corporate Communication ENTREPRENEURSHIP AND INNOVATION Executive Strategic Consulting Doing Business in High Tech Entrepreneurial Finance P a g e 2 232

3 Entrepreneurial Skills and Leadership Intellectual Property Executive Strategic Consulting Créer une entreprise innovante en France Negotiation Skills Project Management Social Entrepreneurship Start-up support (partnership with incubators) Strategic Management of Innovation Web Marketing and New Ventures FINANCIAL MARKETS AND INVESTMENTS Commodities Compliance & Ethics Portfolio Management Credit Risk Exposure CVA Exotic Options Credits (CDS) Equity & FX Structured Products Fixed Income Fixed Income Structured Products Option Book Management Quantitative Modeling of the Value at risk Quantitative Portfolio Management Technical Analysis INTERNATIONAL BUSINESS Advanced Research Methods Doing Business in Europe: Business Development Issues International sourcing, purchasing & trade (import export local practice) Marcom in Europe Negotiation Practice SKEMASIM: Business Game CAPM International Business Law International Human Resource Management Sustainable Finance INTERNATIONAL MARKETING AND BUSINESS DEVELOPMENT P a g e 3 232

4 Advertising & Communication Internationalisation of Markets and Organizations Big Data & Analytics Corporate Communication Finance for Marketing and Business Development Mobile Marketing Business Development Communication in a Crisis Consumption Emotions CRM Decision-making Models in Marketing Innovation and New Product Development Luxury goods Management Managing the service experience Product Management Sales, Negotiation and Key Account Management LUXURY AND FASHION MANAGEMENT Advanced Advertising Strategies Advanced Service Management in the luxury industry Consumers trends and their impact on Marketing Strategies Finance and Accountability in luxury and Fashion Sustainable development: sustainable value creation in the luxury industry Value Management and Marketing How to build a brand Pricing, Distribution and Retail in Luxury and Fashion STRATEGIC EVENT MANAGEMENT AND TOURISM MANAGEMENT Event Marketing Entrepreneurship in Tourism and Events Sales and Customer Relationship Marketing Sports Event Management P a g e 4 232

5 M1 Corporate Finance Code du cours Course Code PGE.FINM1.FICOR.0503 (fall) PGE.FINM1.FICOR.0507 (spring) PGE.FINM1.FICOR.0506 (fall US) PGE.FINM1.FICOR.0510 (spring US) Crédits Credits 5 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name CORPORATE FINANCE Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program M1 ABM France Départements Department Dept. Accounting and Finance Module - Type de cours Course type core Belo Horizonte, Lille, Paris, Raleigh, Sophia, Suzhou Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis None Prerequisite Responsable du cours Course leader GROSLAMBERT Bertrand Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Patricia Girod Bertrand GROSLAMBERT Descriptif du cours Course description Thémes Topics Our objective is to bring students to develop a rigorous analytical framework of the major investment and financing decisions. In particular, we will shed lights on the interest rates and the investment valuation. We will focus on different ways of financing between equity, debt. Then, we present the relationship between risk, return and the cost of financing. Investment valuation, Financing tools (shares and bonds), Risk and return (cost of capital) P a g e 5 232

6 Résultats d apprentissage Intended Learning Outcomes and Skills A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Aptitudes cognitives Cognitive skills Attitudes Key transferable skills Ethical and social understanding Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO5.1 : To apply theories and major concepts of marketing, finance, human resource management, information systems, organization studies, law : LG5 : Graduates should be knowledgeable of the functional areas of business management and their integration Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Oui Yes Evaluation finale (DS) Final examination 60 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu Continuous Assessment 40 % préciser nature Explain type QCM - Quizz 100 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 1 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture - TD Tutorials Activités d apprentissage Learning activities Devoirs Assignments INTRODUCTION Introduction and refresher course PART 1 : INVESTMENT VALUATION (3 h Lecture + 4,5 h Tutorial) 1. The time value of money and net present value 1.1. Capitalisation 1.2. Discounting 1.3. Present value and net present value of a financial security 1.4. The NPV decision rule 1.5. What does net value depend on? 1.6. Some examples of simplification of present value calculations (without CF rise at different rate) 2. The internal rate of return 2.1. How is internal rate of return determined? 2.2. Some more financial mathematics : interest rate and yield to maturity 3. Incremental cash flows and an other investment criterion P a g e 6 232

7 3.1. The predominance of NPV and the importance of IRR 3.2. The main lines of reasoning 3.3. Which cash flow are important? 3.4. An other investment criterion PART 1 reading requirements : Corporate Finance, Vernimmen 2011 (3rd edition), Chapter 16, p Corporate Finance, Vernimmen 2011 (3rd edition), Chapter 17, p Corporate Finance, Vernimmen 2011 (3rd edition), Chapter 29, p PART 1 personal work : Set of exercises in the ppt file PART 1 documents : Ppt file on SKEMA website PART 2 : MAJOR FINANCING TOOLS : SHARES AND BONDS (3 h Lecture + 3 h Tutorial) 1. Shares 1.1. Basics concepts 1.2. Price Earnings ratio 1.3. Key market data 2. Bonds 2.1. Basics concepts 2.2. The yield to maturity 2.3. Floating-rate bonds 2.4. Medium term notes 2.5. Default risk and the role of rating PART 2 reading requirements : Corporate Finance, Vernimmen 2011 (3rd edition), Chapter 23, p Corporate Finance, Vernimmen 2011 (3rd edition), Chapter 21, p PART 2 personal work : Set of exercises in the ppt file PART 2 documents : Ppt file on SKEMA website PART 3 : RISK, RETURN, COST OF EQUITY AND COST OF CAPITAL (3 h Lecture + 4 h Tutorial) 1. Risk and return 1.1. Sources of risk 1.2. Risk and fluctuation in the value of a security 1.3. Tools for measuring return and risk 1.4. How diversification reduces risk 2. Cost of equity 2.1. Return required by investors : the CAPM 2.2. Properties of the CAPM 3. From the cost of equity to the cost of capital 3.1. Weighted average cost of capital PART 3 reading requirements : Corporate Finance, Vernimmen 2011 (3rd edition), Chapter 18, p Corporate Finance, Vernimmen 2011 (3rd edition), Chapter 19, p Corporate Finance, Vernimmen 2011 (3rd edition), Chapter 30, p PART 3 personal work : Set of exercises and a case study in the ppt file PART 3 documents : Ppt file on SKEMA website A set of exercises and questions is available on the book website : P a g e 7 232

8 Bibliographie References Site(s) web Web sites The book is also available on Scholarvox by Cyberlibris. The SKEMA s Mediatheque gives you the opportunity to consult the book freely at the following address : 1) Corporate Finance Theory and Practice, P. Vernimmen, John Wiley & Sons, 2011, 3rd edition Available freely on Scholarvox by Cyberlibris at 2) Corporate Finance - J. Berk and P. DeMarzo, Pearson Education, Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Corporate Governance Code du cours Course Code PGE.FINM1.HRCOR.0314 Crédits Credits 5 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name CORPORATE GOVERNANCE Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Programme Program M1 Suzhou Départements Department Dept. Management, Leadership & Organization Module - Type de cours Course type core Paris, Sophia, Suzhou Course open to students in exchange Exchange students not allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis Corporate Financial Management, International Practices Prerequisite Responsable du cours Course leader GIALDINI Laurence

9 Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods The course defines Corporate Governance from a wide range of perspectives : economics, strategy, international business, organizational behavior, entrepreneurship, finance and law. We will consider Corporate Governance issues at several levels of analysis and an overview of international practice will be also provided. Corporate Financial Management, International Practices A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Aptitudes cognitives Cognitive skills The student is expected to master the skills of a successful business leader. Attitudes Key transferable skills The student is expected to developed savoir-faire and savoir-être capacities. The student is expected to be prepared to work in groups and show leadership skills that go beyond borders and cultural barriers Ethical and social understanding Formulate ethical business situation and analyse the best solution Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 50 % (Précisez la nature pour l'évaluation finale Explain type for final examination) Cliquez ici pour entrer du texte. Contrôle continu Continuous Assessment 50 % préciser nature Explain type QCM - Quizz 100 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cliquez ici pour entrer du texte. P a g e 9 232

10 Plan de cours Course Plan Bibliographie References Part 1 History- Part 2 Theories- Part 3 Corporate Governance Mechanisms, Processes and Practices Required readings : Johnson G. et al. (last ed.), Exploring Corporate Strategy, Chap. 4, PearsonBerk J. and DeMarzo P. (last ed.), Corporate Finance, Chap.29 PearsonRecommanded readings : Wright M et al. (2014), The Oxford Handbook of Corporate Governance, Oxford University Press. Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Global Business Environment Code du cours Course Code PGE.FINM1.STCOR.0811 Crédits Credits 5 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name GLOBAL BUSINESS ENVIRONMENT Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Programme Program M1 Suzhou Départements Department Dept. Stratégy, Entrepreneurship and Economics Module - Type de cours Course type core Suzhou Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis Prerequisite Responsable du cours Course leader LI Laubie Nom des intervenants par Belo Horizonte Lille Paris

11 Instructor(s) names by Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Aptitudes cognitives Cognitive skills Attitudes Key transferable skills Ethical and social understanding Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Nombre CM Amphi Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 0 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu Continuous Assessment 0 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Durée CM Nombre TD Durée TD (en Autres Préciser les spécificités de Amphi (en Number of heures) (Distance programmation (TD journée, heures) Tutorial classes Tutorial class, etc ) cadencement spécifique des P a g e

12 Number of Lectures Lecture duration (in duration (in (en heures) Other (in séances) Specify if full-day tutorial class, different schedules Innovation and Economic Transition Code du cours Course Code PGE.FINM1.STCOR.0808 (US) PGE.FINM1.STCOR.0810 Crédits Credits 5 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name INNOVATION AND ECONOMIC TRANSFORMATION Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program M1 Suzhou Départements Department Dept. Stratégy, Entrepreneurship and Economics Module - Type de cours Course type core Course open to students in exchange Exchange students not allowed Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Instructor(s) names by -Basic knowledge in microeconomics and in strategy Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other DIBIAGGIO Ludovic If other Descriptif du cours Course description Thémes Topics -The objective of the course is to understand how innovation induces structural change in economies and industries and how companies have to adapt their strategy. - What is innovation - How technological innovation impacted industrial revolution and generated structural change in economic history P a g e

13 - How digitization affects markets - How digitization is changing industries - how firms adapt and develop new strategies, new business models Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Have a historical view on the role of innovation in society Understand and analyse how digitization affects society, industries and business Design industry analyses and strategic studies in a digital era Aptitudes cognitives Cognitive skills Analytical skills Make sythesis of several bibliographic sources Design and develop cases Presentation discussion skills Attitudes Key transferable skills Develop an open minded attitude when facing Reading and commenting articles Preparing and contributing to a debate Ethical and social understanding Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO2.1 : To contribute substantively to the product of a group and demonstrate leadership skills : LG2 : Graduates should be able to work effectively in a multicultural team LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO4.2 : To apply theories and key concepts in the field of the management of knowledge assets, technological progress and innovation : LG4 : Graduates should be able to manage in the global knowledge economy LO6.1 : To analyze and apply advanced concepts in a specialized discipline : LG6 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO6.2 : To assess a business issue and formulate solutions in a specialized discipline : LG6 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 50 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) Rapport écrit Dissertation - Report Dissertation Contrôle continu 50 % Continuous Assessment préciser nature Explain type QCM - Quizz 20 % Etude de cas - Case study 0 % Présentation orale - Presentation 60 % Nb midterms : 0 Rapport écrit Dissertation - Report Dissertation 0 % Participation - Class participation 20 % P a g e

14 Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Méthodes d enseignement Teaching Methods Plan de cours Course Plan Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures - The Dynamics and Ecology of Innovation - Innovation and economic transformation - Digital Transformation as a structural change - Digitization and economic transformation - (R)evolution in the production of knowledge - Knowledge production as a systemic phenomenon: Local systems of innovation - Value creation vs value capture - Digitization and value capture - Innovation and Industry Evolution - Digitization and Industry evolution - Digitization and two sided markets Bibliographie References Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Raleigh Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules The best is a weeklysession course. The course cannot be given on a full day basi International Negotiation Code du cours Course Code PGE.FINM1.MKCOR.0406 (US) PGE.FINM1.MKCOR.0407 Crédits Credits Nom du cours Course name INTERNATIONAL NEGOTIATION Période d'enseignement Teaching period P a g e

15 5 Spring Charge de travail Student workload Face à Face Contact hours Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program M1 Raleigh Départements Department Dept. Marketing Module - Type de cours Course type core Belo Horizonte, Paris, Raleigh, Sophia, Suzhou Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis None Prerequisite Responsable du cours Course leader SPIER Peter Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description 'Par ma foi! il y a plus de quarante ans que je dis de la prose sans que j'en susse rien' (My faith!i have been speaking prose for forty years without knowing it), observes Molière's 'Bourgeois gentilhomme'. The same could be said of negotiation. We all do it, whether we realize it or not, and a great deal can be gained from to do it better. This skill will be paramount for careers in sales, key account management, purchasing, business development.. but it is also key in teamwork, conflict management, relationship building and a myriad other situations involving interaction between two or more parties. The list of different negotiation situations we might encounter is endless and varied: buying a souvenir, a car, an appartment; deciding on a holiday destination or a new sofa with your partner; asking your neighbour to turn down the stereo or look after your cat; negotiating a new deal with a supplier or a client; setting up an agreement with a new distributor or agent... As a means of reaching agreement and navigating differences, it is an essential tool for living and working abroad, or working with international partners or clients. Good negotiation skills presuppose an ability to interact constructively with others; cultural differences add one more dimension to this, and it is useful to reflect on how these differences impact the negotiation process. This course will take up and build on frameworks and concepts encountered in the multicultural management course and explore how they play out in a negotiation situation. To do so, we must first develop our knowledge and understanding of the nature and dynamics of negotiation itself. The course will involve a balanced approach, with some theory, practical negotiation exercises and case studies. On international es, there will naturally be some degree of emphasis on to negotiate within the local culture. P a g e

16 Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Negotiation; frameworks and structured approaches. Types of negotiation situations and styles. Mutual benefits approach. Understanding stakeholders and interests. Conflict management. Impact of culture on negotiation. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Grasp and apply a range of frameworks for understanding negotiation and the impact of cultural differences on the negotiation process Aptitudes cognitives Cognitive skills Students will be better prepared to manage interactions with others and better navigate cultural differences in the negotiation process Attitudes Key transferable skills Ability to manage strategic and interpersonal exchanges, balancing personal interests with those of others and respecting cultural differences Ethical and social understanding Students will develop a greater sensitivity to the dynamics of social and intercutural exchange Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO1.2 : To select the best course of action to follow in order to behave as responsible managers : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO2.1 : To contribute substantively to the product of a group and demonstrate leadership skills : LG2 : Graduates should be able to work effectively in a multicultural team LO2.2 : To recognize and use positively the various dimensions of diversity : LG2 : Graduates should be able to work effectively in a multicultural team Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 50 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz, Etude de cas - Case study Contrôle continu 50 % Continuous Assessment préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 60 % Nb midterms : 0 Participation - Class participation 40 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Etudes de cas Case studies Course outline: Introduction to negotiation Situations, approaches, issues Distributive and integrative negotiation situations P a g e

17 Bibliographie References Site(s) web Web sites From hard bargaining to problem solving Understanding points of view Stakeholder mapping Conflict: perceptions and resolution The cultural dimension: Hofstede and others Techniques for getting better deals Throughout the course students will be expected to take part in exercises and simulations and to analyze case studies Below are some suggestions of books to read on the subject of negotiation. The list is not exclusive and you should feel free to consider other titles. You will also see suggested titles on the PPT slides used during the course Roger Fisher, William Ury, Bruce Patton, Getting to yes: negotiating agreement without giving in, ISBN: This is an absolute classic, published in an edition that shouldn t break the bank. Less thorough, perhaps, than the Essentials (see below) in its coverage of the topic, and more inclined to argue in favour of an integrative approach to negotiation than to present itself as an academic text, it is certainly an influential work. Roy Lewicki et al., Essentials of negotiation (3rd edition, McGraw Hill 2003), ISBN A standard text for negotiation courses that covers the theoretical topics thoroughly and in a very readable fashion. There are two other books by the same authors: Negotiation (ISBN ) which is the full version from which the Essentials is taken, and Negotiation: readings, exercises and cases (ISBN ) which contains what the titles suggests. This whole series is very good indeed and will provide one of the fullest introductions to the subject. Maude, B. (2014). International business negotiation: principles and practice. Palgrave Macmillan. Shell, R. (1999). Bargaining for advantage. New York: Viking Books. An excellent, comprehensive and readable book. Thompson, L. (1998). The mind and heart of the negotiator. Upper Saddle River, NJ: Prentice Hall. Another very good book. Unfortunately a little bit expensive. Lax, D., & Sebenius, J (1986). The manager as negotiator: bargaining for cooperation and competitive gain. New York: Free Press. A solid, level-headed and readable book. Ury, W. (1991). Getting past no: negotiating with difficult people. New York: Bantam Books. A book from the Getting to yes team that will prove useful when the going gets tough. Camp, J. (2002). Start with NO. The negotiating tools that pros don t want you to know. New York: Crown Business. As the title suggests, the author takes a different stance to that of most integrative approaches and has a hardball tactics approach that is interesting. A good companion work to the Getting to yes books. Useful links will be provided on the Knowledge platform Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules P a g e

18 Delivery modes may vary considerably on different es Multicultural Management This course aims to provide students with the practical skills to successfully and effectively "navigate" through a variety of multicultural situations and settings. Thus, the course provides an in-depth understanding "culture", its historical roots, its role in shaping mindsets and behaviours, and its impact on various forms of business organisation and management. It also examines the kind of cultural preparation required to effectively interact with and work in international environments. Among topics to be studied are the effects of cultural difference in various professional and personal settings; dealing with the "culture shock" associated with multicultural encounters, and the accompanying stereotypes and preconceptions; the benefits and challenges of working in diverse and multicultural settings (e.g., international companies, teams). Overall, the course aims to equip students with the necessary knwoledge, cross-cultural competence, respect and mindfulness to enable them to function effectively and sensitively within such environments. Operation and Information Systems Code du cours Course Code PGE.FINM1.ISCOR.0703 (fall) PGE.FINM1.ISCOR.0701 (spring) Crédits Credits 5 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name OPERATION & INFORMATION SYSTEMS Période d'enseignement Teaching period Fall Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Programme Program M1 ABM France Départements Department Dept. Management of projects, Information Systems and Supply Chains Module - Type de cours Course type core Belo Horizonte, Lille, Paris, Raleigh, Sophia, Suzhou Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis NA Prerequisite Responsable du cours AUGIER Marc

19 Course leader Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Lapo MOLA Marc AUGIER - Lapo MOLA Joanne LIM - Marc AUGIER Marc AUGIER Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to This course is an introduction course to Management of Information Systems and Supply Chain Management. Information systems are an integral part of modern organizations. Managers increasingly use them to provide and deliver products and services, create competitive advantage, and manage global corporations. Professional managers, regardless of their functional business role, must have a solid grounding in the fundamentals of IS and the organizational implications of the use of IS to perform their jobs effectively. Other objective is to give a comprehensive global views of the issues & techniques of Management Information Systems and Supply Chain Management. During the course labs, we will use MS Access in order to provide students with some hands on experience about the basic IT fundamentals of IS, more specifically focus towards Data Base Management Systems and their role centralizing information and processes. Management of Information Systems, Data Base Management and Big Data, Digital Business, Supply Chain Management, Operations Management. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Know how to situate the information systems on the corporate management system, Understand tactical (methodological principles, project management...) and strategic dimensions of information systems, operations and purchase management. Understand tactical & operational aspect of supply chain Aptitudes cognitives Cognitive skills Analyze the impact of the implementation of an information system in an organization in terms of: -strategy -management -organization -security -supply chain management Attitudes Key transferable skills Understand how Information systems are used to support decision making Understand why Operations is one of the most important function within management area. Ethical and social understanding Analyze the impact of the implementation of an Enterprise system in an organization in terms of privacy and collection of personal data, for their customers and employees. Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO1.1 : To recognize potential ethical dilemmas : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex P a g e

20 objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References environments LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO5.2 : To analyze how integration of input from various functional areas of business act to influence the formulation of strategy at the organizational level : LG5 : Graduates should be knowledgeable of the functional areas of business management and their integration Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Oui Yes Evaluation finale (DS) Final examination 50 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu Continuous Assessment 50 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 40 % Présentation orale - Presentation 40 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 20 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture - TD Tutorials Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Etudes de cas Case studies - Personal guided study - Devoirs Assignments Session 1 - Introduction to Management Information Systems, and the strategic role of Information Systems Session 2 - Data Base Management, Foundation of Business Intelligence and Big Data Session 3 - Operations and Enterprise Application Systems Session 4 - IT infrastructure and Security Session 5 - Ethics and Intellectual property in a Digital world, The future of digital business Management Information Systems: Managing the Digital Firm, Laudon and Laudon. Chopra, S. and Meindl, P. (2013). Supply Chain Management: Strategy, planning and operation. Pearson Prentice Hall: Pearson Education Site(s) web Web sites Last up to date information about the course will be provided online at (open to all registered users of the platform). Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Durée TD (en Autres Nombre TD heures) (Distance Number of Tutorial class, etc ) Tutorial classes duration (in (en heures) Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day P a g e

21 duration (in Other (in tutorial class, different schedules Organization & Management Code du cours Course Code PGE.FINM1.HRCOR.0310 (fall) PGE.FINM1.HRCOR.0312 (spring) PGE.FINM1.HRCOR.0311 (fall US) PGE.FINM1.HRCOR.0316 (spring US) Crédits Credits 5 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name ORGANIZATION & MANAGEMENT Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program M1 ABM France Départements Department Dept. Management, Leadership & Organization Module - Type de cours Course type core Belo Horizonte, Lille, Paris, Raleigh, Sophia, Suzhou Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis Sociologie L3 Prerequisite Responsable du cours Course leader BACHA Eliane Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Vanderlei SOELA Amine EZZEROUALI - Eliane BACHA Eliane BACHA Descriptif du cours This course focuses on some principles and practices used in management and organization. The aim of the course is to equip students with the necessary knowledge to P a g e

22 Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan understand management theories, analyze organizations and help their future organizations in becoming more efficient. Hence, this course is designed to improve your effectiveness as a future manager and leader. The course is built around three main topics which are Management and Managers, Management and Organizations and, finally Integrative Managerial Issues. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) To understand how an organization fucntions- To define the role of the leader- To understand the different organizational structure and design Aptitudes cognitives Cognitive skills To demonstrate an understanding of the theories and concepts of management and organization Attitudes Key transferable skills To be aware that several factors can impact the performance of the organization Ethical and social understanding To be an ethical and responsible manager Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO5.1 : To apply theories and major concepts of marketing, finance, human resource management, information systems, organization studies, law : LG5 : Graduates should be knowledgeable of the functional areas of business management and their integration Cours soumis à évaluation dans le cadre de l Assurance of Learning Oui Yes pour l année en cours? Evaluation finale (DS) 60 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) Autre - Others Contrôle continu 40 % Continuous Assessment préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 75 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 25 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture - TD Tutorials Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Devoirs Assignments Chapter 1: Introduction to Management & Managers- Chapter 2: Leadership- Chapter 3: Understanding groups- Chapter 4: Motivation- Chapter 5: Foundations of organizational design- Chapter 6: Contemporary organizational designs- Chapter 7: Introduction to Managing Human Resources- Chapter 8: Managing change- Chapter 9: Managing social responsibility and ethics- Chapter 10: Managing in a global environment P a g e

23 Bibliographie References Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Sustainable Performance Code du cours Course Code PGE.FINM1.STCOR.0802 (fall) PGE.FINM1.STCOR.0807 (spring) Crédits Credits 3 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name SUSTAINABLE PERFORMANCE Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Programme Program M1 ABM France Départements Department Dept. Stratégy, Entrepreneurship and Economics Module - Type de cours Course type core Lille, Paris, Sophia Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis None Prerequisite Responsable du cours Course leader SEMPELS Christophe

24 Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Rather than explaining sustainable develpment by using theories or classical classes and cases, this course will ask you to design an innovative sustainable project by team, to promote it and to be able to crowdfund it through a real entrepreneurial platform. You will therefore need first to understand the key challenges around sustainability and the way it relates to innovation. you will then need to imagine, design and document a strong innovative and sustainable idea you will then promote on a real platform. The goal is then to launch a crowdfunding campaign to allow a community of entrepreneurs - maybe you - to find a solution to your idea and implement it in the real life... then getting the money at stake. It is therefore the market that will indicate if your idea is relevant and innovative... or not. Sustainability, innovation, crowdfunding, problem solving approach A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Design an innovative and sustainable idea, structure it and introduce it to a community you will then need to manage and interact with to crowdfund your project Aptitudes cognitives Cognitive skills Connect sustainability with innovation Discover innovative funding approach Understand the power of the crowd when solving appealing challenges Attitudes Key transferable skills Responsible, creative, adventurer, social andor business transformer Ethical and social understanding Just realise you can really improve the world by doing a business that may create financial and non financial value Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO1.1 : To recognize potential ethical dilemmas : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO1.2 : To select the best course of action to follow in order to behave as responsible managers : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 0 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) Autre - Others Contrôle continu 0 % Continuous Assessment préciser nature Explain type P a g e

25 Méthodes d enseignement Teaching Methods Plan de cours Course Plan QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 100 % Format de cours Course format elearning - TD Tutorials Activités d apprentissage Learning activities Projet Project-based No plan, just an amazing and extraordinary adventure to live Nb midterms : 0 Bibliographie References Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Marketing and Innovation Code du cours Course Code PGE.FINM1.MKCOR.0401 (fall) PGE.FINM1.MKCOR.0405 (spring) PGE.FINM1.MKCOR.0404 (fall US) PGE.FINM1.MKCOR.0409 (spring US) Crédits Credits 5 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name MARKETING AND INNOVATION Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal Evaluation Durée totale Total P a g e

26 &or team work Programme Program M1 ABM France Départements Department Dept. Marketing Module - Type de cours Course type core Belo Horizonte, Lille, Paris, Raleigh, Sophia, Suzhou Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis Prerequisite Marketing fundamentals - either the L3 marketng course or the Marketing course on the Introductory M1 track Responsable du cours Course leader SPIER Peter Belo Horizonte Lille Nom des intervenants par Paris Sophia Instructor(s) names by Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics 'Because the purpose of business is to create a customer, the business enterprise has two - and only two - basic functions: marketing and innovation. Marketing and innovation produce results; all the rest are costs'. This quote comes from Peter Drucker, an influential figure in management theory, and it provides an excellent justification for this keystone course. Whether you work in marketing and sales or in other functions, understanding and innovating for markets and customers will be vital for success. This course explores marketing's role in innovation, but adds to that two other key concepts: value and meaning. Both are far more complex than one might imagine. Innovation without value creation makes no sense: value is always 'value for someone', and invariably 'value relative to other options'. This presupposes a target and an understanding of what drives value and relevance for them. Which is why marketers spend so much time trying to listen to, study and understand those targets. Furthermore, what if that value is not built simply around a product, but around a service, an experience, entertainment, desire...? What if that value is not personal, but social? We need then to understand the perspective of individuals and of groups; to understand both the private and personal sources of value and meaning and those of the culture or the group... This course will provide a range of concepts and tools to do just that and provide an opportunity to apply them though a sustained group project. This will build on the work done in the level one marketing course and provide an opportunity to further apply notions learned there. Marketing and innovation; strategic marketing; value proposition & target marketsegment; market and customer analysis; positioning; services marketing; servicization; experience economy; entertainment economy P a g e

27 Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Students will a) better understand the issues associated with innovation as seen from a marketing point of view, with an emphasis on concepts of value and meaning and an exploration of servicization and customer experience b) learn to apply methods of new business development using a range of frameworks and approaches c) acquire methods to test new concepts d) develop a marketing plan to launch the new productservice. Aptitudes cognitives Cognitive skills Students will develop an ability to think creatively, but also to test the assumptions behind their ideas using a range of methods. They will explore the complexities of value and perceived value as well as the concepts associated with servicization and customer experience management. They will be introduced to new business models. Attitudes Key transferable skills Group work, creative thinking, project management, concept testing, pitching new business ideas. Ethical and social understanding Students will acquire a deeper understanding of the dynamics of consumption, value, need and desire. They will explore how personal and social meaning are generated through consumption. Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO2.1 : To contribute substantively to the product of a group and demonstrate leadership skills : LG2 : Graduates should be able to work effectively in a multicultural team LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO3.3 : To understand in detail extended speech and complex texts in English : LG3 : Graduates should be able to communicate in an international environment LO5.1 : To apply theories and major concepts of marketing, finance, human resource management, information systems, organization studies, law : LG5 : Graduates should be knowledgeable of the functional areas of business management and their integration Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 50 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz, Etude de cas - Case study Contrôle continu 50 % Continuous Assessment préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 40 % Rapport écrit Dissertation - Report Dissertation 40 % Nb midterms : 0 Participation - Class participation 20 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture P a g e

28 Teaching Methods Plan de cours Course Plan Bibliographie References Site(s) web Web sites Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Projet Project-based - Etudes de cas Case studies The course will have three components: A. Lectures: 1. Understanding innovation and value. Types and degrees of innovation; market stages & adoption cycles; service innovation and idea generation. 2. Strategic marketing: innovation and value for whom? Segmentation, targeting and positioning. 3. The new marketing mix and the 7 Ps. 4. Exploring value and meaning: personal and social. B.TDsProject groups: students will be involved in project-based over 5 sessions: identifying a market opportunity; generating and testing a new productservice idea for a specific target audience; exploring the market and its value drivers; understanding the competition and their relative positioning; developing a positioning and way-to-market strategy. C. Online resources: Access to MOOC; insights into value creation; case studies: Dyson, Kinect, Disneyland, The better burger battle, BlaBlaCar; interviews with members of faculty on their marketing research; understanding and managing different types of value: services, experiences, entertainment, sharing...; selected readings Kotler P. and Armstrong G. (2009), Principles of Marketing, Prentice Hall; 13 edition. Mooradian T. A., Matzler K., Ring L. J. (2012) Strategic marketing, Person, international edition Best, R. (2012), Market-Based Management: International Version, Person, international edition Osterwalder, A., Pigneur, Y. (2010), Business model generation, John Wiley & Sons 0sterwalder, A. et al. (2014), Value proposition design, John Wiley & Sons Additional reading suggestions will be provided on the Knowledge platform Access to MOOC: A selection of useful links will be provided on the Knowledge platform Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules NB Delivery mode may differ on international es WORKLOAD: Lectures: 4x3h; Group sessions: 5x3h; Group project: 35h; Blendedonline work: 36h; Exam: 2h Strategy Code du cours Course Code Nom du cours Course name P a g e

29 PGE.FINM1.STCOR.0801 (fall) PGE.FINM1.STCOR.0806 (spring) PGE.FINM1.STCOR.0805 (fall US) PGE.FINM1.STCOR.0812 (spring US) Crédits Credits 5 Charge de travail Student workload Face à Face Contact hours STRATEGY Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program M1 ABM France Départements Department Dept. Stratégy, Entrepreneurship and Economics Module - Type de cours Course type core Belo Horizonte, Lille, Paris, Raleigh, Sophia, Suzhou Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis None Prerequisite Responsable du cours Course leader CIRILLO Bruno Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Olivier BERTRAND - Livia BARAKAT Olivier BERTRAND Olivier BERTRAND - Corinne POROLI Oussama AMMAR Descriptif du cours Course description This strategy course introduces the fundamental concepts, analytical tools, and strategic options at the basis of strategic analysis and action. We will use a combination of lectures, case studies and a team project to explore and apply theoretical frameworks and methodologies in different industry and company situations. For instance, we will explore methods for assessing the strength of competition and the relative bargaining power, for anticipating competitors actions, for analyzing cost and value structures and their relevance to competition, and for assessing potential changes in the scope of the firm (diversification and vertical integration). Thémes Topics P a g e

30 Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Understand the key concepts and tools of external and internal strategic analysis Aptitudes cognitives Cognitive skills Properly use methods and tools of strategic analysis. Acquire the basic jargon necessary to discuss, in a consistent and precise manner, strategic issues. Attitudes Key transferable skills Develop analytical skills and critical reasoning. Ethical and social understanding Recognize individual, sectoral-level specificities and their consequences. Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO6.1 : To analyze and apply advanced concepts in a specialized discipline : LG6 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO6.2 : To assess a business issue and formulate solutions in a specialized discipline : LG6 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 50 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu Continuous Assessment 50 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 100 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture - TD Tutorials Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Projet Project-based - Etudes de cas Case studies 1. Introduction to strategy (Lecture Environmental analysis (Lecture Case study on environment and industry analysis (Tutorial Internal company analysis (Lecture Case study on internal company analysis (Tutorial Students' project: Part I finalization and submission (Tutorial Business strategy (Lecture Corporate strategy (Lecture Case study on strategic choices at business and corporate levels (Tutorial Students' project: Part II finalization and submission (Tutorial - 3 P a g e

31 Bibliographie References Grant, R. M. (2012). Contemporary strategy analysis and cases: text and cases, 8th Edition. John Wiley & Sons. Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Sophia Antipolis Paris Lille Suzhou Raleigh Belo Horizonte Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules M2 MSc TRANSVERSAL COURSES Advanced Strategy Course Code MSC.TRCM2.STCOR.0001 Credits 3 Course Responsible CHEREAU PHILIPPE Hours 15 Status Core course Themes Department STRATEGY, ENTREPRENEURSHIP AND ECONOMICS Prerequisites P a g e

32 Plan Advanced strategy course aims at preparing students to strategy formulation and implementation through the use of concept, methods and tools of strategic management focused on the following issues: - internationalization strategy - Innovation and entrepreneurship - Strategic choices: formulation and evaluation Exchange students Exchange students allowed Lille,Paris,Sophia,Raleigh,Suzhou Cultural Awareness: Living and Working in France Course Code MSC. Credits 3 Course Responsible TRACY JONES Hours 15 Status Themes Department Prerequisites Plan Exchange students Elective 1) French society today; organization of the state and institutions 2) Studying in France: The French education system & Grandes Ecoles 3) Business in France and working life 4) Intellect, innovation and industry 5) The local environment (Lille or Sophia Antipolis) and beyond 6) Family and friends: social structure and relationships 7) Everyday life: norms, behavior, expectations 8) Attitudes and values None open to exchange & double degree students only This interactive seminar is specifically designed for Exchange students, to help their integration in France. It will introduce them to cultural, business and institutional factors affecting France today. The course will explore intercultural issues and will equip exchange students with the means to better understand and analyze France and the French. The course will move beyond stereotypical views and perspectives to enable students to gain deeper cultural awareness, thereby preparing them to make the most of their French educational, social and business experience. Exchange students are strongly encouraged to take this course Lille, Sophia P a g e

33 French as a Foreign Language Code du cours Course Code PGE.FINM1.LGCOR Crédit(s) Credit(s) Nom du cours Course name LV2 FRENCH REAL BEGINNER - BASICS - INTERMEDIATE - ADVANCED Période d'enseignement Teaching period 1 Charge de travail Student workload Face à Face Contact hours Distanciel Distance Autonomous personal &or team work Evaluation Evaluation Durée totale Total Programme Program Départements Department Module Module Type de cours Course type PGE M1 LANGUAGES LANGUES Core course Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language If other Pré-Requis Prerequisite Responsable du cours Course leader POMMIER JEAN-PAUL Nom des intervenants par Name of instructor(s) by LILLE PARIS SOPHIA SUZHOU RALEIGH NA Oanh Chieuto Christine Develey NA NA P a g e

34 Beginner: Learners will be able to understand and use familiar everyday expressions and very basic phrases for concrete situations (introduce themselves and others and ask and answer questions about personal details such as where they live, people they know and things they have). Will be able to interact in a simple way provided the other person talks slowly and clearly and is prepared to help. Basics: Learners will be able to understand sentences and frequently used expressions related to areas of most immediate relevance (e.g. very basic personal and family information, shopping, local geography, employment). Will be able to communicate in simple and routine tasks requiring a simple and direct exchange of information on familiar and routine matters. Will be able to describe in simple terms aspects of their background, immediate environment and matters in areas of immediate need. Descriptif du cours Course description Intermediate: Learners will be able to understand the main points of familiar matters regularly encountered in work, school, leisure, etc. Will be able to deal with most situations likely to arise while travelling in an area where the language is spoken. Will be capable of producing simple connected text on topics which are familiar or of personal interest. Will be able to describe experiences and events, dreams, hopes & ambitions and briefly give reasons and explanations for opinions and plans. Advanced: Learners will be able to understand the main ideas of complex text on both concrete and abstract topics, including technical discussions in their field of specialisation. They will interact with a degree of fluency and spontaneity that makes regular interaction with native speakers quite possible effortlessly both ways. Will be able to explain a viewpoint on a topical issue giving the advantages and disadvatages of various options. Résultats d apprentissage Intended Learning Outcomes and Skills A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) See above in course description in relation to level Aptitudes cognitives Cognitive skills See above in course description in relation to level Attitudes Key transferable skills See above in course description in relation to level Ethical and social understanding P a g e

35 Contribution aux objectifs pédagogiques du programme Contribution to objectives Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LG3 : Graduates should be able to communicate in an international environment LO3.1 : To produce clear, well organized verbal presentations Not evaluated LO3.2 : To produce clear, well organized written communication Not evaluated LO3.3 : To understand in detail extended speech and complex texts in English Not evaluated Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 30 % (Précisez la nature pour l'évaluation finale Explain type for final examination) Evaluation des étudiants Student Assessment Si autre précisez If other Specify: In relation to level Contrôle continu Continuous Assessment 70 % préciser nature Explain type the sum of the coefficients below must be equal to 100% Présentation orale (oral presentation) 30 % QCM (quizz) 0 % Dossier (filereport) 0 % P a g e

36 Etude de cas (case study) 0 % Mid-term examination 0 Class participation 20 % % - Nb of midterms 0 Autre (other) 50 % Précisez Specify: Grammar tests, summaries, presentations, reports, dictations, etc (According to the appropriate course level) Format de cours Course format Si autre, précisez If other please specify Méthodes d enseignement Teaching Methods Activités d apprentissage Learning activities Si autre, précisez If other please specify: Plan de cours Course Plan Specific to each level Lectures obligatoires Required readings Bibliographie References Lectures Recommandées Recommended readings Site(s) web Web sites Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) P a g e

37 Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Nombre TD Number of Tutorial classes Durée TD (en heures) Tutorial class duration (in Autres (Distance, etc ) (en heures) Other (in Préciser les spécificités de programmatio n (TD journée, cadencement spécifique des séances) Specify if fullday tutorial class, different schedules Lille Paris 8 1,5 Raleigh Sophia 8 1,5 CORPORATE FINANCIAL MANAGEMENT Derivatives Code du cours Course Code Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name DERIVATIVES Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Programme Program Corporate Financial Management Départements Department Dept. Accounting and Finance Module - Type de cours Course type optional Sophia Course open to students in exchange Cliquez ici pour entrer du texte. Langue d'enseignement Teaching language Anglais English If other Pré-Requis International financial markets and economics Prerequisite Responsable du cours Course leader DISPAS Christophe

38 Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Practicing derivatives A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) International Financial markets and economics Aptitudes cognitives Cognitive skills Practicing dérivatives for CIIA exam Attitudes Key transferable skills Ethical and social understanding Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 100 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz, Rapport écrit Dissertation - Report Dissertation Contrôle continu Continuous Assessment 0 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Activités d apprentissage Learning activities 1 Corporate structure; owners and stakeholders 2 Corporate management; ownership and control; agency issues P a g e

39 Bibliographie References 3 Monitoring functions and agencies; legislation and government, including SOX 4 Take-owers and mergers; moral hazard and systemic risk 5 International practice Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules International Financial Decision Making Code du cours Course Code Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name INTERNATIONAL FINANCIAL DECISION MAKING Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Programme Program Corporate Financial Management Départements Department Dept. Accounting and Finance Module - Type de cours Course type optional Paris, Sophia Course open to students in exchange Exchange students not allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis Strategic management and international Financial economics Prerequisite Responsable du cours Course leader GIALDINI Laurence Nom des intervenants par Belo Horizonte Lille

40 Instructor(s) names by Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills How to develop your company in an international area A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Aptitudes cognitives Cognitive skills Attitudes Key transferable skills Ethical and social understanding Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 100 % (Précisez la nature pour l'évaluation finale Explain type for final examination) Rapport écrit Dissertation - Report Dissertation Contrôle continu Continuous Assessment 0 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures P a g e

41 Bibliographie References Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Corporate Banking Relations Code du cours Course Code MSC.CFMM2.FIELE.0120 Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name CORPORATE BANKING RELATIONS Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Programme Program Corporate Financial Management Départements Department Dept. Accounting and Finance Module - Type de cours Course type core Paris, Sophia Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis Microeconomics Prerequisite Responsable du cours Course leader LOBEZ Frédéric Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Frederic Lobez Abdelhafid BENAMRAOUI

42 Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills After presenting the context of banking relations today, this course will examine the organisation, Governance and risk management in the banking sector. It will also explain the different operations of banks and financial institutions. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Understand the context of Banking relations. Aptitudes cognitives Cognitive skills Be able to analyse the banking organisation, governance and risk management. Attitudes Key transferable skills Ethical and social understanding Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) 50 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) Etude de cas - Case study Contrôle continu 50 % Continuous Assessment préciser nature Explain type QCM - Quizz 100 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture - TD Tutorials Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Etudes de cas Case studies - Personal guided study - Devoirs Assignments Topic 1 Setting the Context of Bank Relations Today Crisis Contagion Late 20th Century Origins of Financial Volatility and Global Credit Crisis Global Financial Crisis 2008 Moral Hazards - Bail Outs and Conditionality P a g e

43 Bibliographie References Mergers and Acquisitions Topic 2 Banking Organisation, Governance and Risk Management The World of International Banking Organisation of Banks Governance and Risk Management (Identification, Management and Transfer) Topic 3 Operations of Banks and Financial Institutions - Payment and Receipting Investments Money Transfers Principles of Foreign Exchange Foreign Exchange Markets The Business of Foreign Trade Collection Basic Letter of Credit Letter of Credit Variations Bankers Acceptance Latest Payment and Receipting Techniques and Managing the Projects Overview of the Statement of Investment Principles Investment return & risk characteristics, benchmarks & guidelines Investment styles & techniques Manager selection Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Corporate Risk Management Code du cours Course Code MSC.CFMM2.FICOR.0026 Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name CORPORATE RISK MANAGEMENT Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total

44 Programme Program Corporate Financial Management Départements Department Dept. Accounting and Finance Module - Type de cours Course type core Paris, Sophia Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis International financial economics, Financial mathematics Prerequisite Responsable du cours Course leader GIALDINI Laurence Belo Horizonte Lille Paris Ameeta Jaiswal Nom des intervenants par Instructor(s) names by Sophia Suzhou Raleigh Other Ameeta Jaiswal Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du The most frequent users of risk management techniques are trading operations and the treasury office. But many other areas of the firm are also involved in risk management; e.g., the marketing department designs types of contracts for customers that share risk; business unit managers evaluate projects with different risk characteristics, and decide on ways to alter projects so as to minimize risk without sacrificing return, etc. The tax, legal, and accounting departments are also concerned with risk, with hedging, and with corporate governance. At the highest level of the company key questions about the firm's strategy and its ability to fund its operations must be answered with an eye on the risks of each alternative and strategic decisions that can secure the greatest value for shareholders A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Understand the nature of a company's exposure to different risk drivers, as well as the principles that underlie the important decision of whether to hedge those risks or not Aptitudes cognitives Cognitive skills Understand why risk cannot be totally eliminated, but that it can be appropriately managed Attitudes Key transferable skills Get a clear awareness of the importance to manage the exposure to different types of risk. Ethical and social understanding Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) P a g e

45 programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) 50 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) Etude de cas - Case study Contrôle continu 50 % Continuous Assessment préciser nature Explain type QCM - Quizz 100 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture - TD Tutorials Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Etudes de cas Case studies - Personal guided study - Devoirs Assignments I. Introductory ideas on Financial Risk Management in the Corporation a.brief antecedents of the Risk Management discipline. b.what is Risk Management in the Corporation? c.when should managers consider using risk management strategies? d.what are the Corporate Governance implications of risk management and how can they be sorted out? II. Different types of Risk Management 1.Market Risk Management a.introduction to Financial Market Risk b.var as downside risk c.var and CAR definitions d.other measures of risk (betas, spreads, agency ratings) e.portfolio positions and the identification of risk factors 2.Credit Risk Management a.measurement of Credit Risk b.settlement Risk c.joint Events d.risk diversification in credit portfolios 3.Operating Risk Management a.detection of risk sources b.measurement of risk exposures c.protection against different types of risks d.a comprehensive view of operating risk management III. Risk Management in Practice 4.Derivatives and Risk Management a.overview of Derivatives b.forwards c.futures d.swaps P a g e

46 Bibliographie References e.options 5.Futures, Forwards and Swaps markets, uses and limitations a.marking to market b.trading in futures c.fine tuning of positions: the hedge ratio d.similarities and differences between Futures and Forwards contracts. e.swaps as a bundle of forwards, their operation, uses, limitations and conventions. 6.Options Contracts and utilization a.basic Options: calls and puts b.put-call parity c.combinations of Options (options strategies) d.valuation of Options: analytical solution and numerical methods 7.Currencies and Commodities markets a.currency markets: the present international monetary system b.exchange rate determination: is it possible to predict the exchange rate? c.transaction exposure to exchange rates d.economic exposure to exchange rates e.commodities markets f.pricing of futures in commodities markets Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Financial Communication Code du cours Course Code MSC.CFMM2.FIELE.0119 Crédits Credits 2 Charge de travail Student workload Programme Face à Face Contact hours Nom du cours Course name FINANCIAL COMMUNICATION Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Corporate Financial Management

47 Program Départements Department Dept. Accounting and Finance Module - Type de cours Course type optional Paris, Sophia Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English Pré-Requis Background in finance Prerequisite Responsable du cours Course leader GIALDINI Laurence Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Céline BOUQUEREL Céline BOUQUEREL If other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants This module will review the process of financial communication inside corporations, from operational reporting to investors and analysts relations. Based on real cases, the course will review the regulatory framework, the main topics of financial communication and and the key events in the life of publicly traded companies. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) The main aim of this module is to raise students awareness of how going public not only impacts day-to-day activity of corporate financial teams, but also raises specific strategic issues Aptitudes cognitives Cognitive skills Understand the main topics of financial communication (accounting, financial forecasts, corporate governance, strategy and business model, corporate responsibility ) Attitudes Key transferable skills Be able to communicate technical issues involving both accounting and finance to the general shareholding public Ethical and social understanding Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Evaluation finale (DS) Final examination 100 % Non No P a g e

48 Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz, Etude de cas - Case study Contrôle continu Continuous Assessment 0 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Activités d apprentissage Learning activities This module will review the process of financial communication inside corporations, from operational reporting to investors and analysts relations. Based on real cases, the course will review the regulatory framework, the main topics of financial communication and and the key events in the life of publicly traded companies. Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Portfolio Management Code du cours Course Code Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name PORTFOLIO MANAGEMENT Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total P a g e

49 Programme Program Corporate Financial Management Départements Department Dept. Accounting and Finance Module - Type de cours Course type optional Sophia Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English Pré-Requis International financial markets and economics Prerequisite Responsable du cours Course leader DISPAS Christophe Belo Horizonte Lille Nom des intervenants Paris par Sophia Instructor(s) names by Suzhou Raleigh Other If other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Practicing portfolio management A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Aptitudes cognitives Cognitive skills Attitudes Key transferable skills Ethical and social understanding Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Evaluation finale (DS) Final examination 100 % Non No (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz, Rapport écrit Dissertation - Report Dissertation Contrôle continu 0 % P a g e

50 Méthodes d enseignement Teaching Methods Plan de cours Course Plan Continuous Assessment préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture - TD Tutorials Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Etudes de cas Case studies - Personal guided study - Devoirs Assignments Bibliographie References Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules DIGITAL BUSINESS Digital Transformation Digital technologies changed business environment. New opportunities have prompted many businesses to transform. The course will cover three main topics related to digital transformation in an organization and the related software: Internal communication and collaboration, Communication and collaboration with clients and partners and Social Media for business. The course will be based on actual business cases in the areas of the transformation of the sales and collaborative processes in the organization. P a g e

51 Entrepreneurship & Finance in the Digital Age Code du cours Course Code MSC.DBUM2.STELE.0003 Crédits Credits 0 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name Entrepreneurship and Finance in the Digital Age Période d'enseignement Teaching period Fall Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program Digital Business Départements Department Dept. Stratégy, Entrepreneurship and Economics Module - Type de cours Course type elective Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Instructor(s) names by Anglais English ---- If other This course bears some resemblance to the Entrepreneurial Mindset and Toolkit course (EMT). If you have already taken this course, the Entrepreneurship and Finance in the Digital Age course (EFDA) may only offer minor additional outcomes. It will however, strongly focus on crowdfunding and how it is changing entrepreneurial financing in the digital age. Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other SITRUK Jonathan Descriptif du cours Course description This highly interactive introductory course course looks at the processes and skills needed to create new companies in the digital age. Participants will grasp a better understanding of how to generate and assess a business idea, translate this idea into the roadmap of a business plan. With this business plan, the to-be entrepreneurs will evaluate how they can finance their venture by using alternative ways of financing (such as crowdfunding). The course final deliverable involves strong interactivity and group work. In order to join the course, participants (who will be working in groups of 6) are required to have a potential business idea which they believe could receive financing through one of the crowdfunding alternatives that exist (donation, reward, equity, or p2p). Please take the time to explore these different platforms to familiarize yourself with the crowdfunding world: Donation: gofundme.com Reward: indiegogo.com, kickstarter.com P a g e

52 Equity: crowdcube.com, wiseed.com P2P: babyloan.com, zopa.com Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Grasp a better understanding of Entrepreneurship in the Digital Age. Understand what is crowdfunding and how to use it Develop an entrepreneurial sensitivity. Aptitudes cognitives Cognitive skills Attitudes Key transferable skills Ethical and social understanding Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 100 % (Précisez la nature pour l'évaluation finale Explain type for final examination) Autre - Others Contrôle continu Continuous Assessment 0 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures Session 1.1: Introduction to Entrepreneurship & New Ventures Session 1.2: Is my idea any good? Evaluating your idea by using ISMA Session 2: Can I convince investors? Preparing a Lite BP Session 3.1: What are the different sources of financing available? - General Overview + Crowdfunding Session 3.2: Crowdfunding - Designing my campaign - Introduction Session 4: Crowdfunding - Designing my campaign - Group work Session 5: Evaluation and Presentation P a g e

53 Bibliographie References Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules The Global Market System Code du cours Course Code MSC.DBUM2.STCOR.0007 Crédits Credits 4 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name The Global Market system Période d'enseignement Teaching period Fall Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Programme Program Digital Business Départements Department Dept. Stratégy, Entrepreneurship and Economics Module - Type de cours Course type core Sophia Course open to students in exchange Exchange students not allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis An undergraduate course in Macroeconomics Prerequisite Responsable du cours Course leader IACOPETTA Maurizio Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou

54 Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills You will learn how the global market system works. It is an international macroeconomics course. After taking this course you will be able to interpret some key events of the global economy. 1. Global Imbalances ; 2. Current Account ; 3. Global Saving and the Glut Hypothesis' ; 4. Twin Deficits: Fiscal Deficits and Current Account Imbalances; 5. International Capital Market Integration; 6. Real Exchange Rate ; 7. Exchange Rate Policy and Unemployment. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Interpret Macroeconomic Data and relate them to the basic Macroeconomic models Aptitudes cognitives Cognitive skills Quantitative Analysis Attitudes Key transferable skills Principles of the functioning of global markets Ethical and social understanding How social and income inequality is related to the functioning of the markets Contribution aux objectifs pédagogiques du programme Contribution to objectives Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO1.1 : To recognize potential ethical dilemmas : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO1.2 : To select the best course of action to follow in order to behave as responsible managers : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO2.1 : To contribute substantively to the product of a group and demonstrate leadership skills : LG2 : Graduates should be able to work effectively in a multicultural team LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO4.1 : To analyze globalization and evaluate its effects on business : LG4 : Graduates should be able to manage in the global knowledge economy LO4.2 : To apply theories and key concepts in the field of the management of knowledge assets, technological progress and innovation : LG4 : Graduates should be able to manage in the global knowledge economy LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? P a g e

55 Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Evaluation finale (DS) Final examination 60 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu Continuous Assessment 40 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 1 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures The plan is to devote about 4 hours to each of the following topic: 1. Global Imbalances ; 2. Current Account ; 3. Global Saving and the Glut Hypothesis' ; 4. Twin Deficits: Fiscal Deficits and Current Account Imbalances; 5. International Capital Market Integration; 6. Real Exchange Rate ; 7. Exchange Rate Policy and Unemployment. To be decided Bibliographie References Site(s) web Web sites To be decided Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Business Ethics and Internet Security Code du cours Course Code MSC.DBUM2.STCOR.0008 Crédits Credits 4 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name Business Ethics and Internet Security Période d'enseignement Teaching period Fall Distanciel Distance Autonomous personal Evaluation Durée totale Total P a g e

56 Programme Program Départements Department Module Type de cours Course type Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Instructor(s) names by Anglais English &or team work Digital Business Dept. Stratégy, Entrepreneurship and Economics M2-MSC core Sophia Exchange students allowed If other Students should be familiar with the fundamentals of management, such as strategy, marketing, human resources and finance. Business ethics are situated at the intersection of strategic management and organizational behavior, and interact with decisions made in terms of marketing and policies and financial control. Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other BARRAQUIER Anne Descriptif du cours Course description Thémes Topics The increasing use of the internet, web technologies, social networks and thousands of other online applications has enabled millions of individuals and organizations to have an access to information and knowledge, to simplify their daily activities, to interact with others at an unprecedented scale, freeing them from physical limits and boundaries which formerly existed. Yet at the same time a series of unwanted phenomena has emerged, which produced violations of fundamental human rights. Even though all issues cannot be covered comprehensively, this course will focus on a few of them, such as privacy, due care, property, reputation, equal opportunity, etc. Privacy and identity issues: capture of personal information (data, images) by third parties, corporations, institutions or malevolent use of such information, theft of identity, control of private information. Reputational risk of individuals related to the use of internet, social networks, data mining, digitalization of personal profiles, etc. Intellectual property issues: ethical issues related to patenting and intellectual property (i.e domination of MNEs and indigenous knowledge), authorship (Google case), and other property theft or violation. Due customer care: awareness of consumers rights and commitments in online contractual engagement. Ethical use of big data Status and legitimacy of digital information: false or misinterpreted information, sensitive information, alerts, whistle blowing and democracy issues related to the internet P a g e

57 Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Acquisition of cognitive and practical tools to : - develop ethical awareness, - improve ethical judgement - strengthen the capacity to make ethical decisions in highly intensive digital environments. Aptitudes cognitives Cognitive skills Critical thinking and judgment Attitudes Key transferable skills Same as above Ethical and social understanding This is a course on business ethics. Its contents are all oriented towards a better ethical and social understanding. Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO1.1 : To recognize potential ethical dilemmas : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO1.2 : To select the best course of action to follow in order to behave as responsible managers : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO4.2 : To apply theories and key concepts in the field of the management of knowledge assets, technological progress and innovation : LG4 : Graduates should be able to manage in the global knowledge economy Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 30 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) Etude de cas - Case study Contrôle continu 70 % Continuous Assessment préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 40 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 40 % Nb midterms : 0 Participation - Class participation 20 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Etudes de cas Case studies - Personal guided study - Devoirs Assignments I Introduction to Business Ethics Ethical awareness Ethical frameworks P a g e

58 Bibliographie References Ethical dilemmas Ethical decisions II Ethics and Information Privacy Reputation and image Intellectual property Due care Big data Status of digital information III Human Rights and Democracy Antecedents and outcomes of the digital economy on issues of freedom of expression, freedom of association, individual integrity, privacy, and the safeguard of democratic institutions and mechanisms. General press Research articles in the following journals: Ethics and information technology, Journal of Business Ethics, Business and Society, and others. Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Sophia Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Each class is 3 hours. first half is a TD, second half a lecture. Information Goods and Electronic commerce Code du cours Course Code MSC.DBUM2.STELE.0002 Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name Information Goods and Electronic commerce Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Programme Program Digital Business Départements Department Dept. Stratégy, Entrepreneurship and Economics Module -

59 Type de cours Course type Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Instructor(s) names by No prerequisites Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other elective Sophia Exchange students allowed BABUTSIDZE Zakaria If other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Motion pictures, books, music, news. These are information goods. Consumers spend considerable time and money on these products and services. And they rarely realize how different these goods are from the producer's prospective. These are special goods. Many economic laws do not work in these fields and new rules that guide these industries deserve special attention. These products are mostly sold online using e-commerce tools. The course will spend considerable time analyzing implications of e-commerce for modern business. pricing, bundling, advertising, innovation, e-commerce A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Understand the difference between the standard and information goods industries with respect to production, pricing and distribution. Aptitudes cognitives Cognitive skills Master abstract, analytical thinking. Be able to relate the results of abstract discussions to the real-world situations. Attitudes Key transferable skills Be able to analyze realistic problems of the sort that confront consultants, product pricing and marketing managers, entrepreneurs in information goods industries. Ethical and social understanding Understand ethical concerns involved in online data-harvesting, which is the integral part of modern e-commerce Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) 40 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) P a g e

60 Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Rapport écrit Dissertation - Report Dissertation Contrôle continu Continuous Assessment 60 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 40 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 60 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures The course is organized in five meetings of three hours each. During meetings the instructor will communicate material. Students will also be given points of discussion (or questions). They are expected to discuss them in class. Participation in these discussions is graded. Meeting 1: Introduction Meeting 2: Pricing Meeting 3: Bundling + Advertising Meeting 4: Innovation and Property Rights Meeting 5: The long tail ``Information Rules'' by Carl Shapiro and Hal Varian. Harvard Business School Press. Bibliographie References Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules DIGITAL MARKETING Corporate Communication Code du cours Course Code MSC.WMIM2.MKELE.0080 Crédits Credits Nom du cours Course name ELECTIVE : CORPORATE COMMUNICATION Période d'enseignement Teaching period P a g e

61 2 Spring Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Instructor(s) names by Face à Face Contact hours Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Digital Marketing Dept. Management of projects, Information Systems and Supply Chains Anglais English No Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other AUDIT & INTERNATIONAL ACCOUNTING core ---- WALAS Muriel If other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills This course defines the basic notions of corporate communication, presents the relationship between announcer and agency, explains the copy strategy, teaches how to make an advertising analysis. Thanks to this course, students will learn key notions to influence the perception and memory of targets and how to create an efficient communication concept. Main goals: lead the students through a professional process, giving efficient methods to sustain creativity and give the key to join a communication agency or a communication department. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) - Understand and use communication jargon; - Know the various communication tools and their key rules Aptitudes cognitives Cognitive skills - Understand the hidden messages of advertising - Understand the role and challenges of Communication in an overall strategy - Know the various roles careers in the communication sphere Attitudes Key transferable skills P a g e

62 Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan - Behave in a professional manner with communication issues - Show efficient methods to solve some communication issues (briefings, document analysis ) Ethical and social understanding - Apply the communication methods used in professional agencies andor communication departments - Apply methods for a creative communication process - Define and write an agency creative briefing - Define and write an announcer briefing - Start a communication strategy - Start a communication plan Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 0 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu Continuous Assessment 100 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 100 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture - TD Tutorials Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Etudes de cas Case studies 1.Corporate Communication: Introduction: a. Definition b. Actors & Roles c. Strategy & Tools d. Advertising analysis 2.Relationship between announcer & agency: a. Understand the announcer's needs b. Playing roles 3.The copy strategy: a. Creative strategies (case studies) b. Application c. Advertising analysis 4.Perception principles (understand & influence the perception): a. Figure and Ground b. Shape 5.Gestalt Theory (understand & influence the perception): P a g e

63 Bibliographie References a. The Whole and the Parts b. Mai 6.The tools of communication a. Overview of the various medium of communication b. when, why and how to use it Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : Site(s) web Web sites Sign-up for the free and read as often as possible: Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules ENTREPRENEURSHIP AND INNOVATION Executive Strategic Consulting Code du cours Course Code MSC.EISM2.STCOR.0017 Crédits Credits 3 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name EXECUTIVE STRATEGIC CONSULTING Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program Entrepreneurship and Innovation Départements Department Dept. Stratégy, Entrepreneurship and Economics Module - Type de cours Course type core Sophia, Suzhou P a g e

64 Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Instructor(s) names by Anglais English Good knowledge in strategy theories Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Exchange students not allowed CHEREAU, Philippe If other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants This course is dedicated to transferring methods and tools of Executive Consulting in the field of strategy and organization management. Methods are based on a robust understanding of strategic and organizational management theories transposed into consulting and change management best practices. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Students are expected to be prepared to conduct strategic management consulting missions. Aptitudes cognitives Cognitive skills Master strategic management knowledge and practices and use this knowledge through consulting tools specifically designed for the conduct of consulting mission Attitudes Key transferable skills Students will have developed savoir-faire and savoir-être capacities, highly valuable for any strategic management situation as manager or consultant Ethical and social understanding Students are expected to be prepared to join external or internal executive consulting teams and be effectively operational on the very short term to contribute to the growth of firms Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 50 % Final examination P a g e

65 Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan (Précisez la nature pour l'évaluation finale Explain type for final examination) Etude de cas - Case study Contrôle continu 50 % Continuous Assessment préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 100 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 1 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture - TD Tutorials Activités d apprentissage Learning activities Etudes de cas Case studies Session 1 0Course objectives, structure and evaluation 1Introduction to Strategic Consulting for SMEs 2Strategy: proposal for definitions and perspectives 3 The strategic consulting approach Session 2 4The framework of reference : the starting point for a consulting mission 5The strategic analysis toolbox 5.1The strategic segmentation Mini case study Session 3 5.2Generic strategies 5.3The life cycle 5.4 Key Success Factors Mini case study Session Opportunities and threats 5.6 The chain of value 5.7 The competitive advantage 5.8 The benchmarking 5.7 The competitive advantage 5.8 The benchmarking 6The analysis of the environment 6.1 The demand 6.2 The competition 6.3 Other influences Session 5 7The internal diagnostic 8The strategic diagnostic Group exam: Case study: strategic diagnostic Session 6 9Strategic choices and formulations 9.1Criteria of evaluation of the scenarios 9.2Designing scenarios (mini case study) 9.3Evaluating and implementing scenarios Session 7 P a g e

66 Bibliographie References 10Implementing change management 10.1Leading change: the 8 steps 10.2A few tools to leading change 11Practical advices to consultants 11.1Selling a consulting mission 11.2Some pieces of advice for a successful mission Final exam briefing Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : Le Conseil Stratégique pour l'entreprise - Chereau & Meschi - PEARSON, 2014 Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Sophia Suzhou Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Doing Business in High Tech Code du cours Course Code MSC.EISM2.STELE.0023 Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name DOING BUSINESS IN HIGH TECH Période d'enseignement Teaching period Fall Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Programme Program Entrepreneurship and Innovation Départements Department Dept. Stratégy, Entrepreneurship and Economics Module - Type de cours Course type elective Sophia Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English If other

67 Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Instructor(s) names by M2 Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other TAGGER Jean-claude Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives This elective course aims at giving MSc students increased knowledge of the technology industry, one of the fastest moving and global ones. It will present an opportunity to utilize knowledge and develop skills acquired in Marketing, Strategy and Research Method courses A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) To get a deeper knowledge of the Industry and its future trends. This includes : -the understanding of the different types of players of the industry as well as associated business models. -Importance of interaction of technologies with most other industries. Aptitudes cognitives Cognitive skills Source data - Make a descriptive summary - Analyse information - Create recommendations - Formulate critical questions - Draw conclusionssource data - Make a descriptive summary - Analyse information - Create recommendations - Formulate critical questions - Draw conclusions Attitudes Key transferable skills work effectively in a diversified team Ethical and social understanding Collaborate with other team members on a project Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO4.1 : To analyze globalization and evaluate its effects on business : LG4 : Graduates should be able to manage in the global knowledge economy LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : P a g e

68 Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 20 % (Précisez la nature pour l'évaluation finale Explain type for final examination) Examen intermédiaires - Mid-term examination Contrôle continu Continuous Assessment 80 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 100 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture - TD Tutorials Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Projet Project-based - Devoirs Assignments Session 1 Overview - Quick history of the industry - Some numbers - Most successful areas A little bit of technology - Convergence - Virtualization - Mobility - 3D Routes to market - B2B vs B2C - Channel management Sessions 2 The various actors and their business models ( Big vendors, Software editor, Telecom Operators ISP, System Integrators, Value Added Resellers, Distributors etc ) Session 3 and 4 Cloud Computing : a revolution or an evolution? Big Data Session 5 Interaction with other Industries Other trends P a g e

69 Bibliographie References Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : Financial Times articles related to Technology Companies Site(s) web Web sites Corporate websites from main actors ( Microsoft, Google, HP, Intel,IBM, Dell, Verizon, AT&T, BT,Cisco, Alcatel, Nokia, Apple, Oracle, SAP, Acer, Samsung, Orange, etc ) Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in sophia Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Entrepreneurial Finance Code du cours Course Code MSC.EISM2.STCOR.0006 Crédits Credits 4 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name ENTREPRENEURIAL FINANCE Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Programme Program Entrepreneurship and Innovation Départements Department Dept. Stratégy, Entrepreneurship and Economics Module - Type de cours Course type core Sophia, Suzhou Course open to students in exchange ---- Langue d'enseignement Teaching language Anglais English If other Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Basic understanding of Finance and Accounting + Each student needs to prepare the basis of a start-up project or gather enough information on a start-up that he she knows very well Belo Horizonte Lille Paris CHEREAU, Philippe

70 Instructor(s) names by Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Entrepreneurial finance applies tools and techniques of corporate finance to the entrepreneurial venture. It closely follows a "life cycle of the firm" approach in a very accessible manner. The class will explore the theories, knowledge, and financial tools needed by an entrepreneur in starting, building, and harvesting a successful venture. The course will focus on sound financial management practices, how and where to obtain the financial capital necessary to run and grow the venture, and how and when to interact with the financial institutions and regulatory agencies central to financing ventures as they grow and ultimately look for liquidity for their investors A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Students are expected to incorporate their own business from start-up to exit Aptitudes cognitives Cognitive skills Students are expected to master the skills of a successful entrepreneur as regards the financing of a new venture. Analyze the entrepreneurial opportunity from a financial feasibility perspective Attitudes Key transferable skills Students will have developed savoir-faire and savoir-être capacities, highly valuable for any entrepreneurial situation in a context of financing the launch or the growth of a young business. Ethical and social understanding Students are expected to be prepared to convince internal and external stakeholders with regard to the relevance of the financing plan supporting the launching or the development of a new venture. Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 50 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu 50 % Continuous Assessment préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 100 % Nb midterms : 0 P a g e

71 Méthodes d enseignement Teaching Methods Plan de cours Course Plan Rapport écrit Dissertation - Report Dissertation 0 % Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture - TD Tutorials Activités d apprentissage Learning activities Etudes de cas Case studies DAY 1: 6 hoursreminders of essentials of corporate finance (D. Basu) 1.Reminders reminder of financial basis a.balance sheet structure b.p&l c.cash 2.Methods of venture evaluation and valorization a.patrimony (goodwill,.) b.peercomparaison (Ratios, ) c.financial (DCF, Shapiro, ) d. 3.Methods for start-up valorization DAY 2: 6 hoursfinancing a new venture: specificities and context(f. Bergasse) 1.3 mn of each projects 2.presentation of people back ground and driver to choose the topic (Rule n 1 :people is key in a venture) 3.What is a business from a VC perspective a.business model b.60 mn to articulate each project with the business model frame c.30 mn open discussion on this experience and specific Q&A 4.What makes innovation to become a success : the VC approach a.different type of innovation b.customer value i.job to be done c.why innovation is key i.competition, differentiation, entry barriers, IP ii.pricing & margin iii.market share (replacement of offer) d.30 mn : how does your project incorporate innovation? 5.How to finance a start-up a.why innovation and start-up requires capital i.survival rate ii.no past = no future for a banker b.how to finance a company i.capital ii.bond 1.senior debt 2.convertible iii.bank debt iv.other debt 6.Different type of investors a.love money b.angel c.vc P a g e

72 d.growth capital e.financial market DAY 3: 6 hourspreparing for fund raising(f. Bergasse) 7.What is a VC? a.fund structure b.financial model c.investment strategy d.decision process e.time horizon f.financial return expectation g.financial strategy 8.How does an investor look at a start-up a.value proposition b.market c.team d.competition e.ip or competition barriers f.road map g.business plan i.revenue ii.cost iii.margin iv.growth rate v.brake heaven point h.capital intensity i.exit j.global SWOT 9.How to build a business plan a.excel is wrong b.entrepreneur always optimistic c.why bother to build an excel? d.key numbers and investment allocation e.90 mn build you BP structure and summarize f.45 mn open discussion on each BP and perspective on business model 10.Road map a.45 mn : build your road map b.60 mn open discussion on road map 11.Build project SWOT a.why SWOT is key b.30 mn to build SWOT c.30 mn open discussion on SWOT 12.build a pitch a.open discussion to find out what is key in an pitch b.open discussion what is key to convince Requisite for next session : prepare i.revise Business model ii.revise simple Business Plan iii.clear road map iv.write a picth DAY 4: 6 hoursconvincing investors and raising money(f. Bergasse) 13.How to raise money P a g e

73 Bibliographie References a.how to address a investor i.story telling ii.pitch iii.executive iv.ppt 14.Pitch competition within the class a.each group have 5mn to pitch b.election of best pitch c.open discussion and mutual feedback 15.Investment phasing and dilution calculation a.major element b.modelisation c.stock option d.entrepreneur resistance 16.Negotiation process a.in depth discussion b.due diligence c.loi d.audit e.closing 17.What to do or to show a.team, team, team = humility i.honesty ii.pragmatisms b.market and value proposition c.road map d.advisory board e.ip & proof of concept f.partners (R&D, industry, sale) g.exit dream Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Sophia Suzhou Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules P a g e

74 Entrepreneurial Skills and Leadership Code du cours Course Code MSC.EISM2.STCOR.0014 Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name ENTREPRENEURIAL SKILLS AND LEADERSHIP Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program Entrepreneurship and Innovation Départements Department Dept. Stratégy, Entrepreneurship and Economics Module - Type de cours Course type core Sophia, Suzhou Course open to students in exchange ---- Langue d'enseignement Teaching language Anglais English If other Pré-Requis Prerequisite Responsable du cours Course leader WALKER Sandra Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description Entrepreneurs have to develop appropriate personal and interpersonal skills in order to manage the entrepreneurial process. They need to develop a specific mindset to face risk and uncertainty. During this course, students will explore how entrepreneurs make decisions and investigate the values and belief systems that impact entrepreneurial leadership and business processes. This course is designed to steer participants towards a self-directed path to grow and excel as an entrepreneur in the global field. Every project is unique, so future leadership scenarios cannot de foreseen with great accuracy. This seminar therefore helps participants to invest in leadership preparedness to attract stakeholders to their project and lead their team to success. Thémes Topics P a g e

75 Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) The student is expected to get an understanding of self-knowledge, team dynamics and critical competencies and skills and tools for working within the global entrepreneurial environment as leaders and followers. Aptitudes cognitives Cognitive skills Understand the determinants and the dynamics of the decision-making process in entrepreneurial environment. Attitudes Key transferable skills Understand their own personal style, how entrepreneurs make decisions, how to develop personal and team visions and then translate these into motivating team guidance Ethical and social understanding Recognizing situations that demand an ethical decision and understanding how to apply ethical reasoning. Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 50 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu Continuous Assessment 50 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Etudes de cas Case studies - Devoirs Assignments PART 1 Entrepreneurial Leadership Development: Leadership Concepts Analysis of team leadership requirements Self-awareness of personal style Risk attitudes Ethical considerations Decisionmaking and problem-solving skills PART 2 Interpersonal Persuasion Skills: The communication concept Awareness of one s personal influence style P a g e

76 Bibliographie References Site(s) web Web sites Building empathy: building bridges and influencing PART 3 Effective Presentation Techniques: Creating audience impact Visual, verbal and paraverbal elements Persuasive Team Meeting Dynamics: Group dynamics in a meeting Handling questions and overcoming objections Lectures obligatoires Required readings : Leadership theory and Practice, Peter G. Northouse, 3rd ed 2004, Sage Publications Lectures Recommandées Recommanded readings : 1 NLP Business Masterclass, Molden, David, Pearson Education, Entering the Fundamental State of Leadership: A Framework for the Positive Transformation of Self and Others, Quinn, Robert E., Spreitzer Gretchen M., University of Michigan, Center for Positive Organizational Scholarship, Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Intellectual Property Code du cours Course Code MSC.EISM2.STCOR.0016 Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name INTELLECTUAL PROPERTY Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Programme Program Entrepreneurship and Innovation Départements Department Dept. Stratégy, Entrepreneurship and Economics Module - Type de cours elective

77 Course type Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Instructor(s) names by Anglais English Basic knowledge of marketing Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Sophia, Suzhou ---- CHEREAU, Philippe If other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives This course gives an introduction in the practise of Industrial Property, in short IP. That means that will be dealing with patents, trade marks and designs. We will explain what these rights entail and how the different rights can be obtained. It is very easy to spend a lot of time on the complicated administrative aspects of IP. We will not do this. In order to get a good understanding of the practise of IP we will start at the very end: Imagine that you are the manager of an IP portfolio. It is your responsibility to use this portfolio in the interest of your company. In the course we will answer the question: what knowledge should you have to do your job as an IP manager properly? A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Understand what Industrial Property rights are. Aptitudes cognitives Cognitive skills Understand the relationship between the portfolio of Industrial Property rights and the interest of an enterprise Attitudes Key transferable skills Basic understanding of the methods to develop an Industrial Property strategy Ethical and social understanding apply the basics of the methods to develop an Industrial Property strategy Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? P a g e

78 Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Evaluation finale (DS) 60 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz, Rapport écrit Dissertation - Report Dissertation Contrôle continu 40 % Continuous Assessment préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 100 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format TD Tutorials Activités d apprentissage Learning activities Etudes de cas Case studies - Personal guided study Part 1: IP in practice 1.1Introduction of a company with a successful IP strategy 1.2 Introduction of a company which has failed to build up an adequate IP strategy 1.3 Exercise Part 2: Exploitation of IP rights 2.1 Introduction of IP rights 2.2 Patents, the basics 2.3 Trade Marks, the basics 2.4Designs, the basics 2.5Copyrights, the basics 2.6Possibilities for exploiting IP rights, examples 2.7Exercise Part 3: Business strategies for building up an IP portfolio 3.1. IP strategies for companies 3.2 IP strategies for start-up companies and individuals 3.3 Exercise Part 4: Peculiarities and pitfalls related to IP 4.1 Peculiarities and pitfalls related to patents 4.2 Peculiarities and pitfalls related to trade marks 4.3 Peculiarities and pitfalls related to designs 4.4Alternatives to IP rights 4.5Exercise Part 5: Identifying IP 5.1 Identifying IP as a process 5.2 Organisation of information 5.3 Internal organisation to support IP processes 5.4 Exercise Part 6: Building an IP portfolio 6.1 Creating IP portfolio to support business objectives 6.2 Decision making process 6.3 Maintenance and review 6.4 Exercise Part 7: Technology watch and searching 7.1IP databases as source of information P a g e

79 Bibliographie References 7.2 Prior art searches; availability searches 7.3 Monitoring competition 7.4 Freedom to operate searches 7.5Exercise Part 8: IP related conflicts, infringement 8.1Defending business interest with IP 8.2The position of an (alleged) infringer 8.3The position of a patentee 8.4Litigation, the effects for a company 8.5 Exercise Module 9: Financial aspects related to IP 9.1 Costs for building and maintenance of IP portfolio 9.2 Revenues created with IP 9.3 Valuation of IP 9.4 IP as part of the company s assets 9.5 IP and investing 9.6 Exercise Part 10: International aspects of IP 10.1 Protection and territories 10.2 International treaties 10.3 Extension of rights 10.4 The European Patent Office 10.5 The Community Trade Mark Office (OHIM) 10.6 The Patent Cooperation Treaty 10.7 WIPO 10.8 Exercise Part 11: Professionals and procedures 11.1 The IP attorney and its role 11.2 The IP offices 11.3Patents procedure, from filing to grant 11.4 Trade mark procedure, from filing to registration 11.5 Design procedure, from filing to registration 11.6 Exercise Part 12: Summary and discussion Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Sophia Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules P a g e

80 Suzhou Executive Strategic Consulting Code du cours Course Code MSC.EISM2.STCOR.0017 Crédits Credits 3 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name EXECUTIVE CONSULTING Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program Entrepreneurship and Innovation Départements Department Dept. Stratégy, Entrepreneurship and Economics Module - Type de cours Course type core Sophia, Suzhou Course open to students in exchange ---- Langue d'enseignement Teaching language Anglais English If other Pré-Requis Good knowledge in strategy theories Prerequisite Responsable du cours Course leader CHEREAU, Philippe Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics This course is dedicated to transferring methods and tools of Executive Consulting in the field of strategy and organization management. Methods are based on a robust understanding of strategic and organizational management theories transposed into consulting and change management best practices. P a g e

81 Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Students are expected to be prepared to conduct strategic management consulting missions. Aptitudes cognitives Cognitive skills Master strategic management knowledge and practices and use this knowledge through consulting tools specifically designed for the conduct of consulting mission Attitudes Key transferable skills Students will have developed savoir-faire and savoir-être capacities, highly valuable for any strategic management situation as manager or consultant Ethical and social understanding Students are expected to be prepared to join external or internal executive consulting teams and be effectively operational on the very short term to contribute to the growth of firms Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 50 % (Précisez la nature pour l'évaluation finale Explain type for final examination) Etude de cas - Case study Contrôle continu Continuous Assessment 50 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 100 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture - TD Tutorials Activités d apprentissage Learning activities Etudes de cas Case studies Session 1 0Course objectives, structure and evaluation 1Introduction to Strategic Consulting for SMEs 2Strategy: proposal for definitions and perspectives 3 The strategic consulting approach Session 2 4The framework of reference : the starting point for a consulting mission 5The strategic analysis toolbox P a g e

82 Bibliographie References 5.1The strategic segmentation Mini case study Session 3 5.2Generic strategies 5.3The life cycle 5.4 Key Success Factors Mini case study Session Opportunities and threats 5.6 The chain of value 5.7 The competitive advantage 5.8 The benchmarking 5.7 The competitive advantage 5.8 The benchmarking 6The analysis of the environment 6.1 The demand 6.2 The competition 6.3 Other influences Session 5 7The internal diagnostic 8The strategic diagnostic Group exam: Case study: strategic diagnostic Session 6 9Strategic choices and formulations 9.1Criteria of evaluation of the scenarios 9.2Designing scenarios (mini case study) 9.3Evaluating and implementing scenarios Session 7 10Implementing change management 10.1Leading change: the 8 steps 10.2A few tools to leading change 11Practical advices to consultants 11.1Selling a consulting mission 11.2Some pieces of advice for a successful mission Final exam briefing Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : Le Conseil Stratégique pour l'entreprise - Chereau & Meschi - PEARSON, 2014 Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Sophia Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules P a g e

83 Suzhou Créer une entreprise innovante en France Code du cours Course Code MSC.EISM2.STELE.0008 Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name CRÉER UNE ENTREPRISE INNOVANTE EN FRANCE Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program Entrepreneurship and Innovation Départements Department Dept. Stratégy, Entrepreneurship and Economics Module - Type de cours Course type elective Sophia Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Français French If other Pré-Requis none Prerequisite Responsable du cours Course leader CHEREAU, Philippe Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Ce cours décrit les modalités et les dispositifs associés à la création d entreprise innovante en France. Il doit permettre aux étudiants d aborder la création d entreprise innovante en France en confiance et en ayant conscience des contingences spécifiques au contexte national. P a g e

84 Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Connaître les dimensions et les modalités administratives, juridiques, fiscales, aides, infrastructures et dispositifs d accompagnement spécifiques à la création d entreprise innovante en France Aptitudes cognitives Cognitive skills Maitriser la démarche permettant de mener à son terme le processus de création d une entreprise innovante en France. Attitudes Key transferable skills Mener la démarche administrative et juridique de création d entreprise innovante en France. Ethical and social understanding Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 50 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu Continuous Assessment 50 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 100 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture - TD Tutorials Activités d apprentissage Learning activities Etudes de cas Case studies Créer une entreprise innovante en France : Les acteurs de la création d entreprise innovante la chaine de valeur de l innovation Concours, réseaux et structures d'aides : rôles et fonctionnement Incubateurs et pépinières : missions spécifiques et conditions d accès Les dispositifs financiers d accompagnement : qui, quoi, combien, comment Juridique et fiscalité Les différents statuts et les contextes associés La fiscalité des entreprises en France : focus sur les entreprises innovantes Les formalités administratives d enregistrement : exemples pratiques L'enseignement sera illustré par des indications pratiques, des exemples, une intervention extérieure et une étude de cas. P a g e

85 Bibliographie References Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Sophia Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Negotiation Skills Code du cours Course Code MSC.EISM2.STCOR.0013 Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name NEGOTIATION SKILLS Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Programme Program Entrepreneurship and Innovation Départements Department Dept. Stratégy, Entrepreneurship and Economics Module - Type de cours Course type core Sophia, Suzhou Course open to students in exchange ---- Langue d'enseignement Teaching language Anglais English If other Pré-Requis none Prerequisite Responsable du cours Course leader CHEREAU, Philippe Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou

86 Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan The course will provide students with practical and cognitive techniques for an efficient management of interpersonal relationships and negotiation situations. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Conduct effectively and efficiently negotiation situations both in commercial and non commercial contexts. Aptitudes cognitives Cognitive skills Understand the cognitive process underlying an efficient management of interpersonal relationships leading to a win-win negotiation. Attitudes Key transferable skills Develop active listening, versatility with regard to different negotiation contexts, ability to generate willingness to buy and reciprocity from the other party Ethical and social understanding Conduct efficiently all types of negotiations in a comfortable and self-confidence mindset. Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 50 % (Précisez la nature pour l'évaluation finale Explain type for final examination) Présentation orale - Presentation Contrôle continu Continuous Assessment 50 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 100 % Format de cours Course format TD Tutorials Activités d apprentissage Learning activities Etudes de cas Case studies Session 1 1.Course objectives, structure and evaluation P a g e

87 Bibliographie References 2.Interpersonal relationships: A new perspective 3.Pre-requisites for a good negotiation 4.Practice Session 2 1.Conditions for a good start 2.Managing body language 3.Practice Session 3 1.Make the other work 2.Listen to your feelings 3.Practice Session 4 1.Negotiation techniques: Write 2.Negotiation techniques: The right argumentation 3.Negotiation techniques: Keep control 4.Negotiation techniques: Conclude 5.Practice Session 5 Full negotiation runs Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Sophia Suzhou Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Project Management Code du cours Course Code MSC.EISM2.PMCOR.0001 Crédits Credits 4 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name PROJECT MANAGEMENT Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total

88 Programme Program Entrepreneurship and Innovation Départements Department Dept. Stratégy, Entrepreneurship and Economics Module - Type de cours Course type core Sophia, Suzhou Course open to students in exchange ---- Langue d'enseignement Teaching language Anglais English If other Pré-Requis No Prerequisite Responsable du cours Course leader HIRZMANN Corinne Belo Horizonte Lille Nom des intervenants par Paris Sophia Instructor(s) names by Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills The Project Management track is dedicated to deliver practical and theoretical PM fundamentals based on «best practices» collected from worldwide Professionals and documented by PMI (Project Management Institute) thru the PMBOK (Project Management Body Of Knowledge), a worldwide Project Management Standard The course will cover the Project Management Framework and Fundamentals : Definitions Major phases 10 Knowledge areas MS Project tools and techniques Case studies tools and techniques will be developed to highlight these concepts and position them in practical environment. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Understand Project Management key knowledge, tools and techniques. Behave in a project management environment as member or project manager and contribute to the success of a project Aptitudes cognitives Cognitive skills Analytical & synthesis thinking Communication skills: presenting a project Effective use of communication and information technology for business applications Planning skills: Forecasting, predicting, Identifying problems, Imagining alternatives, Identifying resources, Gathering information, Solving problems Personal skills for effective performance, within a team environment, including leadership, team building, influencing. P a g e

89 Interpersonal skills: Resolving conflict, Developing rapport Personal skill of self-reflection and criticalness including self-awareness, openness and sensitivity to diversity in terms of people, cultures, management issues. Organisation, Management and Leadership Skills: the ability to supervise, direct and guide individuals and groups in the completion of tasks and the fulfilment of goals. Managing conflict Attitudes Key transferable skills Made PM key tools such as Project charter, Project plan, Stakehordres analysis, MS project planning Ethical and social understanding Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO4.2 : To apply theories and key concepts in the field of the management of knowledge assets, technological progress and innovation : LG4 : Graduates should be able to manage in the global knowledge economy LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 60 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz, Etude de cas - Case study Contrôle continu Continuous Assessment 40 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 50 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 3 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 50 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture - TD Tutorials Activités d apprentissage Learning activities Etudes de cas Case studies 11 sessions will be addressing the following topics, as follow: Session 1 Stakeholders Session 2 PM Overview Framework - Fundamentals Session 3 Scope Session 4 Time Session 5 Cost Session 6 Quality P a g e

90 Bibliographie References Site(s) web Web sites Session 7 Risks Session 8 Communication Session 9 Human Resources Session 10 Procurement Professional Responsibilities (for PMP prep) Session 11 Integration Summary Lectures obligatoires Required readings : PMBOK 5th Edition (edited by PMI) English version. Electronic PDF version free of charge for PMI members. Paper copy can be ordered on Amazon.com Lectures Recommandées Recommanded readings : For PMI members, Access to all PMI standards, including PMBOK 5th edition, and an electronic PM library with more than 300 PM Books Example of daily questions in same format as for the real exam) Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Social Entrepreneurship Code du cours Course Code MSC.EISM2.STELE.0022 Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name SOCIAL ENTREPRENEURSHIP Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation SEMPELS Christophe P a g e Durée totale Total Programme Program Entrepreneurship and Innovation Départements Department Dept. Stratégy, Entrepreneurship and Economics Module - Type de cours Course type elective Sophia Course open to students in exchange ---- Langue d'enseignement Teaching language Anglais English If other Pré-Requis NONE Prerequisite Responsable du cours

91 Course leader Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Social entrepreneurs are individuals with innovative solutions to society s most pressing social problems. They are ambitious and persistent, tackling major social issues and offering new ideas for wide-scale change. The basic goal of this elective is to introduce the exciting field of social entrepreneurship and to highlight how innovative business may address societal issues in a way that redefines the rules of the game in business. More oriented toward practice than theory, we will analyze innovative cases to better understand why and how social entrepreneurs come up with new solutions to social problems and then implement them on a large scale. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Be able to understand what is social entrepreneurship and how it may address societal issues Aptitudes cognitives Cognitive skills Understand the rationales of social entrepreneurship and how innovative ideas may change the society for a better Attitudes Key transferable skills Being able to enlarge the scope of analysis of an entrepreneur to question the ability of hisher project to address societal issues. Ethical and social understanding Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO1.1 : To recognize potential ethical dilemmas : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO1.2 : To select the best course of action to follow in order to behave as responsible managers : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 100 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz, Rapport écrit Dissertation - Report Dissertation Contrôle continu 0 % Continuous Assessment préciser nature Explain type P a g e

92 Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 100 % Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Nb midterms : 0 Activités d apprentissage Learning activities Projet Project-based What is societal innovation and social entrepreneurship? What are the rationales of a social entrepreneur? Cases analysis: discovering social entrepreneurship through concrete examples Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : Site(s) web Web sites (FRENCH) Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Start-up support (partnership with incubators) Code du cours Course Code MSC.EISM2.STCOR.0018 Crédits Credits 3 Charge de travail Student workload Programme Program Départements Department Face à Face Contact hours Nom du cours Course name START-UP SUPPORT (PARTNERSHIP WITH INCUBATORS) Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Entrepreneurship and Innovation Dept. Stratégy, Entrepreneurship and Economics

93 Module - Type de cours core Course type Sophia, Suzhou Course open to students Exchange students not allowed in exchange Langue d'enseignement Anglais English Teaching language Pré-Requis Prerequisite Responsable du cours VIAN Dominique Course leader Belo Horizonte Lille Nom des intervenants par Paris Sophia Instructor(s) names by Suzhou Raleigh Other If other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives This action aims at delivering business coaching to incubated start-ups. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Adopt consulting posture Aptitudes cognitives Cognitive skills Effective problem solving and decision making using appropriate quantitative and qualitative skills including identifying, formulating and solving business problems. The ability to create, evaluate and assess a range of options together with the capacity to apply ideas and knowledge to a range of situations in conditions of limited knowledge or uncertainty. Attitudes Key transferable skills Personal skill of effective self-management in terms of time, planning and behaviour, motivation, drive, individual initiative and enterprise. Personal skills for effective performance, within a team environment, including leadership, team building, influencing. Ethical and social understanding Interpersonal skills: the use of interpersonal skills for resolving conflict, relating to and helping people in effective listening, negotiating, persuasion and presentation. Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO2.1 : To contribute substantively to the product of a group and demonstrate leadership skills : LG2 : Graduates should be able to work effectively in a multicultural team LO2.2 : To recognize and use positively the various dimensions of diversity : LG2 : Graduates should be able to work effectively in a multicultural team P a g e

94 Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 100 % (Précisez la nature pour l'évaluation finale Explain type for final examination) Présentation orale - Presentation Contrôle continu Continuous Assessment 0 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Activités d apprentissage Learning activities Etudes de cas Case studies First session for introducing the course Students join a team of 5 Team writes a specification document describing their mission Formal tutorials sessions for giving guidance to students during the process A final session for presenting the outcomes in front of the companyproject leader Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Strategic Management of Innovation Code du cours Course Code MSC.EISM2.STELE.0020 Crédits Credits Nom du cours Course name STRATEGIC MANAGEMENT OF INNOVATION Période d'enseignement Teaching period P a g e

95 2 Spring Charge de travail Student workload Face à Face Contact hours Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program Entrepreneurship and Innovation Départements Department Dept. Stratégy, Entrepreneurship and Economics Module - Type de cours Course type elective Sophia Course open to students in exchange ---- Langue d'enseignement Teaching language Anglais English If other Pré-Requis Good knowledge in strategy Prerequisite Responsable du cours Course leader CHEREAU, Philippe Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills The purpose of this course is to teach the rationales of innovation management from a strategic perspective, considering that innovation is one of the essential means for a firm to achieve strategic goals. Strategy-innovation fit will be analysed from both innovation performance and financial performance insights. Critical thinking and controversy using research papers and practical case studies will be encouraged. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Have a clear overview of the dynamics of strategy-innovation relationship and the associated organizational configurations at firm s level. Aptitudes cognitives Cognitive skills Be able to encompass the scope of firms innovation behavior and link it with strategic models. Interrelate strategy with innovation for an effective implementation of innovation practices Attitudes Key transferable skills Properly select, combine, and implement strategic management and innovation management models, and will be prepared to be able to shift from theory to practice Ethical and social understanding P a g e

96 select appropriate models of innovation management at firm s level, on the basis of a thorough understanding of context-specific competitive strategy and innovation behavior rationales Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO4.2 : To apply theories and key concepts in the field of the management of knowledge assets, technological progress and innovation : LG4 : Graduates should be able to manage in the global knowledge economy LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 50 % (Précisez la nature pour l'évaluation finale Explain type for final examination) Etude de cas - Case study Contrôle continu Continuous Assessment 50 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 100 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture - TD Tutorials Activités d apprentissage Learning activities Etudes de cas Case studies Session 1: Competitive strategy & strategic configurations 1.0 Academic article discussion 1.1 Strategic configurations: definitions and principles 1.2 Some dominant configurations 1.3 Competitive strategy: Generic typologies 1.4 Generic strategies 2 complementary perspectives 1.5 New perspectives of strategic management: hybrid strategies Session 2: Strategic management and innovation 2.0 Academic article discussion 2.1 Change as a source of competitive advantage 2.2 Nature sources and activities of innovation 2.3 Strategy, innovation, and contingencies Session 3: Strategy-innovation relationships P a g e

97 Bibliographie References Site(s) web Web sites 3.0 Case studies presentation and discussion 3.1 Strategy and innovation in context 3.2 Innovation portfolio management Session 4: Strategy, innovation and firm performance 4.0 Academic article discussion 4.1 Firm performance: what are we talking about? 4.2 Strategy and innovation performance 4.3 Mini case study Session 5: Strategy, innovation and firm performance (cont.) 5.0 Case studies presentation and discussion 5.1 Innovation and performance 5.2 Strategy-Innovation fit and firm performance Lectures obligatoires Required readings : Reaserch papers will be provided to students prior the elective. Lectures Recommandées Recommanded readings : Chereau P., (2014). Strategic Management of Innovation in SMEs: Exploring the Predictive Validity of Strategy-Innovation Relationships, International Journal of Innovation Management, Vol. 19 (1). Chereau, P., Meschi, P.X. (2014) - Le Conseil Stratégique pour l'entreprise - Pearson Porter, M.E. (1996) - What Is Strategy? - Harvard Business Review, November-December issue, p Ketchen (2003) - An interview with Raymond E. Miles and Charles C. Snow Academy of Management Executive Vol. 17(4) Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Sophia Suzhou Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Web Marketing and New Ventures Code du cours Course Code MSC.EISM2.MKCOR.0118 Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name WEB MARKETING FOR NEW VENTURES Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total

98 Programme Program Entrepreneurship and Innovation Départements Department Dept. Stratégy, Entrepreneurship and Economics Module - Type de cours Course type core Sophia, Suzhou Course open to students in exchange ---- Langue d'enseignement Teaching language Anglais English If other Pré-Requis No particular prerequisites Prerequisite Responsable du cours Course leader KEUP Mady Belo Horizonte Lille Paris Sophia Mady KEUP Nom des intervenants par Instructor(s) names by Suzhou Raleigh Other Mady KEUP Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Students will study the essentials of web marketing and apply these to their proposed new venture in order to understand how to use digital tools in the launch of a new business and in future business development... A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) understand the overall importance of the web in marketing and sales in general and know how to apply these elements to your professional project Aptitudes cognitives Cognitive skills Recognise and utilise the different digital marketing tools for the benefit of your new venture Attitudes Key transferable skills apply webmarketing fundamentals on website design, SEO, data mining and social media marketing Ethical and social understanding Appreciate the democratic nature of user generated content and how this empowers your future clientscustomers and employees Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO4.2 : To apply theories and key concepts in the field of the management of knowledge assets, technological progress and innovation : LG4 : Graduates should be able to manage in the global knowledge economy P a g e

99 Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Site(s) web Web sites LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 70 % (Précisez la nature pour l'évaluation finale Explain type for final examination) Rapport écrit Dissertation - Report Dissertation, Autre - Others Contrôle continu Continuous Assessment 30 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 1 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 100 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Projet Project-based Place of web marketing in overall marketing strategy of organisations and companies Shop window on the brand Creating the site: Design, Optimisation Driving traffic to the site: Search engine optimisation, Affiliate programmes, Advertising marketing Social media marketing: User-generated content, Strategies (viral marketing, crowdsourcing, influencers, gamification, agile marketing) The importance of mobile and location marketing, including mobile payment Measurement tools Lectures obligatoires Required readings : Readings will be posted on knowledge Lectures Recommandées Recommended readings : Readings will be posted on Knowledge P a g e

100 Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Suzhou Sophia Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules In Suzhou the course will be delivered in seminar format. Lectures spaced throughout the semester FINANCIAL MARKETS AND INVESTMENTS Commodities Code du cours Course Code MSC.FMIM2.FIELE.0131 Crédits Credits 2 Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Face à Face Contact hours Anglais English NA Nom du cours Course name COMMODITIES Période d'enseignement Teaching period Fall Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Belo Horizonte Lille Paris Financial Markets and Investments Dept. Accounting and Finance TRACK ASSET MANAGEMENT elective Paris Exchange students not allowed Eric Griette GOGUEL Amaury If other

101 Instructor(s) names by Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Introduction to successful commodities trading and hedging strategies -Understand the importance of the underlying physical markets -Understand the interactions and divergences between the price of derivatives ("future"," forwards "...) and spot prices -Develop a good understanding of the hedging instruments & concepts for decisionmaking in a real context (exercises and case-studies) A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Mastering the use of derivatives in the management of price risk, linked to commodities Aptitudes cognitives Cognitive skills Attitudes Key transferable skills Ethical and social understanding Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 40 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz, Etude de cas - Case study, Présentation orale - Presentation Contrôle continu Continuous Assessment 60 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures P a g e

102 Plan de cours Course Plan Bibliographie References * Commodities and Price Risk Management I 1. Physical Markets: crude oil market; 2. Futures & Options Case-study : Total * Commodities and Price Risk Management II 1. " Commodities " as asset classes; 2. Determination of the price of futures: fundamental and technical analyses; 3. Standardized Markets Exercises ; Case-study : Grands Moulins de Paris Nutrixo * Commodities and Price Risk Management III Over the counter market (OTC ) 1. Swaps Forwards Vanilla Options; 2. Hybrid Options Caps, Floors, Collars, spreads Exercises - Neil C. Schofield, Commodity Derivatives, Wiley Finance, Chichester (2007) - George Kleinman, Trading commodities & Financial Futures, Financial Times Press Pearson 2005 ( 3rd edition) Site(s) web Web sites ft.com Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Compliance & Ethics Code du cours Course Code MSC.FMIM2.FICOR.0134 Crédits Credits 2 Charge de travail Student workload Programme Program Départements Department Module Face à Face Contact hours Nom du cours Course name COMPLIANCE & ETHICS Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Financial Markets and Investments Dept. Accounting and Finance FMI COMMON CORE P a g e

103 Type de cours Course type Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Instructor(s) names by Anglais English Nothing specific Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other core Paris, Raleigh, Sophia Exchange students not allowed GOGUEL Amaury Patricia Girod Patricia Girod If other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Will be exposed a practical guidance on performing a risk assessment, installing a whistleblowing system, exercising due diligence when selecting agents or intermediaries, and conducting internal investigations. It also covers setting up a training program, engaging your Board of Directors in compliance efforts, drafting a Code of Conduct, setting up the best compliance system for your company, resisting solicitation and extortion, introducing the ICC Anti-corruption Clause in your contracts, mitigating compliance risks.ethics matters to firms, taxpayers, employees, stakeholders and society. Acting legally and ethically means saving billions of dollars each year in lawsuits, settlements, and theft. One study found that the annual business costs of internal fraud range between the annual GDP of Bulgaria ($50 billion) and that of Taiwan ($400 billion) in the US alone. It has also been estimated that theft costs companies $600 billion annually and that 79% of workers admit to or think about stealing from their employers. Other studies have shown that corporations have paid significant financial penalties for acting unethically. Costs to businesses also include deterioration of relationships; damage to reputation; declining employee productivity, creativity, and loyalty; ineffective information flow throughout the organization; and absenteeism. You will learn that it better to work hard than end up in jail. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Learning Outcome: Setting out the challenges which large, medium-sized and small companies have to overcome as they build and put into action their corporate compliance program. The student is expected to master the skills of a successful business leader. Analyze the competitive environment and successfully argue how to succeed in an aggressive global environment within boundaries of the law. Aptitudes cognitives Cognitive skills P a g e

104 Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan The student is expected to developed savoir-faire and savoir-être capacities, highly valuable for any business situation. Attitudes Key transferable skills The student is expected to developed savoir-faire and savoir-être capacities, highly valuable for any business situation. Ethical and social understanding Formulate etical business situation and analyse the best solution for any social ethical issue. Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO1.1 : To recognize potential ethical dilemmas : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO1.2 : To select the best course of action to follow in order to behave as responsible managers : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO4.1 : To analyze globalization and evaluate its effects on business : LG4 : Graduates should be able to manage in the global knowledge economy Cours soumis à évaluation dans le cadre de l Assurance of Learning Oui Yes pour l année en cours? Evaluation finale (DS) 0 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu 0 % Continuous Assessment préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures PART 1 Business ethics matters: what is it and why does it matter? Perspectives on business ethics and values Ethical issues in business Ethical theories and how to use them PART 2 Individuals responses to ethical issues Personal values and heuristics Individual responses to ethical situations Whistleblower or witness? PART 3 Organisational responses to ethical issues P a g e

105 Bibliographie References Corporate Governance, an organisation s external accountability Compliance and integrity, an organisation s internal accountability Corporate Social Responsibility 10 Sustainability PART 4 The international context Global and local values and international business Globalisation and international business Moral agency at work and a modest proposal for affecting ethics in business PART 5 International Financial Regulation Post 2008 crisis. Lehman Brother case Kerviel case... US and UE Regulation. Ethics and Compliance Training Handbook: Guidance by Practitioners for Practitioners. Broché Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Portfolio Management Code du cours Course Code MSC.FMIM2.FICOR.0132 Crédits Credits 2 Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Course open to students in exchange Face à Face Contact hours Nom du cours Course name PORTFOLIO MANAGEMENT Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Financial Markets and Investments Dept. Accounting and Finance AUDIT & INTERNATIONAL ACCOUNTING core Paris, Sophia Exchange students not allowed

106 Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Instructor(s) names by Anglais English Pre-schooling + Fixed Income 1 + Financial Econometrics (CPAM ; Multifactoriel models...) Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other DISPAS Christophe Christophe DISPAS Christophe DISPAS If other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills All technics to sucessfully manage a portfolio. The grading will be based on a written exam and a case study. Beside the written exam, students are asked to solve a case study by group of around 3 people. You have to submit a written report. The following grading scheme is likely to be used: Written exam : 23 final result Case study : 13 final result 1. Systemizing and enhancing students knowledge in financial markets: Review of portfolio management basic concepts ; learn to apply these concepts through practical examples. 2. Motivating students for readings of well-known articlestextbooks in the field in order to prepare professionals able to update their knowledge by themselves during their career; 3. Focusing on the illustration of selected financial analysis tools to study financial market prices. Without being exhaustive, a certain number of methods will be covered: e.g. different classic approaches used in portfolio theory and in asset pricing such as the Markowitz s efficient frontier, Capital Market Line, Capital Asset Pricing Model, Arbitrage Pricing Theory, Fama&French Model, etc. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Examining everything from asset allocation strategies to risk management frameworks. Blending theory with practice for the following topics: the entire flow of the portfolio management process from formulating an investment policy statement to portfolio construction, trade execution, and monitoring and rebalancing a portfolio. Other elements that are discussed include: Managing individual and institutional investor portfolios Capital market expectations Fixed income and equity portfolio management Evaluating portfolio performance Alternative investment portfolio management Global Investment performance standards Aptitudes cognitives Cognitive skills P a g e

107 LO5.1 : To analyze and apply advanced concepts in a specialized discipline Attitudes Key transferable skills Ethical and social understanding Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 66 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu Continuous Assessment 34 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 100 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures Class 1 : Introduction & diversification Practical examples of the link between macroeconomic context and financial markets evolution Keys to read and understand financial newspapers Portfolio management : review of fundamental concepts Excel examples Readings : Macroeconomic and Market Analysis : The Global Asset Allocation Decision (Reilly&Brown Ch. 12) Portfolio theory and diversification (Reilly&Brown Ch. 7) Class 2 : Asset Pricing Models Asset pricing models : CAPM, APT, Fama & French, Portfolio performance analysis : introduction. Understand widely used performance ratios (Sharpe ratio, ). P a g e

108 Bibliographie References Site(s) web Web sites Excel examples Case study presentation Readings : Capital Asset Pricing Model (CAPM) (Reilly&Brown Ch. 8) Multifactor Models (Reilly&Brown Ch. 9) Evaluation of portfolio performance (Reilly&Brown Ch. 25) Class 3 : The Portfolio Management Process Asset allocation : how to use portfolio management theoretical concepts. Understand the basic concepts of active & passive portfolio management. Equity Portfolio Management Strategies Readings : The asset allocation decision (Reilly&Brown Ch. 2) Efficient Capital Markets (Reilly&Brown Ch. 6) Equity Portfolio Management Strategies (Reilly&Brown Ch. 16) Class 4 : Core Asset Classes & Case Study Introduction to Security Valuation Introduction to Fixed income management Asset Allocation : Case Study Readings : Slides will constitute the main reading reference Class 5 : Q&A + Case studies. The course is essentially built on: Reilly F. and K. Brown, 2003, Investment Analysis and Portfolio Management, Thomson South Western College, 7th edition. NB : For availability purpose, the reference is still the 2003 edition. More recent editions are, of course, even better but contains only minor additions Other useful references: Benninga S., 2008, Financial Modeling, MIT Press, 3rd edition. Academic Papers : Fama, Eugene F., et Kenneth R. French, 1992, The cross section of expected stock returns, Journal of Finance, 46, Lakonishok, Jacob, Andrei Shleifer, et Robert Vishny, 1994, Contrarian investment, extrapolation and risk, Journal of Finance, 49, Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules P a g e

109 Credit Risk Exposure CVA Code du cours Course Code MSC.FMIM2.FICOR.0143 Crédits Credits 2 Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Instructor(s) names by Face à Face Contact hours Anglais English Nom du cours Course name CREDIT RISK EXPOSURE CVA Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Financial Markets and Investments Dept. Accounting and Finance AUDIT & INTERNATIONAL ACCOUNTING core Paris, Sophia Exchange students not allowed If other Stochastic Calculus. Fixed Income 1. Introduction to Financial Theory. Derivatives In link with the Portfolio Management course followed in the meantime. Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other AMYUNI Tarek Nicolas STCHERBATCHEFF Nicolas STCHERBATCHEFF Descriptif du cours Course description Thémes Topics All tecnics of CVA and credit risk exposure assessment. P a g e

110 Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Credit Risk: Pricing, Measurement, and Management Essential aspects of credit risk management: Origination, Credit Risk Assessment, Portfolio Management and Risk Transfer. Aptitudes cognitives Cognitive skills Attitudes Key transferable skills Conceptual, practical, and empirical foundations for credit risk pricing and risk measurement. Applying theory to practice in credit risk management for the purpose of measuring portfolio risk and pricing defaultable bonds, credit derivatives, and other securities exposed to credit risk. Credit Risk management is an indispensable competence for risk managers, traders or regulators dealing with financial products with a significant credit risk component, Ethical and social understanding Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 0 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu Continuous Assessment 0 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures Section 1: A New Regulatory Environment A Motivations OTC Markets, Interdependence of the Banking Sector, the Subprime Mortgage Crisis, Systemic Risk, Liquidity Crisis, Quantitative Easing B New Regulations for OTC Derivatives - An Overview of Recent Regulations Dodd Frank Act, EMIR, CRD IV, Bale II, Bale III C OTC Derivatives & ISDA master agreement - Counterparty Credit Risk Reduction ISDA, CSA, Netting, Collateral Section 2: Pricing Counterparty Risk A Counterparty Credit Risk Metrics - CE, PFE, EPE, EE P a g e

111 CE, PFE, EPE, EE B Credit Value-at-Risk (Credit VaR) VaR, Credit VaR, Conditional VaR, Fat tails C CVA Valuation Real World measure (P), Risk neutral measure (Q) D CVA Valuation - Complications Model Dependency Wrong Way Risk, Market data, DVA, UCVA, UDVA, BVA, Collateral, Re- Hypothecation, Netting Section 3: Valuation of OTC Derivatives A Interest Rate curves - Risk Free Rate and Funding Libor vs OIS B Liquidity value adjustment Definition, Valuation, CSA & Collateral C Adjustments on derivatives valuation Section 4: Annex Annex 1: Interest Rate Swap - Definition and Pricing Annex 2: Forward Rate Agreement Annex 3: DV01 - Introduction to convexity Annex 4: Curve Structure Annex 5: Swaption Annex 6: Methods to measure VaR Annex 7: The Normal Distribution - The Bell Curve Introduce Quantitative Finance. Wiley. Bibliographie References Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Exotic Options Code du cours Course Code MSC.FMIM2.FIELE.0049 Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name EXOTIC OPTIONS Période d'enseignement Teaching period Spring Autonomous Distanciel personal Evaluation P a g e Durée totale Total

112 Programme Program Départements Department Module Type de cours Course type Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Instructor(s) names by Anglais English to be filled in Distance &or team work Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Financial Markets and Investments Dept. Accounting and Finance ELECTIVE COURSE elective Sophia Exchange students allowed Adil REGHAI AMYUNI Tarek If other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du This intermediate course covers the more esoteric or exotic options. What makes an option exotic? The key structural characteristics of the various exotic options are defined and explored. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) The applications of these types of options and how they can be combined are examined with specific focus on portfolio management Aptitudes cognitives Cognitive skills The course participant will use specifically designed software to analyze and price different options structures Attitudes Key transferable skills Understand basic option pricing, statistical methods. Ethical and social understanding Analyse The behavior of the Greeks on the various exotic options will be explored and the implications for risk managers are highlighted. Various higher order Greek measures will be interpreted and applied to a sophisticated options trading book. Correlation risk in some exotic structures will be identified. Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) P a g e

113 programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 100 % (Précisez la nature pour l'évaluation finale Explain type for final examination) Rapport écrit Dissertation - Report Dissertation Contrôle continu Continuous Assessment 0 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures Bibliographie References Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Credits (CDS) This class will introduce students to the world of Credit Derivatives (corporate and especially sovereign). Focus is on understanding the need and use of CDS for corporations, asset managers and hedge funds. Extensive use of Excel used for pricing CDS. P a g e

114 Equity & FX Structured Products Code du cours Course Code MSC.FMIM2.FIELE.0048 Crédits Credits 15 Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Instructor(s) names by Face à Face Contact hours Anglais English to be filled in Nom du cours Course name EQUITY & FX STRUCTURED PRODUCTS Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Financial Markets and Investments Dept. Accounting and Finance ELECTIVE COURSE elective Sophia Exchange students allowed AMYUNI Tarek Johann BARCHECHATH If other Descriptif du cours Course description Thémes Topics to be filled in P a g e

115 Résultats d apprentissage Intended Learning Outcomes and Skills A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Aptitudes cognitives Cognitive skills Attitudes Key transferable skills Ethical and social understanding Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 100 % (Précisez la nature pour l'évaluation finale Explain type for final examination) Etude de cas - Case study Contrôle continu Continuous Assessment 0 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Etudes de cas Case studies - Personal guided study Bibliographie References Site(s) web Web sites Nombre CM Amphi Durée CM Amphi (en heures) Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Nombre TD Durée TD (en Autres Number of heures) (Distance Tutorial classes Tutorial class, etc ) Préciser les spécificités de programmation (TD journée, cadencement spécifique des P a g e

116 Number of Lectures Lecture duration (in duration (in (en heures) Other (in séances) Specify if full-day tutorial class, different schedules Fixed Income 2 Code du cours Course Code MSC.FMIM2.FICOR.0140 Crédits Credits 2 Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Instructor(s) names by Face à Face Contact hours Anglais English Fixed Income 1 Nom du cours Course name FIXED INCOME 2 Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Financial Markets and Investments Dept. Accounting and Finance FMI COMMON CORE core Paris, Raleigh, Sophia Exchange students not allowed AMYUNI Tarek Petros GEROULANOS Tarek Amyuni - Christophe Dispas If other Descriptif du cours Course description Thémes Topics Session 1 (4 Opening of Class Introduction of speaker P a g e

117 Introduction of course programme Description of course objectives Introduction of delegates Strips and Asset-backed Securities Flat yield curve versus positive yield curve Tigers, Lions, Cats, Dogs and Strips Bond Pricing Revisited Zero-Coupon Pricing applied Bond Stripping Bootstrapping Term-structure of Interest Rates Part 1 Yield Curve Par Curve Zero Curve Forward Curve Case Study Constructing Yield Curves for Bond Markets Boot-strapping and Zero-Coupon Pricing Problems Applications Credit Curves (I) Sovereign Credit Curves Municipality Credit Curves Supranational Credit Curves Credit Curves for Banks and Financial Institutions Corporate Credit Curves Session 2 (4 Introduction Swaps Funding a Bond with Deposits The Swap Mechanism Definitions Types of Swaps Coupon Swaps Basis Swaps Exotic Swaps Credit Default Swaps Interest Rate versus Currency Swaps Variations on Currency Swaps Uses of Swaps Speculation Hedging Asset and Liability Management Market Making Risk Management Asset Swaps and Synthetics Liability Swaps and Debt Origination Arbitrage Session 3 (4 The Principal of Swap Pricing and Valuation Pricing a Swap Valuing the Floating Leg Valuing the Fixed Leg P a g e

118 Input Factors Term-structure of Interest Rates Part 2 Yield to Maturity versus Swap Rates Marking to Market Purist Method Benchmark Method Benchmarking Bonds Against Government Bonds Against Swaps Against Swap (or Libor) Curve Asset Swaps Investment Arbitrage Single Currency Arbitrage Cross-Currency Arbitrage Session 4 (3 Case Study Asset Swap Pricing Pricing Asset Swaps on Par Bonds Pricing Asset Swaps on Premium Bonds Pricing Asset Swaps on Discounted Bonds Asset Swap Spread versus Z-Spread Credit Curves (II) Adding the Swap Curves Adding the Asset Swap Curves Adding the CDS Curves Measuring corporate bond credit risk: Spread to government bonds Spread to interpolated swap curve CDS spread Asset swap spread Libor spread Libor curve (forward curve) spread Asset swap margin Z-spread Course Summary Overview Links between products Feedback Résultats d apprentissage Intended Learning Outcomes and Skills A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Aptitudes cognitives Cognitive skills Attitudes Key transferable skills Ethical and social understanding Contribution aux objectifs pédagogiques du Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) P a g e

119 programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 0 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu Continuous Assessment 0 % préciser nature Explain type QCM - Quizz 30 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 10 % Examen intermédiaires - Mid-term examination 60 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures Session 1 Opening of Class Introduction of speaker Introduction of course programme Description of course objectives Introduction of delegates Introduction to Bond pricing and volatility Time value of money Definition of Duration and convexity Duration and convexity yapplied Bond Pricing Revisited Zero-Coupon Pricing applied Bond Stripping Bootstrapping Term-structure of Interest Rates Part 1 Yield Curve Par Curve Zero Curve Forward Curve Fras Pricing Use of FRAs in hedging, speculating and arbitrage Constructing Yield Curves for Bond Markets Boot-strapping and Zero-Coupon Pricing Problems Applications Credit Curves (I) Sovereign Credit Curves Supranational Credit Curves P a g e

120 Bibliographie References Credit Curves for Banks and Financial Institutions Corporate Credit Curves Session 2 Introduction Swaps Funding a Bond with Deposits The Swap Mechanism Definitions Types of Swaps Interest Rate versus Currency Swaps Variations on Currency Swaps Uses of Swaps Speculation Hedging Market Making Risk Management The Principal of Swap Pricing and Valuation Pricing a Swap Valuing the Floating Leg Valuing the Fixed Leg Input Factors Session 3 Term-structure of Interest Rates Part 2 Yield to Maturity versus Swap Rates Marking to Market Purist Method Benchmark Method Session 4 Bonds with embedded options Difference between callable and bon callable bonds Issuer and investor s view of callable bonds Pricing of callable bonds using Vacizek Model Fabozi. Fixed Income Analysis or Fabozi. Fixed Income Mathematics Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules P a g e

121 Fixed Income Structured Products Code du cours Course Code MSC.FMIM2.FIELE.0051 Crédits Credits 2 Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Instructor(s) names by Face à Face Contact hours Anglais English to be filled in Nom du cours Course name FIXED INCOME STRUCTURED PRODUCTS Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Financial Markets and Investments Dept. Accounting and Finance ELECTIVE COURSE elective Sophia Exchange students allowed AMYUNI Tarek Michel SARFATI If other Descriptif du cours Course description Presentation of capital market tasks and explanation on how to structure simple products Real Case Study : Corporate hedging Real situation with Visual Pricer excel based pricer used by Investment banks. Exercises applying Hedging and Investment strategy. Structuring has become an important tool for corporates and local banks in the past few years. The course intends to present the way to structure derivatives from basic bricks. Thémes Topics P a g e

122 Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Understand and propose hedging strategies to reduce the cost of debt of a corporate Aptitudes cognitives Cognitive skills Structure derivatives products from vanilla cap & floor Attitudes Key transferable skills Understand concerns faced by corporates when financing. Able to propose a solution in line with client views Ethical and social understanding iscuss market risk and solutions with a corporate treasurer Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 100 % (Précisez la nature pour l'évaluation finale Explain type for final examination) Etude de cas - Case study Contrôle continu Continuous Assessment 0 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format TD Tutorials Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Etudes de cas Case studies Presentation of capital market tasks Explanation on how to structure simple products (PDF attached) Corporate hedging Case Study + Exercise Real situation with Visual Pricer excel based pricer used by Investment banks. Exercises applying Hedging and Investment strategy. Bibliographie References Site(s) web Web sites Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) P a g e

123 Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Nombre TD Number of Tutorial classes Durée TD (en heures) Tutorial class duration (in Autres (Distance, etc ) (en heures) Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Option Book Management Code du cours Course Code MSC.FMIM2.FIELE.0076 Crédits Credits 2 Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Instructor(s) names by Face à Face Contact hours Anglais English TO BE FILLED IN Nom du cours Course name OPTION BOOK MANAGEMENT Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Financial Markets and Investments Dept. Accounting and Finance ELECTIVE COURSE elective Sophia Exchange students allowed AMYUNI Tarek Bruno CASSIANI If other Descriptif du cours Course description Thémes TO BE FILLED IN P a g e

124 Topics Résultats d apprentissage Intended Learning Outcomes and Skills A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Aptitudes cognitives Cognitive skills Attitudes Key transferable skills Ethical and social understanding Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 100 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu Continuous Assessment 0 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Personal guided study TO BE FILLED IN Bibliographie References Site(s) web Web sites Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) P a g e

125 Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Nombre TD Number of Tutorial classes Durée TD (en heures) Tutorial class duration (in Autres (Distance, etc ) (en heures) Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Quantitative Modeling of the Value at risk *** course description to follow *** Quantitative Portfolio Management Code du cours Course Code MSC.FMIM2.FIELE.0050 Crédits Credits 2 Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Instructor(s) names by Face à Face Contact hours Anglais English TO BE FILLED IN Nom du cours Course name QUANTITATIVE PORTFOLIO MANANGEMENT Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Financial Markets and Investments Dept. Accounting and Finance ELECTIVE COURSE elective Sophia Exchange students allowed AMYUNI Tarek Thomas DIONYSOPOULOS If other P a g e

126 Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills State of the art performance analysis reveals that a minority of equity portfolio managers are able to over perform passive strategies persistently. Security selection is one way these managers deliver alpha. This course examines equity analysis and valuation models (CFA Institute material), provides a comparative approach to equity analysts techniques and methodologies, and specifically trains participants in fundamental and quantitative methods. Participants will gain intuition regarding the risk premia framework and portfolio construction by using all modern techniques of alternative investments. Discounted cash flow models, relative valuation models, and hybrid valuation models are presented and discussed. While the course concentrates on fundamental analysis; technical indicators and quantitative approaches of portfolio management based on risk premia are also introduced and examined. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Understand the problematic of quantitative portfoilio management Aptitudes cognitives Cognitive skills Be able to build a diversified portfoilio based on econometrical basis Attitudes Key transferable skills Program in R squared Ethical and social understanding xplain the risk associated with a quantitative approach of portfolio management Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 100 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu Continuous Assessment 0 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Personal guided study P a g e

127 Bibliographie References Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Technical Analysis Code du cours Course Code MSC.FMIM2.FIELE.0134 Crédits Credits 2 Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Face à Face Contact hours Anglais English Nom du cours Course name APPLIED TECHNICAL ANALYSIS Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Data Analysis class done on Bloomberg. Belo Horizonte Lille Paris Financial Markets and Investments Dept. Accounting and Finance TRACK ASSET MANAGEMENT elective Paris Exchange students not allowed GOGUEL Amaury Valérie GASTALDY If other P a g e

128 Instructor(s) names by Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Mastering Technical Analysis Technics A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) After this course, the students should be able to master main figures in technical analyis. Average true range Breakout Chart pattern Cycles Dead cat bounce Elliott wave principle and the golden ratio Fibonacci ratios Momentum Point and figure analysis Resistance Support Types of charts Candlestick chart Of Japanese origin and similar to OHLC, Line chart Open-high-low-close chart Point and figure chart Overlays Bollinger bands Channel Ichimoku kinko hyo Moving average Parabolic SAR Pivot point Resistance Support Trend line Zig Zag. Aptitudes cognitives Cognitive skills Attitudes Key transferable skills Ethical and social understanding Contribution aux objectifs pédagogiques du Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) P a g e

129 programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 0 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu Continuous Assessment 0 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures Technical Analysis of the Financial Markets: A Comprehensive Guide to Trading Methods and Applications. Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules P a g e

130 INTERNATIONAL BUSINESS Advanced Research Methods Code du cours Course Code MSC.TRCM2.OTELE.0002 Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name ADVANCED RESEARCH METHODS Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program International Business Départements Department Dept. Stratégy, Entrepreneurship and Economics Module - Type de cours Course type elective Raleigh, Sophia Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis None Prerequisite Responsable du cours Course leader KAMINSKA Renata Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description This course builds on the introductory Research Methods and Critical Thinking course(part 1) and provides students with additional insights and practice in order to: Understand the School requirements for writing and presenting a dissertation Be aware of different research designs and associated ethical issues and quality requirements understand the steps involved in conducting a survey, probability sampling, questionnaire data collection and quantitative data analysis understand the steps involved in conducting a case study research methodology and qualitative methods. Understand the benefits and limitations of using secondary data in research Thémes Topics P a g e

131 Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Understand how to choose a relevant methodology for investigating their research topic and question Understand how to conduct the overall dissertation writing process Aptitudes cognitives Cognitive skills Understand the logic for deciding when to choose a quantitative or qualitative methodology as a preferred strategy understand the steps involved in designing a survey research or a case study research in relation to specific research objective(s) be aware of the steps involved in quantitative and qualitative data analysis Attitudes Key transferable skills Understand the School requirements for writing and presenting a dissertation Be aware of the importance of research ethics and the need to act ethically Be able to evaluate a range of strategies to gain access to organisations and to individual participants Ethical and social understanding Understand the ethical issues involved in collecting data using interviews and documentation Understand the ethical issues involved in collecting data using questionnaire and survey methods Understand he ethical issues involved in collecting data from secondary sources Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 50 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu Continuous Assessment 50 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format TD Tutorials Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Personal guided study - Devoirs Assignments S1: Introduction, Requirements for writing and presenting a dissertation S2: Overview of survey research, probability sampling, data collection using questionnaires and steps of quantitative analysis S3: Overview of case study research, sampling, data collection using qualitative data and steps of qualitative analysis S4: Negotiating access, research ethics and data quality. Benefits and limitations of using P a g e

132 Bibliographie References Site(s) web Web sites secondary data S5: Presentation of research and plan for research design Lectures obligatoires Required readings : Saunders, M. Thornhill, A., & Lewis, P. (2013). Research methods for business students (5th ed.). Prentice Hall. Lectures Recommandées Recommanded readings : Zikmund, Bbin, Carr, Griffin (2013) Business Research Methods, 9th Edition, Centgage. On citing your references: On quoting and paraphrasing: Paraphrasing guidelines : Paraphrasing exercise: Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Doing Business in Europe: Business Development Issues Code du cours Course Code MSC.EISM2.STELE.0023 Crédits Credits 2 Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Face à Face Contact hours Anglais English M2 Nom du cours Course name DOING BUSINESS IN HIGH TECH Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total International Business Dept. Stratégy, Entrepreneurship and Economics ELECTIVE COURSE elective Sophia Exchange students allowed TAGGER Jean-claude If other

133 Course leader Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives This elective course aims at giving MSc students increased knowledge of the technology industry, one of the fastest moving and global ones. It will present an opportunity to utilize knowledge and develop skills acquired in Marketing, Strategy and Research Method courses A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) To get a deeper knowledge of the Industry and its future trends. This includes : -the understanding of the different types of players of the industry as well as associated business models. -Importance of interaction of technologies with most other industries. Aptitudes cognitives Cognitive skills Source data - Make a descriptive summary - Analyse information - Create recommendations - Formulate critical questions - Draw conclusionssource data - Make a descriptive summary - Analyse information - Create recommendations - Formulate critical questions - Draw conclusions Attitudes Key transferable skills work effectively in a diversified team Ethical and social understanding Collaborate with other team members on a project Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO4.1 : To analyze globalization and evaluate its effects on business : LG4 : Graduates should be able to manage in the global knowledge economy LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline P a g e

134 Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 20 % (Précisez la nature pour l'évaluation finale Explain type for final examination) Examen intermédiaires - Mid-term examination Contrôle continu Continuous Assessment 80 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 100 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture - TD Tutorials Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Projet Project-based - Devoirs Assignments Session 1 Overview - Quick history of the industry - Some numbers - Most successful areas A little bit of technology - Convergence - Virtualization - Mobility - 3D Routes to market - B2B vs B2C - Channel management Sessions 2 The various actors and their business models ( Big vendors, Software editor, Telecom Operators ISP, System Integrators, Value Added Resellers, Distributors etc ) Session 3 and 4 Cloud Computing : a revolution or an evolution? Big Data Bibliographie References Session 5 Interaction with other Industries Other trends Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : Financial Times articles related to Technology Companies P a g e

135 Site(s) web Web sites Corporate websites from main actors ( Microsoft, Google, HP, Intel,IBM, Dell, Verizon, AT&T, BT,Cisco, Alcatel, Nokia, Apple, Oracle, SAP, Acer, Samsung, Orange, etc ) Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in sophia Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules International sourcing, purchasing & trade (import export local practice) Code du cours Course Code MSC.IBNM2.PMCOR.0075 Crédits Credits 15 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name International sourcing, purchasing and trade Période d'enseignement Teaching period Fall Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program International Business Départements Department Dept. Management of projects, Information Systems and Supply Chains Module - Type de cours Course type core Belo Horizonte, Sophia, Suzhou Course open to students in exchange ---- Langue d'enseignement Teaching language Anglais English If other Pré-Requis None Prerequisite Responsable du cours Course leader KOULIKOFF-SOUVIRON Marie Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours This course is an overall vision of how to manage a trading with the different steps of the process of making business: from the client prospection and negociation to the fact to P a g e

136 Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods gather some informations concerning the requests to convert the info to source the most accurately with the factories. Finalizing the contracts and managing the productions and shipments covering the all parameters with some efficient tools. There are a lot of real experiences comments and cases studies to make the course more attractive and more interactive. Sourcing Purchasing Negotiation Trade A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Visualize the complete spectrum of a trading Aptitudes cognitives Cognitive skills Students are expected to establish his own strategy and his own business plan to make sure it is covering andor anticipating all the paramaters evoked supposed to be representive to a real business and not a theorical project Attitudes Key transferable skills Students are expected to reuse some tools learnt or adapt or rethink them and tune them according to his own business and problematics Ethical and social understanding Students are excepted to revise his own idea of strategy or reinforce his own strategy: rethink or double check if all is workable Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 50 % (Précisez la nature pour l'évaluation finale Explain type for final examination) Etude de cas - Case study Contrôle continu Continuous Assessment 50 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 100 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture - TD Tutorials Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Etudes de cas Case studies P a g e

137 Plan de cours Course Plan Part 1 : Global vision I) Raison d'être II) Orchestration A) How to buy? B) How to follow a production? C) How to ship goods from a point A to a point B? D) How to finance? III) Visualisation of flews: Work Flow IV) Vocabulary of the import-export actors Partie 2 : Prospection I) How to find new clients? II) How to value customers needs? III) How to create a technical file? A) Main points to define B) Examples of technical files (product sheets) 1) In hardgoods 2) In textile II) How to approach a prospect? Partie 3 : Sourcing I) How to source? A) Search on internet for the products B) The most famous websites for sourcing C) specialized fairs D) The "guanxi" (network) E) Call competitors II) How to select a good sourcing? A) Gather the major data B) Analyse the major data 1) Price 2) Leadtime 3) Service 4) Quality 5) M.O.Q 6) Terms of payments C) Establish a supplier policy 1) Good equilibrium in between atomised sourcing and mono sourcing 2) Communication: integration in the strategical vision 3) Communication: always explain the reasons of our decisions (success or failure order or cancellation) D) Why at least 3 suppliers? III) How to choose "the" supplier amongst the others? Via RFQ 1) Brief to MIC (Merchendiser In Charge) 2) Brief to supplier or product sheet 3) Check list 4) Sources 5) Analysis 6) GM frs 7) DDP 8) Quotation A) Example commented : RFQ dressing gown 1) Analysis of "Brief P a g e

138 2) Analysis of "Sources" 3) Analysis of "Analysis" B) RFQ hangers Arthur 1) Analysis of "Brief" 2) Analysis of "Analysis" IV) How to calculate the client price? A) Breafly how does it work? B) Calculation of the needs : Quality Control Express 1) Cost of QC (quality Control) 2) Cost of express C) Calculation of logistical needs 1) Define the Incoterms a) What is an Incoterm b) Summarize of Incoterms c) Meanings the acronyms of Incoterms d) Responsabilities linked to Incoterms 2) Calculate the volume of the goods a) Book a vessel b) Logistics costs per destination c) Prices per containers per sea companies D) Calculation of margins V) Final decision A) Final decision for the example of the dressing gown B) Final decision for the example of the hangers Arthur Partie 4 : Agreements I) Negociate with the client A) Technics to reinsure B) The simple sentences C) the key words who reinsure D) Behaviour to the client 1) The quiet force 2) The partner 3) The leader 4) The friend 5) The affective touch 6) Pocker face E) Preparation of a client negociation F) The content 1) Focus on price 2) Focus on quality 3) Focus on the reliability of the data 4) Focus on service 5) Focus on finance 6) Focus on illusion G) The form: finalisation of the PI (Proforma Invoice) II) Negociate with the supplier A) Behavior with the supplier B) the content C) The form : finalisation of the PO (Purchasing Order) III) How to stock an order? Partie 5 : Produce P a g e

139 I) Sampling II) QC assurance and production follow-up A) Organisation of the QC policy 1) Actor 1: external organisms 2) Actor 2: internal QC 3) Actor 3: the merchendizer B) The tools III) How to negociate during the production? Partie 6 : Shipping (TT) Intro: What is a TT I) How to organize a shipment II) How to prepare a booking? A) How to book a vessel? B) How to calculate the volume of a vessel? III) How to book an air or sea space IV) What are the steps and the administrative tasks linked to a shipment? V) How to record a shipping? Partie 7 : Shipping (LC) Intro: What is a LC? How to manage LC standard? I) How to organize a shipment II) How to prepare a booking? A) How to book a vessel? B) How to calculate the volume of a vessel? III) How to book an air or sea space IV) What are the steps and the administrative tasks linked to a shipment? V) How to record a shipping? Partie 8 : Financing I) Treasury II) List of terms of payment A) Types of TT B) Types of LC III) List of acountancy tools A) Financial flews B) Record the all accountancy C) Budget the treasury Partie 9 : Visualise I) Global follow-up chart II) S.O.P: Standard Operating Process III) Payment charts Partie 10 : Manage hazard I) Cover A) Feed back B) on legal aspect C) Insurrances II) Anticipate A) The plans B III) Solutions P a g e

140 Bibliographie References Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Sophia Suzhou Belo Horizonte Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Marcom in Europe Code du cours Course Code MSC.IBNM2.MKCOR.0016 Crédits Credits 0 Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Face à Face Contact hours Anglais English Nom du cours Course name MARCOM IN EUROPE-ASIA-AMERICAS Période d'enseignement Teaching period Fall Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total International Business Dept. Marketing MODULE 13- MARCOM IN EUROPEASIAAMERICAS core Raleigh, Sophia, Suzhou Exchange students allowed If other Some studies in marketing would be helpful to the students. However, this is not a prerequisite. Belo Horizonte David WARD-PERKINS

141 Nom des intervenants par Instructor(s) names by Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives The Marketing Communications course is for students wishing to develop a deeper understanding of communications within an international marketing environment. MarCom covers a broad mix of channels and methods including advertising, public relations, direct marketing, trade shows, events, face to face sales and increasingly social and online media. The course provides an understanding of both the key global business issues in Europe, North America or Asia, as well as the challenges and specificities of local markets that shape the B2C and B2B marketing environment. The students will work with real cases, in contact with enterprises that have marketing communications needs. To match the high-pressure work environment of marketing communication, they will work competitively with the students of other es, their work judged according to professional criteria, by the companies involved. Where communication fits in the marketing framework. How to structure a communications strategy, and draft a marcom brief. Developing a marcom concept and the creative concept. Structuring the communication channels and producing a communications plan. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Be able to define the concept of marketing communications and its role within marketing strategy and a global business environment; describe the relationship between promotion and other marketing mix elements; and discuss the weight and value of different promotional channels and means. Aptitudes cognitives Cognitive skills Develop a sense of critical analysis and problem solving skills Attitudes Key transferable skills Work efficiently in English; work effectively within a multicultural group; communicate effectively within an international environment. Ethical and social understanding Understand the ethics of business communication and the social responsibility of the enterprise with regard to communication to consumers and other customers. Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO1.2 : To select the best course of action to follow in order to behave as responsible managers : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO2.1 : To contribute substantively to the product of a group and demonstrate leadership skills : LG2 : Graduates should be able to work effectively in a multicultural team LO2.2 : To recognize and use positively the various dimensions of diversity : LG2 : Graduates should be able to work effectively in a multicultural team LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment P a g e

142 Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 0 % (Précisez la nature pour l'évaluation finale Explain type for final examination) Etude de cas - Case study, Présentation orale - Presentation, Participation - Class participation Contrôle continu Continuous Assessment 100 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 40 % Présentation orale - Presentation 40 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 20 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture - TD Tutorials Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Jeu d'entreprise Business game - Projet Projectbased - Etudes de cas Case studies - Devoirs Assignments - What is marcom? - The components of marcom - Background, context and history - Communication in and to the marketplace - The world of advertising - How online and social media are transforming marketing communication - Communication through events and customer engagement - How to develop a marcom strategy - The marcom mix - Planning and budgeting. Lectures obligatoires Required readings : Will be provided via KnowledgeLectures Recommandées Recommanded readings : Will be provided via Knowledge Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules P a g e

143 Negotiation Practice Code du cours Course Code Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name NEGOTIATION PRACTICE Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program Entrepreneurship and Innovation Départements Department Dept. Stratégy, Entrepreneurship and Economics Module - Type de cours Course type core Sophia, Suzhou Course open to students in exchange ---- Langue d'enseignement Teaching language Anglais English If other Pré-Requis none Prerequisite Responsable du cours Course leader CHEREAU, Philippe Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics The course will provide students with practical and cognitive techniques for an efficient management of interpersonal relationships and negotiation situations. P a g e

144 Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Conduct effectively and efficiently negotiation situations both in commercial and non commercial contexts. Aptitudes cognitives Cognitive skills Understand the cognitive process underlying an efficient management of interpersonal relationships leading to a win-win negotiation. Attitudes Key transferable skills Develop active listening, versatility with regard to different negotiation contexts, ability to generate willingness to buy and reciprocity from the other party Ethical and social understanding Conduct efficiently all types of negotiations in a comfortable and self-confidence mindset. Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 50 % (Précisez la nature pour l'évaluation finale Explain type for final examination) Présentation orale - Presentation Contrôle continu Continuous Assessment 50 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 100 % Format de cours Course format TD Tutorials Activités d apprentissage Learning activities Etudes de cas Case studies Session 1 1.Course objectives, structure and evaluation 2.Interpersonal relationships: A new perspective 3.Pre-requisites for a good negotiation 4.Practice Session 2 1.Conditions for a good start 2.Managing body language 3.Practice Session 3 1.Make the other work 2.Listen to your feelings 3.Practice P a g e

145 Bibliographie References Session 4 1.Negotiation techniques: Write 2.Negotiation techniques: The right argumentation 3.Negotiation techniques: Keep control 4.Negotiation techniques: Conclude 5.Practice Session 5 Full negotiation runs Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Sophia Suzhou Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules SKEMASIM: Business Game Code du cours Course Code MSC.BCIM2.STCOR.0026 Crédits Credits 0 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name BUSINESS GAME: SKEMASIM Période d'enseignement Teaching period Fall Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Programme Program International Business Départements Department Dept. Stratégy, Entrepreneurship and Economics Module - Type de cours Course type core Sophia Course open to students in exchange Exchange students allowed

146 Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Instructor(s) names by Anglais English Strategy Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other MESCHI Pierre xavier If other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills The «SKEMA Multi Business Simulation» (otherwise known as SKEMASIM) course is a 6-day seminar organized simultaneously in the different SKEMA es across the world (France, China and USA). It is made up of the business simulation itself, some tutorial conferences, and the writing of an annual activity report. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Aptitudes cognitives Cognitive skills Attitudes Key transferable skills Ethical and social understanding Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 0 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu Continuous Assessment 100 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % P a g e

147 Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Site(s) web Web sites Format de cours Course format Activités d apprentissage Learning activities Jeu d'entreprise Business game n.a. Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : (1) BRULHART F., GUIEU, G. & MESCHI P.-X., La Croissance de l Entreprise avec la Méthode des Cas, Eyrolles et Centrale des Cas et des Médias Pédagogiques, (2) RUGMAN A. & HODGETTS R., International Business, Prentice Hall, Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules CAPM Code du cours Course Code MSC.IBNM2.PMELE.0006 Crédits Credits 2 Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Face à Face Contact hours Nom du cours Course name CAPM Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total International Business Dept. Management of projects, Information Systems and Supply Chains Anglais English MODULE 18- ELECTIVES elective Sophia Exchange students allowed Course project management foundamentals HIRZMANN Corinne If other P a g e

148 Course leader Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment The Project Management track is dedicated to deliver practical and theoretical PM fundamentals. based on «best practices» collected from worldwide Professionals and documented by PMI (Project Management Institute) thru the PMBOK (Project Management Body Of Knowledge), a worldwide Project Management Standard. The course is dedicated to prepare students to the PMI Certification (CAPM or PMP ). PM processes, inputs, outputs, tools and techniques will be reviewed and exercises in the same format at PMI examination will be performed (Questionnaires with multiple choice). This module contains also a refresh on terminology, key words and various tips to take the PMI certification exam. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Review the Project Management key knowledge, tools and techniques. Present the PMI certifications Aptitudes cognitives Cognitive skills Attitudes Key transferable skills Behave in a project management environment as member or project manager and contribute to the success of a project. Ethical and social understanding Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 100 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu 0 % Continuous Assessment préciser nature Explain type P a g e

149 Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Site(s) web Web sites QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture - elearning Activités d apprentissage Learning activities Etudes de cas Case studies 11 sessions will be addressing the following topics, as follow: Session 1 PM Overview Framework - Fundamentals Session 2 Scope Session 3 Time Session 4 Cost Session 5 Quality Session 6 Risks Session 7 Communication Session 8 - Human Resources Session 9 Stakeholders Session 10 Procurement Professional Responsibilities (for PMP prep) Session 11 Integration Summary Lectures obligatoires Required readings : PMBOK 5th Edition (edited by PMI) English version. Electronic PDF version free of charge for PMI members. Paper copy can be ordered on Amazon.com Lectures Recommandées Recommanded readings : None For PMI members, Access to all PMI standards, including PMBOK 5th edition, and an electronic PM library with more than 300 PM Books. Example of daily questions in same format as for the real exam) Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules International Business Law Code du cours Course Code MSC.IBNM2.LTCOR.0002 Crédits Credits 4 Nom du cours Course name INTERNATIONAL BUSINESS LAW Période d'enseignement Teaching period Spring P a g e

150 Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Instructor(s) names by none Face à Face Contact hours Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total International Business Dept. Management, Leadership & Organization Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other MODULE 12- INTERNATIONAL BUSINESS LAW core Exchange students allowed DALLOZ Marc If other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills The aim of the course is to give students a comprehensive and coherent knowledge of the key concepts of International contracts and Intellectual Property, to provide tools to solve or to avoid legal problems arising in the practice of international business. This course focuses on the main issues relating to European, Chinese or US Law in Contract Law and Intellectual properties. It provides an understanding of the essential elements of International contracts and intellectual properties legal rules. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Know the main legal principles that regulate international contracts and intellectual property ; Be legally reactive in a given business situation Aptitudes cognitives Cognitive skills Manage the legal risks associated with international contracts and intellectual property,use proper tools to prevent problems or to understand them Attitudes Key transferable skills Be able to act as a professional when engaging in business activities ; include legal backgrounds in your management strategy Ethical and social understanding Act with knowledge and understanding of legal norms and requirements P a g e

151 Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Oui Yes Evaluation finale (DS) 60 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) Etude de cas - Case study Contrôle continu 40 % Continuous Assessment préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 1 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Jeu d'entreprise Business game - Etudes de cas Case studies - Personal guided study PART 1 : INTERNATIONAL (and European, or Chinese or US) CONTRACTS Before : Elements of contract formation Offer and acceptance Liabilities for negotiations Duty of Confidentiality Capacity and formalities Validity and Specific grounds of invalidity: Misrepresentation, mistake, duress and undue influence Inside : Contract clauses Language, Applicable law, Arbitration clause Merger clause, Written modification clause and Severability clause Transfer of title and risks clause Hardship and Force majeure clause Exemption, Indemnity, Penalty, Liquidated damage clause, Waiver clause Beyond : Remedies for breach of contract Termination Liabilities Duty to mitigate loss PART 2 : INTELLECTUAL PROPERTIES Introduction to Intellectual Property Presentation of European, Chinese or US intellectual Property Law Patents Trademark Law Design Copyright Law Trade secrets Registration of patents, trademarks, designs and copyrights in Europe or in China or in US P a g e

152 Bibliographie References Site(s) web Web sites Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : R. DUXBURY, Contract Law, Nutshells, 9th edition, Sweet & Maxwell, 2012, 189 p. C. TAYLOR, Company Law, Law Express, 1st edition, Longman, 2009, 144 p. R. SCHAFFER, F. AGUSTI and B. EARLE, International Business Law and its Environment, 7th edition, South-Western, 2009, 719 p. O.C. FERRELL, J. FRAEDRICH and L. FERRELL, Business Ethics: Ethical Decision Making and Cases, 7th edition, South-Western College Publication, 2009, 514 p Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules International Human Resource Management Code du cours Course Code MSC.IBNM2.HRCOR.0003 Crédits Credits 3 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name INTERNATIONAL HUMAN RESOURCE MANAGEMENT Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Programme Program International Business Départements Department Dept. Management, Leadership & Organization Module - Type de cours Course type core Raleigh, Sophia, Suzhou Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis Prerequisite Responsable du cours Course leader MIDDELMANN Anke Belo Horizonte

153 Nom des intervenants par Instructor(s) names by Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment This course introduces human resources strategies and practices in today s global economy. Local features will be developed to introduce International HRM & Leadership concepts & practices applied to the US (Raleigh), Asian (Suzhou) & European (Sophia) contexts. The cross assignment will introduce virtual teamwork. Students from all es will work in remote teams on an international HRM case study. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) -Know international HRM strategies & practices (selection criteria for foreign country assignments international mobility, expatriate and repatriation processes, etc.) -understand the main features of international HRM engineering -understand general business customs and cultures of other countries -determine geopolitical & cultural impacts on international HRM principles. Aptitudes cognitives Cognitive skills -Determine HR stakes linked to international operations -Consider various HR features while implementing an international HRM strategy -Understand globalization issues and their impacts on HR practitioners Attitudes Key transferable skills -Understand people management in a global and multicultural approach -Know transnational features of human factor management logics -Understand the importance of local contexts and cultures in the implementation of HRM practices Ethical and social understanding -Take into account diversity in the workplace -Acknowledge and manage cultural differences Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) 50 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu 50 % Continuous Assessment préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Nb midterms : 0 Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % P a g e

154 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Site(s) web Web sites Format de cours Course format Cours magistral Lecture - TD Tutorials Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Projet Project-based - Devoirs Assignments Specified in the course syllabus & specific to each Lectures obligatoires Required readings : Specified in the course syllabus and specific to each. Lectures Recommandées Recommanded readings : Dowling, Festing & Engle International Human Resources Management. Thompson Learning.Evans, Pucik & Bjorkman The Global Challenge: Frameworks from International Human Resource Management. McGraw Hill Higher Education.Harzing & Ruysseveldt (Ed.) International Human Resource Management: An Integrated Approach. Sage Publications Inc.Ozbilgin International Human Resource Management: Theory and Practice. Palgrave Macmillan.Perkins & Shortland Strategic International Human Resource Management: Choices and Consequences in Multinational People Management. Kogan Page Ltd.Rees & Edwards International Human Resource Management: Globalization, National Systems and Multinational Companies. Financial TimesPrentice Hall.Rowley & Warner Globalizing International Human Resource Management. Routledge.Tayed International Human Resource Management: A Multinational Company Perspective. OUP Oxford. Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Sustainable Finance Code du cours Course Code MSC.IBRM2.FIELE.0082 Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name SUSTAINABLE FINANCE Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal Evaluation P a g e Durée totale Total

155 &or team work Programme Program International Business Départements Department Dept. Accounting and Finance Module - Type de cours Course type core Raleigh, Sophia, Suzhou Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis Prerequisite Responsable du cours Course leader Dhafer SAIDANE Belo Horizonte Lille Nom des intervenants Paris par Sophia Instructor(s) names by Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du The course s key objective is to provide students with a personalized academic environment to obtain a solid understanding of International banking and sustainable finance. It is opened to no-specialists and gives a clear understanding between international banking forces, sustainability, regulation and financial instability in globalized economy. The course will assess the impact of financial deregulation as well as structural reforms upon the banking business models.the target students might want to work in the sustaible development department of corporates. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) The student is expected to be able to know how collect and exploit data on the banking system. Aptitudes cognitives Cognitive skills The student is expected to be able to understand how to use this banking system to get sustainable financial supports for sustainable developpement. Attitudes Key transferable skills The student is expected to be able to know how implement sustainability Ethical and social understanding The student is expected to be able to Identify the place and the role of the banking system in a financial context with instability and systemic risks. Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) P a g e

156 programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) 0 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu 100 % Continuous Assessment préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture - TD Tutorials Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Projet Project-based - Devoirs Assignments Day 1: Financial Deregulation in World s Banking Industry: Toward a sustainable finance The Recent Financial Crisis: the changes for World s Banking Industry : origin of the crisis, financial instability, systemic risks, weakness of Global Finance, bankruptcy, bank failures and major changes («Big Five US» Merryll Lynch, Goldman Sachs, Morgan Stanley, Bear Stearns, Lehman Brothers), new banking business model "Big is Beautiful", "too Big to fail", strengths and weaknesses of banks regulation in United States, European Union, China...Africa... The Recent Financial Crisis Focus on : USA (Raleigh) Focus on : China (Suzhou) Focus on : Europe (Sophia, Lille) Deregulation and financial innovation in the 80 s: the financial "Big Bang", Financial Stability and Systemic Risk, New banking firm is born "universal banking", new strategies. New services and business: off Balance Sheet>Balance Sheet, banking consolidation and concentration : US vs EU, Big size, Economies of Scale and Economies of Scope, the new banking industry: international comparison, Chinese banking industry: a cautious State oriented approach. Deregulation and financial innovation Focus on : USA (Raleigh) Focus on : China (Suzhou) Focus on : Europe (Sophia, Lille) Sustainable Finance and banking New business, new banking income, Change in the structure of Net Banking Income, more non interest resources (financial income)and less interest resources (financial income), more market activity (Trading Room : Structured and Derived financial products, speculation...front, Middle and Back-Office). Banking Business Model Focus on : USA (Raleigh) Focus on : China (Suzhou) Focus on : Europe (Sophia, Lille) P a g e

157 Bibliographie References Site(s) web Web sites Day 2: The New Sustaible Banking Business Models Team Work The Retail Banking Business Model: Branches, Marketing and Commercial Strategies, Multi-Channel Banking : the «Brick, Bip, Click» approach, ATM (Automated Teller Machine): international comparison, the On line banking and the IT (Information Technologies), Labor division between "Brick Banking" vs "Click Banking", The Wholesale Banking Business Model : Investment Banking, Corporate Finance, Global Investment Banking, Equity Capital Markets, M&A Consulting Services, audit, consulting, financial advisory, risk management, Creation of customized products such as bonds, securitisations, syndicated loans and structured rating services and advice on debt markets, equity-linked products (convertible bonds) and equity issues. International comparison: The «Big four» or "Bulged bracket" US (Goldman Sachs, Morgan Stanley, Merrill Lynch, Lehman Brothers), in Europe: The «Big three» (Crédit Suisse Group, Deutsche Bank Group et UBS Group) Team Contribution : student work presentation Day 3: Team Work Team Contribution : student work presentation Lectures obligatoires Required readings : Reports Annual Report of the Bank for International Settlements (BIS) Annual Report of the European Central Bank (ECB) Bank for International Settlements, «Report on Consolidation in The Financial Sector». Group of Ten, Banking Annual Reports (see banks Website). European Central Bank, Lectures Recommandées Recommanded readings : Academic and scientific papers Allen F. et A.M. Santomero, 2001, What do financial intermediaries do?, Journal of Banking and Finance, 25, Battacharya S., Thakor A.V., 1993, «Contemporary Banking Theory», Journal of Financial Intermediation, 3. Sabtrophy.com and httpiisd.orgfinance Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules INTERNATIONAL MARKETING AND BUSINESS DEVELOPMENT Advertising & Communication Code du cours Course Code MSC.IMBM2.MKOPT.0050 Crédits Credits 4 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name ADVERTISING & COMMUNICATION (OPTION) Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal Evaluation P a g e Durée totale Total

158 &or team work Programme Program International Marketing and Business Development Départements Department Dept. Marketing Module - Type de cours Course type optional Lille, Paris, Sophia Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language If other Pré-Requis Prerequisite M1 marketing. IMPORTANT: this course will take place in spring for Paris and Sophia, but in fall for Lille. Responsable du cours Course leader SOSCIA Isabella Belo Horizonte Lille Nom des intervenants par Paris Sophia Instructor(s) names by Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Perceptions of customers are determinant in creating a company s success and those perceptions are often based on marketing communication. Advertising and other marketing communication tools represent an important source of brand messages, messages that may influence customers attitudes, perceptions and behaviors. The course provides a comprehensive understanding of the fundamentals needed to build a clear and consistent marketing communication brief and plan aligning advertising, promotion, events and the broadest pallet of modern communications tools. Integrated marketing communicationimc briefmarketing communication: objectives, target and budgetingadvertising, media planning and advertising reserachsponsorship, packaging and point of purchase communication A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Understand issues associated to marketing communications Aptitudes cognitives Cognitive skills To be able to understand companies communication needs Attitudes Key transferable skills To develop a strategic approach to marketing communication Ethical and social understanding To be able to understand consumers'communication needs Contribution aux objectifs pédagogiques du Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) P a g e

159 programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References LO1.2 : To select the best course of action to follow in order to behave as responsible managers : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 40 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu Continuous Assessment 60 % préciser nature Explain type QCM - Quizz 40 % Etude de cas - Case study 60 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Projet Project-based Integrated Marketing Communication IMC brief Marketing communication: objectives, target and budgeting Brief preparation. Advertising, media planning and advertising research Sponsorship, packaging and point of purchase communication Integrated marketing communications plan. Lectures obligatoires Required readings : Pelsmaker, Geuens and Vandeberg, Marketing Communication: A European Perspective, Forth Edition. Lectures Recommandées Recommanded readings : Site(s) web Web sites Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) P a g e

160 Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Nombre TD Number of Tutorial classes Durée TD (en heures) Tutorial class duration (in Autres (Distance, etc ) (en heures) Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules IMPORTANT: this course will take place in spring for Sophia and Paris but in Fall for Lille Internationalisation of Markets and Organizations Code du cours Course Code MSC.IMBM2.MKCOR.0038 Crédits Credits 4 Charge de travail Student workload Nom du cours Course name INTERNATIONALISATION OF MARKETS AND ORGANISATIONS (CORE) Face à Face Contact hours Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program International Marketing and Business Development Départements Department Dept. Marketing Module - Type de cours Course type core Lille, Paris, Sophia Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language If other Pré-Requis M1 marketing and strategy Prerequisite Responsable du cours Course leader BORZILLO Stefano Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description The Purpose of this course is to acquaint students with the cultural and organisational dimensions of international marketing management, and to develop skills that will serve students well in dealing effectively with international marketing and management issues. While examining how firms deal with international marketing in practical terms, juggling P a g e

161 the needs of the global and the local, the course covers three main areas: organisational and strategic planning in an international context; the design and implementation of effective international organisations; and the marketing and management challenge of cross-cultural considerations. The overall is that of business developmenyt in an international context: how to choose and enter markets, how to manage a portfolio of markets, how to transfer ideas, products or services from one market to another, how to manage knowledge and innovation across markets... There will also be a consideration of some of the ethical issues facing managers in international markets as well as the challenges facing business developers in emerging economies, where 'bottom of the pyramid' marketing is necessary. The course is heavily based on the use of case studies backed up by additional readings and a project with the idea of testing different frameworks to make appropriate managerial decisions. Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives International business development & marketing management, global-local management issues, organisational design and development, theories and practice of internationalisation, management of knowledge and ideas A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) The student is expected to: Have a better grasp of issues associated with the internationalization of markets and organisations. The course goes further than a simple international marketing course to include also an examination of organizational and strategic issues. Aptitudes cognitives Cognitive skills The student is expected to: Better analyze complex strategic issues associated with internationalization Attitudes Key transferable skills The student is expected to: Better respond to the various challenges when working in an international firm or environment Ethical and social understanding The student is expected to: Analyze the strategic and ethical implications of globalization and make ethical recommendations about practical management challenges Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO1.1 : To recognize potential ethical dilemmas : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO1.2 : To select the best course of action to follow in order to behave as responsible managers : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO4.2 : To apply theories and key concepts in the field of the management of knowledge assets, technological progress and innovation : LG4 : Graduates should be able to manage in the global knowledge economy LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline P a g e

162 Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Site(s) web Web sites Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 60 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz, Etude de cas - Case study Contrôle continu Continuous Assessment 40 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 40 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 60 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format TD Tutorials Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Etudes de cas Case studies Indicative course outline from this year. Cases and examples are likely to change 1. Introduction. Overview & introduction 2. Expanding abroad. The 'flat world' vs 'istance still matters'. 3. Exploring the cultural dimension in marketing 4. International context & industry dynamics. 5. Transnational strategies & global branding. 6. Organisational challenges of internationalisation: structure and culture 7. Worldwide innovation & : managing knowledge and ideas 8. Ideas and markets: taking new products and ideas into new markets 9. Exam Lectures obligatoires Required readings : Mandatory course book: Transnational Management: Text, Cases & Readings in Cross- Border Management Christopher Bartlett, Paul Beamish 6th edition (2010), McGraw Hill Lectures Recommandées Recommanded readings : Students are encouraged to read additional articles and cases from the book Links are provided on the Knowledge course site Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules P a g e

163 Big Data & Analytics Code du cours Course Code MSC.IMBM2.MKELE.0117 Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name BIG DATA & ANALYTICS (ELECTIVE) Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program International Marketing and Business Development Départements Department Dept. Marketing Module - Type de cours Course type elective Lille, Paris, Sophia Course open to students in exchange Exchange students not allowed Langue d'enseignement Teaching language If other Pré-Requis None Prerequisite Responsable du cours Course leader SPIER Peter Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description Big Data' has been described as 'a revolution that will transform how we live, work and think'. Quite a claim! But behind the inevitable hype, what is happening in the 'big data space' will indeed change a good number of things. This short course will provide an opportunity to explore this. It is aimed at students of marketing and business development, not technology 'geeks'. Once the phenomenon has been clearly understood, the major question will be: how does this change things for those working in marketing and business development? 'Big' data refers to the fact that we now have more and more available data and the ability to process it. This is potentially a source of new econcomic value, insight and innovation. But with this come other changes in how we analyze information: we no longer have to worry about sampling; are able to live with 'messiness'; and are more interested in correlation than causality - 'what', not 'why'. We are living in a sea of data: twits, GPS coordinates, Facebook photos and 'likes'... Arguably, the world of tomorrow will belong to those who fully grasp the implications of this and are able to identify the currents and insights beneath the surface P a g e

164 Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Big data - what it is and what it meansliving in a world of dataliving with messinesscorrelation vs causalitythe value of datadate-driven decisions-makingthe value of insightbroader implicationslooking to the future A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) understand the issues and concepts associated with the field of big data Aptitudes cognitives Cognitive skills grasp the implications of the changes brought in by the big data revolution - in particular for marketing and business development Attitudes Key transferable skills grasp the broader implications of the big data revolution for how information is treated Ethical and social understanding think though some of the implications of the 'darker' side of big data Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO4.2 : To apply theories and key concepts in the field of the management of knowledge assets, technological progress and innovation : LG4 : Graduates should be able to manage in the global knowledge economy LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 100 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz, Etude de cas - Case study, Participation - Class participation Contrôle continu Continuous Assessment 0 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Etudes de cas Case studies What is big data? Why 'more' is different Living with messiness When correlation trumps causality A world of data The value of data P a g e

165 Bibliographie References Site(s) web Web sites The value of insight Implications The world of Minority report... Looking ahead Lectures obligatoires Required readings : list available on Knowledge platform Lectures Recommandées Recommanded readings : Full list available on Knowledge platform Links available on Knowledge platform Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Corporate Communication Code du cours Course Code MSC.IMBM2.MKELE.0066 Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name CORPORATE COMMUNICATION (ELECTIVE) Période d'enseignement Teaching period Fall Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Programme Program International Marketing and Business Development Départements Department Dept. Marketing Module - Type de cours Course type elective Sophia Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis M1 marketing Prerequisite Responsable du cours Course leader DROIT Virginie Belo Horizonte

166 Nom des intervenants par Instructor(s) names by Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives This course defines the basic notions of communication, presents the relationship between announcer and agency, explains the creative process through the copy strategy, teaches how to make a relevant advertising analysis. Thanks to this course, students will learn key notions to influence the perception and memory of targets and how to create an efficient communication concept. Main goals: lead the students through a professional process, giving efficient methods to sustain creativity and give the key to join a communication agency or a communication department. 1. Corporate Communication: Introduction 2. Relationship between announcer & agency 3. The copy strategy (develop Creative strategies) 4. Perception principles (understand & influence the perception) 5. Gestalt Theory (understand & influence the perception) A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) - Understand and use the communication jargon - Know the various communication tools and their key rules Aptitudes cognitives Cognitive skills - Understand the advertising hidden messages - Understand the role and challenges of Communication in a whole strategy - Know the various roles careers in the Communication sphere Attitudes Key transferable skills - Have a professional behavior face to communication issues - Show efficient methods to solve some communication issues (briefings, document analysis ) Ethical and social understanding - Speaking effectively - Listening attentively - Expressing ideas & Persuading - Facilitating group discussion - Providing appropriate feedback - Perceiving nonverbal messages Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : P a g e

167 Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 100 % (Précisez la nature pour l'évaluation finale Explain type for final examination) Présentation orale - Presentation Contrôle continu Continuous Assessment 0 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture - TD Tutorials Activités d apprentissage Learning activities Cours interactifs Interactive lectures 1. Corporate Communication: Introduction, Write specifications + workshop 2. Relationship between announcer & agency + workshop 3. The copy strategy (develop Creative strategies) + workshop 4. Perception principles (understand & influence the perception) + workshop 5. Gestalt Theory (understand & influence the perception) + workshop Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : Site(s) web Web sites Sign-up for the free and read as often as possible: Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Sophia Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules P a g e

168 Finance for Marketing and Business Development Code du cours Course Code MSC.IMBM2.FIELE.0122 Crédits Credits 2 Charge de travail Student workload Nom du cours Course name FINANCE FOR MARKETING AND BUSINESS DEVELOPMENT (ELECTIVE) Face à Face Contact hours Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program International Marketing and Business Development Départements Department Dept. Accounting and Finance Module - Type de cours Course type elective Paris, Sophia Course open to students in exchange Exchange students not allowed Langue d'enseignement Teaching language If other Pré-Requis L3 AND M1 Corporate Finance courses Prerequisite Responsable du cours Course leader SPIER Peter Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Finance for Marketing and Business Development applies tools and techniques of corporate finance to the entrepreneurial business development. It closely follows a "life cycle of the firm" approach in a very accessible manner. The class will explore the theories, knowledge, and financial tools needed by an entrepreneur in starting, building, and harvesting a successful business. The course will focus on sound financial management practices, how and where to obtain the financial capital necessary to run and grow the venture, and how and when to interact with the financial institutions and regulatory agencies central to financing ventures as they grow and ultimately look for liquidity for their investors Understanding the basic business model built within excel and the relationship between successful business strategy and detailed financial budgeting and planningentrepreneurship, marketing strategy, business model built in excel, basic financial statements and ratios P a g e

169 Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Students are expected to incorporate their own company using knowledge taught in finance and knowledge acquired from marketing classes Aptitudes cognitives Cognitive skills Students are expected to master the skills of a successful entrepreneur. Analyze the competitive environment and successfully argue how the students will succeed in an aggressive global environment. Attitudes Key transferable skills Students will have developed savoir-faire and savoir-être capacities, highly valuable for any entrepreneurialbusiness development situation. Ethical and social understanding Students are expected to be prepared to work in small groups and show leadership skills that go beyond borders and cultural barriers Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 0 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu Continuous Assessment 100 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 50 % Rapport écrit Dissertation - Report Dissertation 50 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format TD Tutorials Activités d apprentissage Learning activities Projet Project-based Part One: (3 Finance Introduction An introduction (or refresher) on basic finance: Cost of Capital Determining the cost of Debt Capital Determining the cost of Equity Capital Venture debt capital Estimating the cost of equity capital Understanding risk computation of Beta in private firms Part Two: (3 P a g e

170 Organising and Financing a new venture The Business Plan purpose and structure What makes a good business plan? Planning your case study of building your business from start-up to exit Part three: (3 Financial Planning: *Cash planning tools *Projected monthly financial statements *Forecasting sales for early stage ventures *Estimating additional financing for growth *Projecting Income, Balance Sheet and cash-flow statements *Measuring financial performance (ratio analysis) *Obtaining and recording the resources necessary to start and build a new venture Bibliographie References Business Assets, liability and owners equity *Balance Sheet Assets. *Sales, Expenses and Profits *Survival Breakeven analysis *NOPAT breakeven analysis Evaluating Financial Performance by using financial ratios. *Cash Burn Rates *Liquidity ratios. *Conversion period analysis *Leverage analysis *Efficiency and return measures. Part four (3 Valuation Differentiators and Impact: Differentiators Intellectual Property, sweat equity, quality of partners, previous valuation Impact of the valuation Valuation as a result of negotiation Survival Breakeven analysis NOPAT breakeven analysis Evaluating Financial Performance by using financial ratios. Cash Burn Rates Liquidity ratios. Conversion period analysis Leverage analysis Part five: (3 Projecting Income, Balance Sheet and cash-flow statements Company Valuation Methods: Intrinsic and relative valuation tools DCF, Multiples (sales and EBITDA), net asset value Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : PPTs, Financial Models, articles available on Knowledge Site(s) web Web sites FT.COM + WALL STREET JOURNAL + REUTERS.COM + BLOOMBERG.COM Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) P a g e

171 Code du cours Course Code MSC.IMBD2.MKELE.0098 Crédits Credits 2 Charge de travail Student workload Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Face à Face Contact hours Nombre TD Number of Tutorial classes Nom du cours Course name Mobile Marketing Période d'enseignement Teaching period Fall Distanciel Distance Durée TD (en heures) Tutorial class duration (in Autonomous personal &or team work Autres (Distance, etc ) (en heures) Other (in Evaluation Durée totale Total Programme Program International Marketing and Business Development Départements Department Dept. Marketing Module - Type de cours Course type elective Paris, Sophia Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language If other Pré-Requis M1 marketing Prerequisite Responsable du cours Course leader SPIER Peter Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Mobile Marketing Descriptif du cours Course description With the development of digital solutions and the development of mobile services, mobile phones, tablets and Smartphone are communication tools that are used by more and more companies. The objective of this elective is to acquire knowledge both globally and in details on what are the various areas and solutions of mobile marketing, including mobile advertising, mobile CRM, mobile direct marketing, M-Commerce... P a g e

172 Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan mobile marketing, mobile advertising, mobile CRM, m-commerce A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Define mobile marketing and the 4 main areas that are advertising, CRM, direct mobile marketing, M-Commerce Aptitudes cognitives Cognitive skills Define a relevant positioning for a Mobile Marketing offer. Attitudes Key transferable skills Identify and cope with possible legal restriction linked to the use of mobile solutions and to develop efficient mobile operations, considering creative constraints, and integrating performance analysis, Ethical and social understanding Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO4.2 : To apply theories and key concepts in the field of the management of knowledge assets, technological progress and innovation : LG4 : Graduates should be able to manage in the global knowledge economy LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 100 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu Continuous Assessment 0 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Main definitions & key figures - Mobile sites & mobile apps - One-to-one mobile marketing - M-Commerce & M-Couponing - Mobile advertising P a g e

173 - Internet of Things - Final exam Suggestions will be provided on the Knowledge platform Bibliographie References Site(s) web Web sites Links will be provided on the Knowledge platform Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules the course will be given in seminar format in Sophia and perhaps also in Paris Business Development Code du cours Course Code MSC.IMBM2.STCOR.0041 Crédits Credits 4 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name BUSINESS DEVELOPMENT (CORE) Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Programme Program International Marketing and Business Development Départements Department Dept. Marketing Module - Type de cours Course type core Lille, Paris, Sophia Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language If other Pré-Requis none Prerequisite Responsable du cours Course leader SPIER Peter Belo Horizonte

174 Nom des intervenants par Instructor(s) names by Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives This course explores the challenges of business development in an original and experiential way, combining use of a MOOC, case-study-based input and testimonials, structured input on essential notions and an entrepreneurial group project that culminates in a pitch to an audience of professors and business professionals. This has very much a 'flipped course' in which formal teaching gives way to coaching anf projectbased. This culminates in a pitch similar to the kind you can see in the BBC's Dragon's Den series - though our dragons are much kinder! Business development is a broad term that involves seeking new market opportunities, whether new products, new customer groups, new channels, and developing a winning value proposition. It requires a global, strategic vision of the market and the business, with an understanding of the underlying business model and finance and an awareness of competitive dynamics. It thus brings together many of the skills acquired through different courses, including the Advanced Strategy course. It is essential for new businesses, but also for existing companies in more established markets. Although the paradigm used here is that of NEW business development, thus giving the experience an entrepreneurial flavour, the purpose is to gain a 360 sense of how a business works, and this will be useful in all sorts of situations, whether in a business unit, working with clients, or working out how to align the interests of players in an ecosystem Developing a targeted value proposition and a marketing concepttesting the conceptunderstanding the market, it's drivers and the ecosystemworking with channel partners and other players in the ecosystemunderstanding business models and how to make moneyunderstanding financials, cash flow and other essentialsdoing an effective pitchworking as a team A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) better apprehend the concepts and approaches necessary for identifying and developing new business concepts Aptitudes cognitives Cognitive skills stimulate an interest in new business opportunities, how to identify and how to develop them Attitudes Key transferable skills developing a spirit of entrepreneuship with an awareness of how to work together with partners and team members Ethical and social understanding Certain projects may be based on social entrepreneurship Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO2.1 : To contribute substantively to the product of a group and demonstrate leadership skills : LG2 : Graduates should be able to work effectively in a multicultural team LO2.2 : To recognize and use positively the various dimensions of diversity : LG2 : Graduates should be able to work effectively in a multicultural team P a g e

175 Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 0 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu 100 % Continuous Assessment préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 40 % Rapport écrit Dissertation - Report Dissertation 40 % Nb midterms : 0 Participation - Class participation 20 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format TD Tutorials Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Projet Project-based - Etudes de cas Case studies - Personal guided study Introduction and project launch Access to MOOC Structured input: Case studies with testimonials Value propositions Business models Financials Making a busines plan Preparing the pitch Final pitch Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : A full bibliography will be available on the Knowledge platform Site(s) web Web sites available on the Knowledge platform Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) P a g e

176 Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Nombre TD Number of Tutorial classes Durée TD (en heures) Tutorial class duration (in Autres (Distance, etc ) (en heures) Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules The cours involves use of a MOOC and projectbased Communication in a Crisis Code du cours Course Code MSC.IMBM2.MKELE.0067 Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name COMMUNICATING IN A CRISIS (ELECTIVE) Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program International Marketing and Business Development Départements Department Dept. Marketing Module - Type de cours Course type elective Paris, Sophia Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis M1 marketing Prerequisite Responsable du cours Course leader Gisele Dudognon Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description This module addresses the communications and management techniques to implement when an organization is facing a crisis. It details the crisis communication plan, built upon the action plan to monitor the crisis. It also explains in details how to deal with the press and how to prepare for an interview. P a g e

177 Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan crisis management; corporate comunication A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Identify the key actors and actions to take in case of a crisis. Build a coherent communication plan to minimize the crisis effects. Aptitudes cognitives Cognitive skills Identify solutions for various types of crisis and determine action plans. Expressing ideas and manage information effectively. Attitudes Key transferable skills Plan and manage actions in emergency situations involving different stakeholders Ethical and social understanding Contribute to develop sustainable plans to protect the organization and its community from further threats Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 100 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) Etude de cas - Case study, Présentation orale - Presentation Contrôle continu 0 % Continuous Assessment préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format TD Tutorials Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Etudes de cas Case studies Understanding the context of a crisis - Build strategies to manage the crisis - Manage the media pressure - Learn from the crisis P a g e

178 Bibliographie References Site(s) web Web sites Lectures obligatoires Required readings : Communication in Responsible Business: Strategies, Concepts and Cases, Conaway R., Laasch O. (2012), Business Expert Press Lectures Recommandées Recommanded readings : Various articles from the Harvard Business Publishing (delivered in class) Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules The course will be delivered in seminar format Consumption Emotions Code du cours Course Code MSC.IMBM2.MKELE.0068 Crédits Credits 0 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name CONSUMPTION EMOTIONS (ELECTIVE) Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Programme Program International Marketing and Business Development Départements Department Dept. Marketing Module - Type de cours Course type elective Paris, Sophia Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis None Prerequisite Responsable du cours Course leader SOSCIA Isabella Nom des intervenants par Belo Horizonte Lille Paris

179 Instructor(s) names by Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment The emotional side of consumption seems to play an essential and significant role in explaining choices made and actions taken by consumers. Modern consumers increasingly realize that it is experience that they desire, not so much the physical goods or services per se. But experiences of the right sort require that marketers arouse strong positive emotions in consumers, such as happiness, gratitude and pride, prior to and at the moment of consumption and in the period of time following consumption. At the same time, marketers can achieve some of their goals by the skilful inducing certain negative emotions, such as fear or guilt. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) To understand issues associated to consumption emotions Aptitudes cognitives Cognitive skills To anticipate consumption emotions occurrence, understanding their distinctive drivers and consequence Attitudes Key transferable skills To understand the role of emotions in consumer behavior Ethical and social understanding To understand emotions'manipulation operated by marketing managers. Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO1.1 : To recognize potential ethical dilemmas : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO1.2 : To select the best course of action to follow in order to behave as responsible managers : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 0 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) Etude de cas - Case study, Présentation orale - Presentation P a g e

180 Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Site(s) web Web sites Contrôle continu Continuous Assessment 100 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 50 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 50 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Etudes de cas Case studies - Devoirs Assignments Introduction: The psychology of emotions Happiness, unhappiness and consumer behavior A lukewarm version of happiness: Satisfaction How to manage customer satisfaction: GAP model Desired happiness and undesired unhappiness: Hope and fear Taking account of customers responsibility: Guilt, pride, and shame Taking account of providers responsibility: Anger and gratitude How to manage consumption emotions: PAD model Lectures obligatoires Required readings : Isabella Soscia (2013), Emotions and Consumption, Edward Elgar Parasuraman, ZelthamI, & Berry (1985) A Conceptual Model of Service Quality and Its Implications for Future Research, Journal of Marketing, 49. Lectures Recommandées Recommanded readings : Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules CRM Code du cours Course Code MSC.IMBM2.MKELE.0074 Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name CRM (ELECTIVE) Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal Evaluation Durée totale Total P a g e

181 &or team work Programme Program International Marketing and Business Development Départements Department Dept. Marketing Module - Type de cours Course type elective Paris, Sophia Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis M1 marketing Prerequisite Responsable du cours Course leader Gisele Dudognon Belo Horizonte Lille Nom des intervenants par Paris Sophia Instructor(s) names by Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives This elective details the fundamentals of relationship marketing and how CRM is implemented by companies in order to make their customers satisfied and loyal. The course covers the various customer strategies and tactics, the CRM activities and applications, including the usage of social media (social CRM) that companies can implement. The overall is illustrated by many examples in class and by case studies CRM. Relationship marketing A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) understand the pillars of CRM strategies, and more specifically what is a customer and how to treat him. Aptitudes cognitives Cognitive skills be able to identify elements of a good CRM strategy related to a specific business situation Attitudes Key transferable skills analyze a business CRM strategy and identify to strong assets vs mistakes Ethical and social understanding be able to design a CRM strategy for various categories of customers and implement it. Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO4.2 : To apply theories and key concepts in the field of the management of knowledge assets, technological progress and innovation : LG4 : Graduates should be able to manage in the global knowledge economy LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : P a g e

182 Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 100 % (Précisez la nature pour l'évaluation finale Explain type for final examination) Etude de cas - Case study, Présentation orale - Presentation Contrôle continu Continuous Assessment 0 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 50 % Présentation orale - Presentation 50 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Etudes de cas Case studies - Personal guided study 1. Introduction to the concept of CRM 2. The CRM marketing and sales strategies 3. Multichannel strategies and customer information management 4. Segmentation and CRM metrics 5. Overview of CRM technologies 6. Case studies presentations Lectures obligatoires Required readings : Peelen Ed (2005) Customer Relationship Management, Prentice Hall Lectures Recommandées Recommanded readings : Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules The course will be delivered in seminar format P a g e

183 Decision-making Models in Marketing Code du cours Course Code MSC.IMBM2.MKELE.0104 Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name DECISION-MAKING MODELS IN MARKETING (ELECTIVE) Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program International Marketing and Business Development Départements Department Dept. Marketing Module - Type de cours Course type elective Sophia Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language If other Pré-Requis M1 marketing Prerequisite Responsable du cours Course leader DOLAIT Jean-Pierre Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description This new course is designed for MSc students who have some background in or understanding of marketing principles and exposure to spreadsheet programs such as EXCEL. This course deals with concepts, methods, and applications of decision modelling to address such marketing issues as new product design and development, advertising and promotion planning, key account decisions and optimization of strategic decisions.this course will attempt to provide some basic skills to translate conceptual understanding into specific operational plans: a skill in increasing demand in companies today Thémes Topics P a g e

184 Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Understand the role that analytical techniques and computer models can play in enhancing marketing decision making in modern enterprises. Aptitudes cognitives Cognitive skills Feel comfortable with methods and software's used to help the decision making process of managers in Marketing but also in other functions of the company such as R&D, Manufacturing, Supply Chain and Finance Attitudes Key transferable skills Make and communicate rational decisions in business Ethical and social understanding Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 100 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu Continuous Assessment 0 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Etudes de cas Case studies 1- Decision making under uncertainty 2- Project management: PERT network analysis 3- Introduction to Linear Programming 4- Customer Lifetime Value in BtoB 5- Customer Lifetime Value in BtoC P a g e

185 Bibliographie References Site(s) web Web sites Lectures obligatoires Required readings : None Lectures Recommandées Recommanded readings : Gary L. Lilien, Arvind Rangaswamy and Arnaud DeBruyn (2007), Principles of Marketing Engineering, Trafford Publishers. Darmon, René Y., Leading the Sales Force: A Dynamic Management Process, Cambridge University Press, 2007 McGrayne Sharon Bertsch, The Theory that would not die, Yale University Press, 2011 Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Innovation and New Product Development Code du cours Course Code MSC.IMBM2.MKOPT.0089 Crédits Credits 4 Charge de travail Student workload Nom du cours Course name INNOVATION AND NEW PRODUCT DEVELOPMENT (OPTION) Face à Face Contact hours Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Programme Program International Marketing and Business Development Départements Department Dept. Marketing Module - Type de cours Course type optional Lille, Paris, Sophia Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language If other Pré-Requis Prerequisite M1 marketing. IMPORTANT: this course takes place in s^pring for Paris and Sophia, but in Fall for Lille Responsable du cours Course leader HOFFMANN Jonas Nom des intervenants par Belo Horizonte Lille

186 Instructor(s) names by Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Give students an overview of the relationship between strategic marketing and the creation of innovation within an organization. In this course, students will learn 1) the stages in developing an innovation; 2) develop sustainable innovation strategies on how to create value in a world of finite resources; 3) learn how to develop cultural innovations and cultural strategies. Cases studies illustrate the topics above with a focus in the markets of Europe, US, China and Brazil. Innovation development processsustainable innovation strategycultural innovationcultural strategy A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Learn 1) the stages in developing an innovation; 2) develop sustainable innovation strategies on how to create value in a world of finite resources; 3) learn how to develop cultural innovations and cultural strategies. Cases studies illustrate the topics above with a focus in the markets of Europe, US, China and Brazil. Aptitudes cognitives Cognitive skills - Develop their curiosity and ability to interpret international issues - Think outside the box - Benchmark and interpret market intelligence Attitudes Key transferable skills Interact effectively within a multicultural group Work efficiently in English; written reports & powerpoint presentations Further develop problem solving and analytical skills Ethical and social understanding How to create value in a world of finite resources by innovating. Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO4.2 : To apply theories and key concepts in the field of the management of knowledge assets, technological progress and innovation : LG4 : Graduates should be able to manage in the global knowledge economy LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 75 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) Rapport écrit Dissertation - Report Dissertation Contrôle continu 25 % Continuous Assessment P a g e

187 Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Site(s) web Web sites préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 100 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Projet Project-based - Etudes de cas Case studies Introduction Stages in the Innovation Development Process Cultural Innovation Cultural Strategy Sustainability Innovation Strategies Lectures obligatoires Required readings : Sempels & Hoffmann (2013), Sustainable Innovation Strategy, London: Palgrave- Macmillan. Holt & Cameron (2010), Cultural Strategy, Oxford: OUP. Lectures Recommandées Recommanded readings : Hoffmann, J. & Lecamp, L. (2015), Independent Luxury, London: Palgrave-Macmillan. Hoffmann & Coste (2013), Global Luxury Trends, London: Palgrave Macmillan; Holt (2004), How Brands Become Icons, HBP; Midgley, D. (2009), The Innovation Manual, Wiley; Christensen, C. (2003), The innovator s dilemma, Harper Business; Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules IMPORTANT NOTE: this course takes place in Fall for Lille and in Spring for Sophia and Paris Luxury goods Management Code du cours Course Code MSC.IMBM2.MKELE.0057 Crédits Credits 2 Nom du cours Course name LUXURY GOODS MANAGEMENT (ELECTIVE) Période d'enseignement Teaching period Spring P a g e

188 Charge de travail Student workload Face à Face Contact hours Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program International Marketing and Business Development Départements Department Dept. Marketing Module - Type de cours Course type elective Paris, Sophia Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis M1 Marketing Prerequisite Responsable du cours Course leader COSTE-MANIERE Ivan Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills The Luxury World is growing at a high speed. It is now spreading over unexpected segments or nations. This specific management involves many uncommon strategic decisions, and needs precise and multiple tools. From Supply Chain Management to the final sales, this activity will be explained. This course has been designed in order to help students understand these multiple specificities and facets by means of various cases and professional examples. If needed some other lecturers could be welcomed. Luxury management A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Students will have a theoretical and applied understanding of the broad topics comprising the course: current hot topics and theories in the luxury industry, communication, organizational culture, and ethics (including corporate social responsibility). Aptitudes cognitives Cognitive skills Students will learn to develop lateral thinking, complex vision and flexible managerial capacities. Luxury strategies need to be created around change and kinetics Attitudes Key transferable skills Have a broad approach to this world, understand how innovation and the most accurate approaches to it are relevant and should be taught to global firms, its employees, and customers. Ethical and social understanding P a g e

189 Many professional tools will also be used from marketing approaches to accurate media planning, whether national or international. Issues linked to ethics and sustainability are necessarily mentioned Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Site(s) web Web sites Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 100 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz, Rapport écrit Dissertation - Report Dissertation Contrôle continu Continuous Assessment 0 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Session 1 : State of the art, evolution of luxury, from family-owned business to metastructures. Facts, Figures and forecasts. Session 2 : Consumer evolution. Behavioral and sociological shifts, the emergence of new consumers and geographical implementations Session 3 : How to build a luxury brand. The role of EI and KM, tools to be used. Session 4 : Runing a luxury business. GRDI, Big Mac Index, sales evolutions monitoring, adaptation of the POS and distribution channels, strategic choices of incoterms, currency risks management, selection of the implementation modes. Session 5 : What s coming up? Trends, how to transfer the atmosphere of the POS to internet, pop-up stores, sales multipricing theories and troubles Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : Will be discussed during class Luxury Strategy in Action, Jonas Hoffman, Ivan Coste Manière, Mac Millan Palgrave Dec 2011 Global luxury trends, Ivan Coste Manière, Jonas Hoffman, Mac Millan Palgrave Jan 2013 Will be discussed during class P a g e

190 Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Sophia Paris Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules The course will be delivered in seminar format Managing the service experience Code du cours Course Code MSC.IMBM2.MKOPT.0045 Crédits Credits 4 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name MANAGING THE SERVICE EXPERIENCE (OPTION) Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program International Marketing and Business Development Départements Department Dept. Marketing Module - Type de cours Course type optional Sophia Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language If other Pré-Requis M1 marketing Prerequisite Responsable du cours Course leader David WARD-PERKINS Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other P a g e

191 Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment The marketing of services is not the same as the marketing of goods. Service-based industries operate in high-risk environments: barriers to entry can be low, operating costs high, competition aggressive, and customers volatile and price-conscious. There area also specific rules for the marketing of services, whether in the domain of travel, telecoms, retail, entertainment, accommodation, social media, personal services, or any other. This course makes the differences clear and provides guidelines for both strategic planning and implementation. Like the service business, this course will be fast-moving, putting students face to face with this rapidly evolving environment, working with practical exercise and simulations. This course teaches the basic principles of marketing in a service environment; how to think in terms of market share and penetration, processes, intangible values, dwell-time, margins, dynamic pricing, yield, and so on. The nature of services; the management of processes; the management of time; intangibility; the management of resources; dynamic pricing, managing people (customers and staff); distribution; co-production; the marketing of virtual products; services marketing design. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Be able to construct a dynamic process-based marketing strategy, integrating market research, CRM tools and yield management. You will learn the importance of reliable market information, of customer data capture, of flexible process design, of being able to increase or reduce capacity rapidly,and so on. Aptitudes cognitives Cognitive skills Be better able to think strategically in dynamic, rapidly evolving situations, summarise complex data and present results simply and clearly. Attitudes Key transferable skills Prepare market forecasts and track performance for service industries. Ethical and social understanding Understand how service marketing is ultimately about effective human interaction, and is therefore enriched and improved by an attitude of respect for and understanding of the customer. Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 50 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) Présentation orale - Presentation, Rapport écrit Dissertation - Report Dissertation Contrôle continu 50 % Continuous Assessment préciser nature Explain type P a g e

192 Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Site(s) web Web sites QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 50 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 50 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture - TD Tutorials Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Projet Project-based - Etudes de cas Case studies - Devoirs Assignments 9 x 3 hour sessions Sessions 1 to 3: -What are services, and what does that imply for marketing? -How to think in terms of processes -Practical exercises Sessions 4 to 6: -Essential service marketing tools and their usage -Pricing and resource management -Strategic marketing of services Sessions 7 to 9: -Course projects (guided work) -Marketing in the virtual world. Lectures obligatoires Required readings : Jochen Wirtz, Christopher Lovelock: Essentials of Services Marketing Lectures Recommandées Recommanded readings : Andy Polaine: Service Design Rob English: Basic Service Management John Egan: Relationship Marketing No requirements. Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Product Management Code du cours Course Code MSC.IMBM2.MKCOR.0036 Crédits Credits 4 Nom du cours Course name PRODUCT MANAGMENT (CORE) Période d'enseignement Teaching period Spring P a g e

193 Charge de travail Student workload Face à Face Contact hours Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program International Marketing and Business Development Départements Department Dept. Marketing Module - Type de cours Course type core Lille, Paris, Sophia Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis Prerequisite Knowledge in marketing: marketing research (qualitative & quantitative research), segmentation, targeting, positioning. Responsable du cours Course leader PINCHAUD Gabrielle Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics This course enable students to fully explore the function of a product manager through the various subjects heshe has to deal with. This course is as close as possible to real-life marketing and is good training for students aiming at becoming a product manager. The aspects of both strategic and operational marketing are developed thanks to real cases. These cases are created thanks to partnerships with leading companies in two different sectors of activities ( fast-moving-consumer goods and services). The course starts with theory, including advanced theory such as research publications, and moves on with several case studies. The subjects that are developed are the following: presentation of the function of a product manager, the analysis of the market, the marketing plan, the development and launch of a new product, operational marketing and communication. During this course, students will also be given practical advice to fully understand the role of marketing in the firm and be able to work cross-functionally. Product Management, FMCG, Services P a g e

194 Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) The student is expected to understand the functions of a product manager. Heshe will - be able to conduct the analysis of hisher market and recommend a marketing plan - be able to manage a range of products based on present and future performances - use the adequate leverage to increase the performance of her his product - be able to recommend and implement operational marketing Aptitudes cognitives Cognitive skills The student is expected to work on theory, including advanced theory such as research publications, and be able to link the theory to real-life marketing. Attitudes Key transferable skills The student will increase hisher ability to work in an international team Ethical and social understanding The student is also expected to have herhis own opinion on marketing decisions linked to ethic issues. Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO2.1 : To contribute substantively to the product of a group and demonstrate leadership skills : LG2 : Graduates should be able to work effectively in a multicultural team LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 50 % (Précisez la nature pour l'évaluation finale Explain type for final examination) Etude de cas - Case study Contrôle continu Continuous Assessment 50 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 40 % Rapport écrit Dissertation - Report Dissertation 40 % Nb midterms : 3 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 20 % Autre - Others 0 % Format de cours Course format TD Tutorials Activités d apprentissage Learning activities Etudes de cas Case studies SESSION 1 Syllabus including a presentation of the two cases, The objectives of a ProductBrand Manager Tools and metrics useful for a PM P a g e

195 Bibliographie References Site(s) web Web sites SESSION 2 Creating the Product. Case N 1: 1st draft SESSION 3 Managing the Product (1) Quizz SESSION 4 Managing the Product (2) SESSION 5 Case N 1: your recommendation SESSION 6 The marketing Plan (1) SESSION 7 The marketing Plan (2) SESSION 8 Case N 2: your recommendation SESSION 9 Exam training SESSION 10 Final exam Lectures obligatoires Required readings : Market-based management 6th edition (Roger J. Best, Pearson) Lectures Recommandées Recommanded readings : Marketing Management (European edition; Kotler) Nielsen, TNS, Skema data bases Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Sales, Negotiation and Key Account Management Code du cours Course Code MSC.IMBM2.MKOPT.0048 Crédits Credits 4 Charge de travail Student workload Nom du cours Course name SALES, NEGOTIATION AND KEY ACCOUNT MANAGEMENT (OPTION) Face à Face Contact hours Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total

196 Programme Program International Marketing and Business Development Départements Department Dept. Marketing Module - Type de cours Course type optional Lille, Paris, Sophia Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language If other Pré-Requis Prerequisite The course is designed to follow on after the fall semester courses: the complete negotiatoressential negotiation skills and Essential selling skills Responsable du cours Course leader SPIER Peter Belo Horizonte Lille Nom des intervenants par Paris Sophia Instructor(s) names by Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Many students will spend time selling, whether products, services, projects, ideas All students will spend time negotiating, both in their professional and their personal lives. However prevalent the notion that one is born a good salesperson or negotiator, these skills can and must be developed. More important still, students will understand that both are most enjoyable and satisfying activities. A good number of students studying marketing and business development will begin their careers in sales and business development positions: be prepared! The emphasis of the course is resolutely on the sales and key account management side of things. It is well suited for those who are considering spending time in sales. It will therefore be different in tone and purpose to the more general negotiation skills courses on offer. It would be useful for students to have followed the essential selling skills elective and the negotiation skills courses on offer in the fall semester. The course will be interactive and require students to take part in sales & negotiation simulations. Testimonials and participation of professional partners will keep the approach aligned with the needs of the market and allow insight into the dynamics, tone and sources of leverage of different types of negotiation and business sector. Through these encounters, students will gain insight into the different worlds of sales: fmcg, industrial, services... and become fluent in adapting to different types of sales situations. The course in Sophia and Paris will culminate in a sales challenge in which a number of companies will take part. The aim of this exercise is for students to discover different types of sales approaches and environments and to have the opportunity to apply what is learned in a sales simulation with one of the companies. Sales and key account managementtransactional selling relationship sellingsolution and problem-solving sellinginsight sellingchallenger salesnature of different types of selling situationssales process and cycledecision-making processesbuyer personasselling techniquescommunicating and defending value P a g e

197 Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Students will develop a better understanding of the sales and KAM functions Aptitudes cognitives Cognitive skills studnets will develop an ability to move from one kind of sales situation to another, using diferent sources of leverage and gaining insight into the concerns of the different clients Attitudes Key transferable skills the abilities to sell, to listen, to adapt are valuable in many situations, as, too, is the kind of situational intelligence developed thorugh the course approach Ethical and social understanding some situations may raise issues linked to ethics and sustainability Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 50 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu 50 % Continuous Assessment préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 30 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 30 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 40 % Format de cours Course format TD Tutorials Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Etudes de cas Case studies Introduction to sales and KAMtransactional sales techniquesmaking an effective pitchcommunicating valuesolution selling and problem-solving approachesmastering the sales cyclediscovery and probing techniquesunderstanding your partner's businessbuilding trustinsight selling techniqueschallenger sales techniquessales challenge with companies P a g e

198 Bibliographie References Site(s) web Web sites Lectures obligatoires Required readings : available on Knowledge platform Lectures Recommandées Recommanded readings : Bibliography and other resources available on Knowledge platform Links available on Knowledge platform Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules The organization for the sales challenge will be different from that for normal courses and will be announced at the beginning of the course LUXURY AND FASHION MANAGEMENT Advanced Advertising Strategies Code du cours Course Code MSC.LFMM2.MKELE.0028 Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Nom du cours Course name ADVANCED ADVERTISING STRATEGIES Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Programme Program Luxury and Fashion Management Départements Department Dept. Marketing Module - Type de cours Course type core Sophia, Suzhou Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis Prerequisite None

199 Responsable du cours Course leader Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other COSTE-MANIERE Ivan Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Theoretical bakgrounds. Mediaplanning tools. International approaches and comparative international surveys. Refining the scope. Mass advertising and split sub-segmentation : niche strategies. The roles and uses of agencies. The key concepts and principales are delivered by lectures. Theoretical implications and practical applications are explored in tutorial discussions using excercises and case studies to develop the skills base, using as much as possible intercultural approaches. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) The student is expected to : Identify opportunities, issues and roles for advertising,set appropriate advertising objectives.develop strategic and operational advertising plans and surveys and specific tools to resolve identified objectives, produce professional competent and coherent advertising plans and reports. Aptitudes cognitives Cognitive skills The student is expected to understand the concept and role of advertising within the communications mix especially focusing on the theories underpinning nowadays advertising and its applications in current practice. Advertising communications techniques as applied to achieve communications objectives. The impacts and implications of the cultural and technological developments on advertising strategies and planning, running for affinity. The processes and procedures of developing and implementing advertising strategies and plans. Attitudes Key transferable skills Ethical and social understanding Contribution aux objectifs pédagogiques du programme Contribution to objectives Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO1.1 : To recognize potential ethical dilemmas : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO2.1 : To contribute substantively to the product of a group and demonstrate leadership skills : LG2 : Graduates should be able to work effectively in a multicultural team LO2.2 : To recognize and use positively the various dimensions of diversity : LG2 : Graduates should be able to work effectively in a multicultural team LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline P a g e

200 Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 100 % (Précisez la nature pour l'évaluation finale Explain type for final examination) Rapport écrit Dissertation - Report Dissertation Contrôle continu Continuous Assessment 0 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Projet Project-based - Etudes de cas Case studies - Personal guided study Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Sophia Suzhou Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Advanced Service Management in the luxury industry Code du cours Course Code MSC.LFMM2.MKELE.0029 Nom du cours Course name ADVANCED SERVICE MANAGEMENT IN THE LUXURY INDUSTRY P a g e

201 Crédits Credits 2 Charge de travail Student workload Face à Face Contact hours Période d'enseignement Teaching period Fall Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program Luxury and Fashion Management Départements Department Dept. Marketing Module - Type de cours Course type core Sophia, Suzhou Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language If other Pré-Requis None Prerequisite Responsable du cours Course leader HOFFMANN Jonas Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Theoretical Bakgrounds. Luxury services in a 5 star enviroment in the hospitality industry. Service in the air, privet jets. Origins of the hospitality industry, one of the oldest service industries.time sharing and after sales. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) The student is expected to : Identify opportunities, issues and roles for the service industry. Able to have a broad knowledge of the service industry, in a luxury environment, as well as one of the oldest industries int eh world, Hospitality and Tourism Industry. Develop knowledge in a specific luxury service for private planes, hotels and cars. Understand the issues of the service and customers, complaint handling. Aptitudes cognitives Cognitive skills the concept of luxury service within the different industries, cars, hotels and private jets. The hospitality and tourism industry and its implications to the new generation consumers. New ways of hotels to attract the new rich with luxury. Industry trends. Attitudes Key transferable skills Ethical and social understanding P a g e

202 Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Site(s) web Web sites Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 0 % (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu Continuous Assessment 100 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Lectures obligatoires Required readings : hotelsmag.com, Vertu, Neemrana, HiDesign Lectures Recommandées Recommanded readings : Denney G Rutherford 2001 Hotel Management and Operations. Micah Solomon 2010, Exceptional Service, Exceptional Profit: The secrets of building a 5 star Customer Service Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) P a g e

203 Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Nombre TD Number of Tutorial classes Durée TD (en heures) Tutorial class duration (in Autres (Distance, etc ) (en heures) Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Consumers trends and their impact on Marketing Strategies Code du cours Course Code MSC.LFMM2.MKCOR.0026 Crédits Credits 4 Charge de travail Student workload Nom du cours Course name CONSUMERS TRENDS AND THEIR IMPACT ON MARKETING STRATEGIES Période d'enseignement Teaching period Fall Face à Face Contact hours Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program Luxury and Fashion Management Départements Department Dept. Marketing Module - Type de cours Course type core Sophia, Suzhou Course open to students in exchange Exchange students not allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis None Prerequisite Responsable du cours Course leader HOFFMANN Jonas Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description Consumer behavior is not rocket science, but it is more complicated than that, because human beings are more complicated than the machine. Shortly speaking, this course is to understand why consumers behave in the way they behave. The course involves multiple disciplines including psychology, sociology, behavior science, and marketing of course. The purpose of studying consumer behavior is to improve marketing effectiveness and efficiency. Consumer s behavior is complicated, but thanks to the development of social psychology and behavior science, we could now gain good insight into the principles of P a g e

204 consumer behavior. By understanding these principles, we could interpret, predict and even influence consumer s final purchase. Consumer study helps to diagnose the marketing problems. If your previous job is related to marketing or sales, ask yourself how much time you or your boss have spent on understanding your customers. The reality is managers spend very little time in understanding their customers, averagely less than 5% of their working time. When the sales decline, marketing managers always look for answers from 4P. Is there anything wrong with the product? Is the price too high? Am I selling it in the right channel? Is it because the advertising or promotion is not enough? What they should be aware of is that behind each P there is always a C Consumer. Eventually in many situations, to find out why a marketing stimulus is not effective, marketing managers have to return to consumer study, because it is the consumer who decides to buy or not to buy that product. Therefore, marketers need to check if their marketing stimuli (4P) could appeal to the right motivation, increase consumer attention, improve consumer memory, obtain right interpretation, encourage desirable, foster positive attitude and establish customer satisfaction. Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) To establish students the awareness to justify marketing decisions from the behavioral perspective so that arbitrariness in marketing decision could be reduced Aptitudes cognitives Cognitive skills To provide students the framework to understand and diagnose consumer behavior Attitudes Key transferable skills To improve the students decision-making quality by challenging their traditional thinking with up-to-date theories and research findings Ethical and social understanding Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO4.1 : To analyze globalization and evaluate its effects on business : LG4 : Graduates should be able to manage in the global knowledge economy LO4.2 : To apply theories and key concepts in the field of the management of knowledge assets, technological progress and innovation : LG4 : Graduates should be able to manage in the global knowledge economy LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 0 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) Rapport écrit Dissertation - Report Dissertation Contrôle continu 100 % Continuous Assessment P a g e

205 Méthodes d enseignement Teaching Methods Plan de cours Course Plan préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 100 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Projet Project-based - Personal guided study - Devoirs Assignments Topic: Introduction to Consumer Behavior Contents: Value and benefits of studying consumer behavior Course arrangement Link consumer study with effective marketing Innovative marketing based on right understanding of consumer behavior mini case discussion Course framework and coverage Factors influencing consumer behavior at macro-level Factors influencing consumer behavior at micro-level Diagnose marketing problems from consumer perspectives Readings: Want to perfect your company s business? Use behavioral science. Chase, Richard B.; Dasu, Sriram, Harvard Business Review, Jun2001, Vol. 79 Issue 6, p Topic: Motivation Contents: Find and define business opportunities by understanding customer motivation Identify the right motivation, laddering and means-end analysis Marketing stimulus design based on motivation Classification of motivations and its business implications Rational appeal and emotional appeal, which one is more effective? Purchase motivation and product importance matrix, a tool to determine the communication strategy Readings: Get inside of the lives of your customers. Seybold, Patricia B., Harvard Business Review, May2001, Vol. 79 Issue 5, p Topic: Attitude Contents: ABC model of attitude Measuring consumer attitude Qualitative methods association, completion, construction, expressive Quantitative methods Fishbein model and its marketing application Change consumer attitude through: Information contents involvement, emotion Information sources source authority, source attractiveness Cognitive principles cognitive dissonance, promise, scarcity Readings: Harnessing the science of persuasion, Robert Cialdini, Harvard Business Review, Oct2001, P a g e

206 p72-79 Topic: Perception and Interpretation Contents: Perception gap between customers and managers, root of ineffective marketing Perceptual process How to maximize customer attention Sensibility and sensory threshold Sensory system how do customers perceive and interpret marketing stimuli? Sight Taste Smell Sound Texture Interpretation How does the intuition mislead people s judgment? How do customers rely on cues to interpret product quality? Heuristics Readings: Mind your pricing cues, Eric Anderson and Duncan Simester, Harvard Business Review, Sep2003, Vol. 81 Issue 9, p Topic: Learning Contents: Learning and its behavior implications Behavioral theories Classical conditioning and its business applications building up brand association Operant conditioning and its business applications shaping customer s future behavior Readings: The One Number You Need to Grow, Reichheld, Harvard Business Review, Dec2003, Vol. 81 Issue 12, p46-54 Topic: Case Discussion Tweeter Topic: Case Discussion One Day of Yimin Topic: Chinese Culture and Chinese Consumers Contents: Interpret consumer behavior and mentality from cultural perspectives Face culture Gift culture Family culture Dietary culture Consumerism Readings: Unfathomably Deep - China s Middle Classes are Bigger and More Diverse than You Think, Junsong Chen, Business Forum China, November-December 2009, p Lessons from a Global Retailer: In Interview with the President of Carrefour China, The McKinsey Quarterly Report, 2006 Topic: Consumer Decision-Making Contents: Consumer decision process five-stage model How to effectively influence customer Decision-making based on loss and gain perception Improve decision-making quality P a g e

207 Bibliographie References Site(s) web Web sites Readings: Hidden flaws in strategy - Can insights from behavioral Lectures obligatoires Required readings : Title: Consumer Behavior Author: Michael Solomon Publisher: Prentice Hall Edition: 7 edition, 2007 (the 6 edition is also available in Chinese) Title: Customer Behavior: A Managerial Perspective Author: Sheth, Jagdish N., and Banwari Mittal Publisher: ThomsonSouth-Western Edition: 2nd Edition, 2003 Lectures Recommandées Recommanded readings : Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Finance and Accountability in luxury and Fashion Code du cours Course Code MSC.LFMM2.FICOR.0065 Crédits Credits 4 Charge de travail Student workload Nom du cours Course name FINANCE AND ACCOUNTIBILITY IN LUXURY AND FASHION Face à Face Contact hours Période d'enseignement Teaching period Fall Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Programme Program Luxury and Fashion Management Départements Department Dept. Accounting and Finance Module - Type de cours Course type core Sophia, Suzhou Course open to students in exchange Exchange students not allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis Prerequisite Curiosity in technical elements, ambition to focus on critical elements of financial world.

208 Responsable du cours Course leader Nom des intervenants par Instructor(s) names by The course is a basic level and does not require pre acquired technical knowledge. Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other SOSCIA Isabella Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives This course is dedicated to all students interested in the luxury business. Doing business is a general pattern, doing business in the luxury field is a part of it. Each professional of the luxury business shall be fully aware of finance possibilities and constraints to become a successful actor of the field. This course is thought and drafted to teach the students the backstage existing behind the luxury business façade. - Which are the rationales behind investing in this business? - Which drivers to be used to manage a business in this sector? Throughout the sessions and the lectures students will have disclosure of all the key topics of the finance area of the luxury business including accounting, reporting systems, organization elements, treasury management, real estate, tax and legal, Intellectual Property management, stock markets and financial analysis. Luxury is a business! Investing and managing in luxury means filling in a big puzzle of finance activities that ensure the success (or collapse) of a business venture. Attendees will be up to date and aware of all the relevant areas of an organization acting in the luxury business arena. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) The expectation of the course is met when students will be fully aware of key areas of the finance part of luxury business. Aptitudes cognitives Cognitive skills Students shall acquire basic instruments to draw the internal organization of the field. Attitudes Key transferable skills General outcome of the course will allow students to streamline the luxury business management, from the business plan to the sale of the collection, trough pivotal events of the sectors cycle. Ethical and social understanding Written and oral communication including theory, business writing, oral reports, problemsolving, data analysis, use of visual aids in communication, and ethicallegal issues. Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a P a g e

209 Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 20 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz Contrôle continu 80 % Continuous Assessment préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 100 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Etudes de cas Case studies The course and each single lesson will focus on a mixture of theoretical and practical applications. Sub-group activities will be tailor made and set up at almost every session. Each lesson will include: -theoretical introduction to the topic -case discussion related to the topic -debatediscussion on home work The students will be divided into groups. Each sub-group will be given homework based on research on public sources, internet, etc., analysis of the outcome, proposal of new cases, etc. The present agenda is provided for reference purpose only. Topics, lessons and order can be changed by the teacher at any time. Each single topic may take one to two lessons. INTRODUCTION TO THE LUXURY BUSINESS: KEY CHARACTERIZING ELEMENTS -MNE (MULTINATIONAL ENTREPRISES) -Size of luxury MNE -Brand (Luxury and Non Luxury) -Topography Key areas worldwide sourcing materials supply chain in the Luxury Business -Roles and Functions in the Luxury Business. SUCCESS FACTORS IN THE BUSINESS - THE LUXURY TRIANGLE: -Brand (evaluation) -Product -Retail (specifically focusing on Retail environment) -Evaluation models for new openingsinvestments. -Retail environment and retail experience. Retail environment: corners, stores and flagships. -Basics of Finance criterion for the analysis of investments and retail opening. BUSINESS STRATEGY - BUSINESS MODELS: P a g e

210 Bibliographie References Site(s) web Web sites -Wholesale -Direct distribution -Internet -Outlets -Time to market -Collections and fashion calendar HUMAN RESSOURCES - ORGANIZATION IN LUXURY COMPANIES: -Skills -Roles -Organizational charts LEGAL - INTELLECTUAL PROPERTY: -What is a TM (legal point of view) -How to run a portfolio of TM -Licensing -Sub-Licensing -Infringing IP rights FINANCE 1: -Building a business in the luxury field -The business plan -Budget -Forecast -Actual -Margins and financial Key Indicators. TREASURY: -Cash Pooling -Lending (bonds & bank loans) -Currency risks and hedging (strategic and functional) FINANCE 2: -financial indicators, EBIT, EBITDA, -Evaluation, EVA -Management reporting Process STOCK MARKETS - VALUE CREATION IN LUXURY: -How to evaluate -Key indicateurs -Value creation in the stock market for luxury companies Lectures obligatoires Required readings : Collier, P. M., (2012) Accounting for Managers: interpreting accounting information for decision- making, 4th Edition John Wiley and Sons Ltd Lectures Recommandées Recommanded readings : "Parker, R. H. (2007) Understanding Company Financial Statements, London, Penguin Business Weetman P. (2006) Financial and Management Accounting: An Introduction, London, FT Prentice Hall Dyson JR (2010) 8th ed Accounting for Non-Accounting Students, London, FT Prentice Hall Perks R & Leiwy D (2013) 4th ed. Financial Accounting for Non-Specialists, London, McGraw Hill" Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) P a g e

211 Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Nombre TD Number of Tutorial classes Durée TD (en heures) Tutorial class duration (in Autres (Distance, etc ) (en heures) Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Sustainable development: sustainable value creation in the luxury industry Code du cours Course Code MSC.LFMM2.MKCOR.0027 Crédits Credits 4 Charge de travail Student workload Nom du cours Course name SUSTAINABLE DEVELOPMENT, SUSTAINABLE VALUE CREATION IN THE LUXURY INDUSTRY Période d'enseignement Teaching period Fall Face à Face Contact hours Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Programme Program Luxury and Fashion Management Départements Department Dept. Marketing Module - Type de cours Course type core Sophia, Suzhou Course open to students in exchange Exchange students not allowed Langue d'enseignement Teaching language Anglais English If other Pré-Requis None Prerequisite Responsable du cours Course leader SOSCIA Isabella Nom des intervenants par Instructor(s) names by Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Descriptif du cours Course description The purpose of this course is to train participants with an understanding of sustainability as well as some of the practical approaches to understanding critical social and environmental pressures, assessing their impact on organizations, developing systems for responding to them, and integrating these solutions into an organization s operations and strategy. During the course, we will investigate the challenges of implementing sustainability in a P a g e

212 luxury industry context from the perspectives of community impact, labour conditions, climate change, energy use, natural resource use, and ecosystems use. Course will focus on key challenges of sustainability, material risks and opportunities, as well as key trends in response. We will explore companies actions used to enhance competitive advantage, as well as possible interventions that can contribute to long-term corporate sustainability and profitability. The participants will deepen their thinking on sustainability and practice while they carry out individual and team research projects that involve applying the concept of sustainability. Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Define concept of sustainability Understand the definition of sustainability. Understand how concepts of sustainability are connected to issues of society, the environment, and the economy. Explore these concepts on local, national, and international levels Demonstrate how to apply concepts of sustainability in their personal and future professional life regarding the challenges and solutions of sustainability Aptitudes cognitives Cognitive skills - Develop understanding of an organisation s strategic focus and environment and the impact of the inter-relationship between resources and consumers in a changing context Take responsibility for continuing to develop knowledge and skills Engage in individual research and demonstrate the ability to understand and apply theory Attitudes Key transferable skills Communicate effectively both orally and in writing, using a range of media Operate effectively in a variety of team roles and take leadership roles where appropriate Ethical and social understanding Ability to acquire and analyze data and information, to evaluate their relevance and validity, and to synthesize a range of information in the context of new situations Deal with complex issues both systematically and creatively Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO1.1 : To recognize potential ethical dilemmas : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO1.2 : To select the best course of action to follow in order to behave as responsible managers : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO2.1 : To contribute substantively to the product of a group and demonstrate leadership skills : LG2 : Graduates should be able to work effectively in a multicultural team LO4.1 : To analyze globalization and evaluate its effects on business : LG4 : Graduates should be able to manage in the global knowledge economy LO4.2 : To apply theories and key concepts in the field of the management of knowledge assets, technological progress and innovation : LG4 : Graduates should P a g e

213 Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan be able to manage in the global knowledge economy LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 35 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) Présentation orale - Presentation, Participation - Class participation Contrôle continu 65 % Continuous Assessment préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Etudes de cas Case studies - Devoirs Assignments Session 1 Origins of Corporate Responsibility Sustainability Setting Global Context on Sustainability: Developing a deeper understanding of concepts of Corporate Responsibility and Sustainability Session 2 - Examine how interlinked global issues such as climate change, poverty, urbanization, food security, demographics, and water resources affect organizations and sectors Session 3 Luxury Industry and Sustainability: Understanding material issues to luxury issues as it relates to corporate responsibility and sustainability What is Sustainable Excellence in a luxury context Challenges Risks Opportunities Drivers Session 4 Stakeholder Management: Who are stakeholders Stakeholder Identification and Analysis Stakeholder Consultation Negotiation and Partnerships Grievance Management When and how to engage Session 5 Sustainability and Leadership - how do we integrate it into the core strategy of the organization Session 6 From Understanding to Reporting - Review measurement systems and reporting requirements Session 7 & 8 Group Project Presentations P a g e

214 Bibliographie References Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Value Management and Marketing Code du cours Course Code MSC.LFMM2.MKCOR.0024 Crédits Credits 4 Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Instructor(s) names by Face à Face Contact hours Anglais English LFM Students Nom du cours Course name VALUE MANAGEMENT AND MARKETING Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Belo Horizonte Lille Paris Sophia Suzhou Luxury and Fashion Management Dept. Marketing PROFESSIONAL SPECIALISATION core Sophia, Suzhou Exchange students allowed COSTE-MANIERE Ivan If other

215 Raleigh Other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Cours paragraphe de presentation des grands objectifs et de la thématique Understanding, Measuring and Managing «Customer Value» in Marketing of Luxury Goods A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) The student is expected to :Understand the Basics of Customer Value and its Aptitudes cognitives Cognitive skills The student is expected to : Translate and measure this value in an example of a Luxury Business Attitudes Key transferable skills The student is expected to : Explain its uses and application in Marketing Luxury Products Ethical and social understanding The student is expected to : Use CVM in creating a customized experience for their customer Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO1.1 : To recognize potential ethical dilemmas : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO1.2 : To select the best course of action to follow in order to behave as responsible managers : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO4.1 : To analyze globalization and evaluate its effects on business : LG4 : Graduates should be able to manage in the global knowledge economy LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 90 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz, Présentation orale - Presentation, Rapport écrit Dissertation - Report Dissertation Contrôle continu 10 % Continuous Assessment préciser nature Explain type P a g e

216 Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 100 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture - TD Tutorials Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Projet Project-based - Etudes de cas Case studies - Devoirs Assignments Introduction Framework of CVM Formulating the Value Proposition Value Delivery System Assessing Customer Value Customer Profitability and Customer Retention Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Sophia Suzhou Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules How to build a brand Code du cours Course Code MSC.LFMM2.MKELE.0030 Crédits Credits 2 Charge de travail Student workload Programme Program Départements Department Face à Face Contact hours Nom du cours Course name HOW TO BUILD A BRAND Période d'enseignement Teaching period Fall Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Luxury and Fashion Management Dept. Marketing P a g e

217 Module - Type de cours Course type core Sophia, Suzhou Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English Pré-Requis None Prerequisite Responsable du cours Course leader HOFFMANN Jonas Belo Horizonte Lille Nom des intervenants par Paris Sophia Instructor(s) names by Suzhou Raleigh Other If other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills CREATION D UNE MARQUE DE LUXE (SWISS MADE) EN HORLOGERIE CREATION OF A SWISS MADE LUXURY WATCH BRAND A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) understand the creation process and the importance of follow up of the end customers Aptitudes cognitives Cognitive skills understand the criteria of luxury in Watch making Attitudes Key transferable skills Ethical and social understanding Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 0 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) QCM - Quizz P a g e

218 Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Contrôle continu Continuous Assessment 0 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 80 % Rapport écrit Dissertation - Report Dissertation 0 % Participation - Class participation 20 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Activités d apprentissage Learning activities Nb midterms : 0 I.LE PROCESSUS DE CREATION THE CREATION PROCESS II.DU SELL IN AU SELL OUT FROM SELL IN TO SELL OUT III.LE SERVICE APRES VENTE : CLE DU SUCCES AFTER SALES : KEY TO SUCCESS Lectures obligatoires Required readings : Lectures Recommandées Recommanded readings : Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Pricing, Distribution and Retail in Luxury and Fashion Code du cours Course Code MSC.LFMM2.MKCOR.0025 Crédits Credits 4 Charge de travail Student workload Programme Program Départements Department Nom du cours Course name PRICING, DISTRIBUTION AND RETAIL IN LUXURY AND FASHION Face à Face Contact hours Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Luxury and Fashion Management Dept. Marketing

219 Module - Type de cours Course type core Sophia, Suzhou Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language Anglais English Pré-Requis None Prerequisite Responsable du cours Course leader COSTE-MANIERE Ivan Belo Horizonte Lille Nom des intervenants par Paris Sophia Instructor(s) names by Suzhou Raleigh Other If other Descriptif du cours Course description Retail, distribution and pricing strategies are numerous. They differ from one country to another not merely in distinctive formulations of product, price, distribution, and appeal more and more to customer distinction. They are to be carefully led when dealing with high end products as they could definitely damage the brand awareness, and the branded value in the short and long term. From traditional barometers such as AT Kearney s GRDI, more and more apparel and luxury metastructures have been feeling the evolution and societal shifts among consumers. New distribution and retail models have been appearing, some copying the already existing luxury POS or matching empowered consumers, or even price-hunters approaches. Trust is a must, which gave rise to incentive and fidelity cards, private website, professional bloggers and pop up stores or flagships. From cocooning to hiving, the consumers behavioral changes have been leading a tremendous transformation of the distribution channels, which has been amplified by the blooming of parallel channels, social media. Aesthetic brand ideology is increasingly attractive,same as for the atmosphere of the point of sales, or of the sales forces. The stock consolidation of the big hunters of this specific world is also to be taken in account. The course provides the student with a clear understanding of both the key retail global business issues as well as the challenges and specificities of local markets that shape the B2C and the most often forgotten B2B marketing environment It takes both a theoretical and active approach to providing students with the skills and knowledge necessary to identify how the companies, fight for trust and try their best to achieve a competitive advantage with this global environment through any means from sourcing, SCM, or marketing led communications. Students will be introduced to a broad range of practical examples, from different business sectors through in-class activities, case studies and group project. Led by different lecturers who are specialists in their different fields (mobiles, bizz jets, leathergoods, watches...) Thémes Topics P a g e

220 Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Define the concept of retail strategy and its role within marketing strategy and a global business environment., the evolution of the distribution and of the pricing Describe the relationship between consumers behavior and retail implementation strategies Identify the primary drivers affecting retail strategies in USA, Europe and elsewhere as well as describe how metastructures generally act within a local and global business environment. Discuss the role and interaction of different promotional methods, channels and tools. Aptitudes cognitives Cognitive skills Develop a sense of critical analysis and problem solving skills Attitudes Key transferable skills Work efficiently in English Work effectively within a multicultural group Communicate effectively within an international environment Adopt the behavior of a responsible manager Ethical and social understanding Evaluate market analysis in order to develop strategic recommendations Develop a result led strategy through benchmarking and market analysis Develop a marketing and retail strategy based on benchmarking and market analysis Compare the different strategies whether in Europe, in the US and Asia Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO1.2 : To select the best course of action to follow in order to behave as responsible managers : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO2.1 : To contribute substantively to the product of a group and demonstrate leadership skills : LG2 : Graduates should be able to work effectively in a multicultural team LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 80 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) Etude de cas - Case study, Rapport écrit Dissertation - Report Dissertation, Participation - Class participation, Examen intermédiaires - Mid-term examination Contrôle continu 20 % Continuous Assessment préciser nature Explain type P a g e

221 Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 1 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 100 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Projet Project-based - Etudes de cas Case studies - Personal guided study - Devoirs Assignments State of the art in contemporary retailing How retail operations in the US, Europe or Asia. Understanding methods and channels. Splitting the offer and looking back for affinity The case: Development of strategies suitable for price hunters. Macro and Micro economic analysis of the retail sector How companies manage both own-brand, flanker or sub brands events around the world. The consumer space, and new approaches of the up to date merchandising.. The growing importance of consumer interaction with the retail sector. From Maslowian needs to trust The case: Development of an events and consumer-interaction strategy suitable for Company X. From consumers to the stock exchange Understanding the luxury and fashion sector paradigm. Affinity vs audience. Some specific examples of luxury and mass retail activities. The emergence of the Mall Culture and organizing the portfolio of brands and products.. The case: Daïmaru in Japan, Advocacy advertising everywhere, Saks, Neiman and catalytic brand awareness evolution. Sales Monitoring., IATA traffic monitor From logistics and SCM to merchandising. Internationalization models. Understanding the real economic war in retail: FDI, Big Mac Index, Confidence Index, how to spread allover the world and specific changes for globalization. The blooming of new luxury and fashion consumers ; Social networks, extreme cooponers, hiving and cocooning, multi channel distribution From flagships to pop up stores Specific presentations for different countries. Lectures obligatoires Required readings : B2B press magazines will be given to students Lectures Recommandées Recommanded readings : Luxury Strategy in Action Palgrave J. HoffmannI. Coste Site(s) web Web sites Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Sophia Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules P a g e

222 Suzhou STRATEGIC EVENT MANAGEMENT AND TOURISM MANAGEMENT Event Marketing Code du cours Course Code MSC.SEMM2.MKCOR.0013 Crédits Credits 2 Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Instructor(s) names by Face à Face Contact hours Nom du cours Course name EVENT MARKETING Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Strategic Event Management and Tourism Management Dept. Marketing MODULE 10 - MICE - THE BUSINESS EVENTS INDUSTRY optional Sophia Exchange students allowed Good understanding of the business events industry Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Milan CULIC CULIC, Milan If other Descriptif du cours Course description Thémes This module is designed to give students real world experience of marketing campaigns for events and marketing through events. It is designed to provide and deliver hands on experience in the event marketing world and to provide access to both success and failure stories necessary to understand the concept of the event marketing approach. The history of Event Marketing Using events to market products P a g e

223 Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to objectives Using events to market destinations Trends in Event Marketing 10 Golden Rules of Event Marketing Event Marketing Success and Failure Stories Relationship with delegates Relationship with sponsors Sustainability of the events Event marketing and crisis management Building networks around event marketing strategies A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) The focus of the module is on reviewing and applying the concepts and tools used to design and implement contemporary principles of strategic marketing to the process of event management. These concepts are applicable to the broadest definition of the event management industry including festivals, sporting events, community celebrations, cultural events and arts productions. Aptitudes cognitives Cognitive skills Application and evaluation of the relevance of module concepts to a variety of other contexts Ability to synthesise, and critically evaluate arguments and assumptions from a variety of sources and competing perspectives in the Event Industry Ability to recognise the limitations of knowledge in the field of event industry Attitudes Key transferable skills Good communication skills: both verbal and written. Writing creative, persuasive, concise and articulate copy will prove effective in persuading key stakeholders and counterparts to engage with future event projects to be launched. Ability to research opportunities based on the format and the design of the future events, Organizational skills: an ability to manage a number of things at once is vital, as fundraising and sponsor business relationship is a fast-paced and challenging role. Budgeting: all fundraisers are likely to look after their own budget. Relationship building: to encourage a long-term commitment with delegates and sponsors, Presentation skills: to potential clients, partners and counterparts Account handling: servicing partners, ensuring they are happy with their event expectations and are kept well informed of progress and success. Direct marketing experience: a popular marketing tools based on the design of the event Experience of marketing via social networking websites is also useful and will be linked to the already used techniques at the Course, Ethical and social understanding Realizing the importance of acting in more ethical way, and broadcasting this transformation to event partners, delegates and sponsors by achieving this through marketing practices. Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO2.1 : To contribute substantively to the product of a group and demonstrate leadership skills : LG2 : Graduates should be able to work effectively in a multicultural team LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment P a g e

224 Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Site(s) web Web sites LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 60 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) Présentation orale - Presentation Contrôle continu 40 % Continuous Assessment préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 100 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures Event marketing development (the five P s of event marketing: product, price, place, public relations and positioning) Characteristics, role and purposes of events Supply and demand Supply: the event product Demand: Key markets for events? Experiential marketing Communicating on a global scale Technology tools Media production and multicultural audiences Trends in event marketing Human resources in event industry Lectures obligatoires Required readings : Reading will be posted on the Knowledge portal Suggested reading : Thompson Rivers University, Open Learning Division. Event Marketing. Toronto, ON: Nelson Education Ltd, Event Marketing: How to Successfully Promote Events, Festivals, Conventions, and Expositions, 2nd Edition Lectures Recommandées Recommanded readings : Business Travel: Conferences, Incentive Travel, Exhibitions, Corporate Hospitality and Corporate Travel P a g e

225 Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Sophia Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules This course will be delivered in seminar format Entrepreneurship in Tourism and Events Code du cours Course Code MSC.SEMM2.STELE.0074 Crédits Credits 2 Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Instructor(s) names by Face à Face Contact hours Anglais English Nom du cours Course name ENTREPRENEURSHIP IN TOURISM AND EVENTS Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation Durée totale Total Strategic Event Management and Tourism Management Dept. Marketing AUDIT & INTERNATIONAL ACCOUNTING elective Sophia ---- If other This course is similar to the Entrepreneurial Mindset and Toolkit course (EMT) and applied to the Tourism and Event Industries. If you have already taken that course, taken this one would only offer a minor interest. Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other SITRUK Jonathan Martino MATIJEVIC P a g e

226 Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills This highly interactive introductory course course looks at the processes and skills needed to create new companies in the Tourism & Event Industries. Participants will grasp a better understanding of how to generate and assess a business idea, translate this idea into the roadmap of a business plan. The course final deliverable involves strong interactivity and group work. In order to join the course, participants (who will be working in groups of 6) are required to have a potential business idea in the Tourism or Event Industries. This couse allows students to have an active entrepreneurial experience during 2.5 days of intensive work. They will be asked to: 1. Formulate a business idea in the Tourism & Event Industries 2. Evaluate its feasibility: is there a market?, who are the competition?, what am I offering?, what is my business model? 3. Pitch the idea to a jury of peers who will play the role of investors. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Be able to exploit the potential for start-ups in the tourism and event industries Aptitudes cognitives Cognitive skills Assess the uncertainties and deal with the stresses of entrepreneurship Attitudes Key transferable skills Recognise opportunities for business model innovation compose a balanced feasibility study and deliver a convincing pitch to investors Ethical and social understanding Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO1.2 : To select the best course of action to follow in order to behave as responsible managers : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO2.1 : To contribute substantively to the product of a group and demonstrate leadership skills : LG2 : Graduates should be able to work effectively in a multicultural team LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO4.2 : To apply theories and key concepts in the field of the management of knowledge assets, technological progress and innovation : LG4 : Graduates should be able to manage in the global knowledge economy Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 100 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) Autre - Others Contrôle continu 100 % Continuous Assessment préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Nb midterms : 0 Rapport écrit Dissertation - Report Dissertation 0 % Participation - Class participation 0 % P a g e

227 Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures - Projet Project-based Session 1.1: Introduction to Entrepreneurship & New Ventures Session 1.2: Is my idea any good? Evaluating your idea by using ISMA Session 2.1: : Can I convince investors? Preparing a BP presentation Session 2.2: Can I convince investors? Pitching the idea Session 3.1 & 3.2: The real life example: whichbudget.com Session 4: Evaluation and Pitching Lectures obligatoires Required readings : Readings will be posted on Knowledge Lectures Recommandées Recommanded readings : Site(s) web Web sites Cross-Knowledge platform "Entrepreneurial Mindset and Toolkit" course Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Sophia Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules The course is delivered by 2 teachers during one of SKEMA's elective weeks. Sales and Customer Relationship Marketing Code du cours Course Code MSC.SEMM2.MKCOR.0011 Crédits Credits 4 Charge de travail Student workload Programme Program Départements Department Module Face à Face Contact hours Nom du cours Course name SALES AND CUSTOMER RELATIONSHIP MARKETING Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Strategic Event Management and Tourism Management Dept. Marketing MODULE 4 - STRATEGIC MARKETING IN TOURISM & EVENTS

228 Type de cours Course type Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Instructor(s) names by Anglais English no specific prerequisites required Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other core Sophia Exchange students not allowed Gisele Dudognon Carole FRACCHIA If other Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills Contribution aux objectifs pédagogiques du programme Contribution to Sales is an essential activity in the marketing of tourism and events. It involves being able to identify, locate and then prioritise strategic customers. The sales department needs to set and meet clear objectives, related to the revenue management strategy of the tourism supplier or venue. Only when a sale has been made can a potential customer convert into a confirmed and, hopefully, repeat customer. CRM is a process that focuses on the centrality of the customer, seeking to recognise customers when and wherever encountered and to treat them uniquely with product offers and services appropriate to a strategic role assigned to that particular individual. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) To understand the role of initial sales and of future, proactive customer relationship marketing Aptitudes cognitives Cognitive skills To comprehend the nature of B2B sales in the tourism and events environment To comprehend the importance of data in CRM, particularly in its use to engender and maintain loyalty in particular Attitudes Key transferable skills Be able to recognize the challenges that exist for sales and CRM in the increasingly dynamic multichannel environment of a company or organization operation in the tourism and event sectors. Be able to read and reply to an event business RFP. Be able to review the practice of collection, maintenance and application of data Be able to design, develop, implement and manage customer programs and strategy Ethical and social understanding To collect and use customer data ethically (opt-in opt-out options) and ensure privacy. Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO2.1 : To contribute substantively to the product of a group and demonstrate leadership skills : LG2 : Graduates should be able to work effectively in a P a g e

229 objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Teaching Methods Plan de cours Course Plan Bibliographie References multicultural team LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO4.2 : To apply theories and key concepts in the field of the management of knowledge assets, technological progress and innovation : LG4 : Graduates should be able to manage in the global knowledge economy LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning Non No pour l année en cours? Evaluation finale (DS) 50 % Final examination (Précisez la nature pour l'évaluation finale Explain type for final examination) Rapport écrit Dissertation - Report Dissertation Contrôle continu 50 % Continuous Assessment préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 0 % Rapport écrit Dissertation - Report Dissertation 100 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture Activités d apprentissage Learning activities Cours interactifs Interactive lectures Lecturer 1, Carole Fracchia, [email protected], 12 hours * Structure of a sales department * Hotel's different type of customers * The sales process, from prospection and selection to closing the sale The right reply to a Request for Proposal (RFP) Lecturer 3, 18 hours: Gisèle Dudognon, [email protected] What is CRM and how does it relate differ to from other marketing approaches; The trends moving companies towards CRM now and in the future and their relevance to tourism and event companies key factors of successful CRM; What constitutes customer loyalty Common problems experienced by companies endeavouring to deliver integrated CRM programmes Return on investment of CRM programmes Management of customer information, Implementation of CRM Lectures obligatoires Required readings : None Lectures Recommandées Recommanded readings : PEELEN E., Customer Relationship Management, Pearson, 2009 Site(s) web Web sites CRM specific websites: insightexec.com 1to1.com P a g e

230 eccs.uk.com crmguru.com ecustomerserviceworld.com Marketing research websites, for example: datamonitor.com e-mori.co.uk nma.co.uk mmxieurope.com Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Sophia Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules Sports Event Management Code du cours Course Code MSC.SEMM2.MKELE.0119 Crédits Credits 2 Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par Face à Face Contact hours Nom du cours Course name SPORTS EVENT MANAGEMENT Période d'enseignement Teaching period Spring Distanciel Distance Autonomous personal &or team work Evaluation P a g e Durée totale Total Strategic Event Management and Tourism Management Dept. Marketing MODULE 4 - STRATEGIC MARKETING IN TOURISM & EVENTS No specific prerequisite Belo Horizonte Lille elective Sophia Exchange students allowed KEUP Mady If other

231 Instructor(s) names by Paris Sophia Suzhou Raleigh Other Robert KASPAR Descriptif du cours Course description Thémes Topics Résultats d apprentissage Intended Learning Outcomes and Skills The course aims to provide students with a good understanding of sports events management, from planning and marketing to execution and evaluation and post-event strategic sports event and tourism development. Students will understand the complexity of stakeholders involved in past or upcoming sports mega events. A l issue de la formation, vous serez capable de As a result of this module, you will be able to: Connaissances Knowledge and Understanding (subject specific) Understand the business of sports events management Aptitudes cognitives Cognitive skills Be able to apply the concept of the event life cycle. Attitudes Key transferable skills Appreciate the complexity of organising and marketing sporting events Ethical and social understanding Recognise the community benefits of sporting events Contribution aux objectifs pédagogiques du programme Contribution to objectives Evaluation des étudiants Student Assessment Méthodes d enseignement Indiquer les objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) Indicate which objectives the course contributes to (based on the program curriculum mapping) LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l Assurance of Learning pour l année en cours? Non No Evaluation finale (DS) Final examination 70 % (Précisez la nature pour l'évaluation finale Explain type for final examination) Rapport écrit Dissertation - Report Dissertation Contrôle continu Continuous Assessment 30 % préciser nature Explain type QCM - Quizz 0 % Etude de cas - Case study 0 % Présentation orale - Presentation 100 % Rapport écrit Dissertation - Report Dissertation 0 % Nb midterms : 0 Participation - Class participation 0 % Examen intermédiaires - Mid-term examination 0 % Autre - Others 0 % Format de cours Course format Cours magistral Lecture P a g e

232 Teaching Methods Plan de cours Course Plan Bibliographie References Site(s) web Web sites Activités d apprentissage Learning activities Cours interactifs Interactive lectures Unit Overview: 1, 2, 3: The Event life cycle From the idea to hosting the event to developing a postevent strategic event and tourism master plan 4, 5, 6: Marketing and Financing Sports Events 7, 8, 9: Operational Management of Sports Events 10, 11, 12: Workshop on sports events currently under debate such as the current bidding for the 2024 Olympic Summer Games or the planning of the EURO 2020 under the new pan-european format 13, 14, 15: Case studies ranging from the Olympic Games to the FÌFA and UEFA Football tournaments to other sports mega events Lectures obligatoires Required readings : BEECH, J., KAISER, S. & KASPAR, R. (eds.) The Business of Events Management, Harlow: Pearson Education. Lectures Recommandées Recommanded readings : BEECH, J. & CHADWICK, S. (eds.) The Business of Sport Management, 2nd edn. Harlow: Pearson Education. BEECH, J. & CHADWICK, S. (eds.) The Business of Tourism Management, Harlow: Pearson Education. BULL, C. & WEED, M Sports Tourism: Participants, Policy and Providers, 2nd edn. Oxford: Butterworth-Heinemann. HIGHAM, J. (ed.) Sport Tourism Destinations, London: Elsevier Butterworth- Heinemann. MASTERMAN, G. (2009): Strategic sports event management: an international approach. Amsterdam: Elsevier Butterworth-Heinemann Nombre CM Amphi Number of Lectures Durée CM Amphi (en heures) Lecture duration (in Modalités de délivrance du cours (par si différent) Course delivery modes (per if different) Autres Durée TD (en (Distance Nombre TD heures), etc ) Number of Tutorial class (en heures) Tutorial classes duration (in Other (in Sophia Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) Specify if full-day tutorial class, different schedules This is an elective course, which will be delivered in a seminar format during specific elective weeks. P a g e