SEVENTH SEMESTER.. 101 EXPORTS MANAGEMENT 102 POLITICS AND CULTURE OF EUROPE 105 INTERNATIONAL STRATEGIC ANALYSIS AND FORMULATION 107

FIRST SEMESTER. 1 INTRODUCTION TO ADMINISTRATION 2 MANAGERIAL HISTORY.. 5 INTRODUCTION TO ECONOMICS 7 QUANTITATIVE METHODS I. 9 RESEARCH METHODS.. 11 POLITICAL SCIENCES... 13 SECOND SEMESTER 15 SERVICE THEORY 16 GLOBALIZATION AND COLOMBIAN ECONOMICS.. 20 BUSINESS LAW 22 BASIC STATISTICS 24 ADMINISTRATIVE PROCESSES. 26 QUANTITATIVE METHODS II.. 28 THIRD SEMESTER 30 HUMAN AND ORGANIZATIONAL BEHAVIOR. 31 MANAGERIAL ECONOMICS. 34 MANAGERIAL ACCOUNTING 36 STATISTICS FOR THE ADMINISTRATION 39 INTERNATIONAL AGREEMENTS. 41 INCOME TAX. 43 FOURTH SEMESTER 46 ORGANIZATIONS. 47 ANALYSIS AND SERVICE DESIGN. 51 ANALYSIS AND FINANCIAL PROSPECTION 55 MACROECONOMICS 57 MARKETING.. 61 COMPARED WORK LAW.. 64 FIFTH SEMESTER 66 INTERNATONAL MANAGEMENT OF HUMAN RESOURCES 67 INTRODUCTION TO BUSINESS PLAN.. 71 LOGISTICS AND INTERNATIONAL PHISICAL DISTRIBUTION.. 75 INTELLIGENCE AND INTERNATIONAL MARKETING RESEARCH 77 INTERNATIONAL RELATIONS THEORY 79 CORPORATIVE FINANCES.. 82 INTERNATIONAL MONETARY ECONOMY 84 SIXTH SEMESTER. 86 INTERNATIONAL BUSINESS PLAN 87 INTERNATIONAL FINANCES. 89 WORLD CATEGORY MANUFACTURING.. 91 INTERNATIONAL MARKETING. 93 POLITICS AND CULTURE OF THE UNITED STATES 95 INTERNATIONAL COMMERCE 97 INTERNATIONAL BUSINESS PRTOJECT.. 99 SEVENTH SEMESTER.. 101 EXPORTS MANAGEMENT 102 POLITICS AND CULTURE OF EUROPE 105 INTERNATIONAL STRATEGIC ANALYSIS AND FORMULATION 107

INTERNATIONAL NEGOTIATION.. 110 ADVANCED FINANCES 112 INTERNATIONAL MANAGEMENT OF TECHNOLOGY 114 EIGHTH SEMESTER. 116 INTERNATIONAL MANAGEMENT.. 117 RESEARCH SEMINAR 120 INTERNSHIPS SEMINAR 122 E-BUSINESS AND E-COMMERCE.. 123 POLITICS AND CULTURE OF ASIA. 125 NINTH SEMESTER. 127 MANAGERIAL FINANCES. 128 LEADERSHIP AND SUSTAINABLE DEVELOPMENT - Emphasis in ZERI 130 TENTH SEMESTER.. 132 KNOWLEDGE MANEGEMENT.. 133 ECONOMIC ENVIRONMENT 135

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UNIVERSITY OF LA SABANA INTERNATIONAL SCHOOL OF ECONOMICS AND ADMINISTRATIVE SCIENCES PROGRAM OF INTERNATIONAL BUSINESS ADMINISTRATION AREA SCIENCE OF ADMNISTRATION SUBJECT INTRODUCTION TO ADMINISTRATION SEMESTER FIRST INTENSITY 2 HOURS PER WEEK NUMBER OF CREDITS 4 CREDITS PREREQUISITE NONE SUBJECT CODE 1461102 CYCLE BASIC ACHIEVEMENTS THE STUDENT MUST ACCOMPLISH At the end of the course the student will be able to: 1. Have a general perspective of the enterprise, through the knowledge of the business units, understood within the conception of systemic interacting nets. 2. Explore the character of art, science, and discipline technique and define the roles inherent to the profession (manager, businessman, leader, advisor, consultant). 3. Have a clear and flexible vision of an eclectic criterion about the operation and handling of organizations in the actual changing environment, through the knowledge of the different aspects that characterize the management of enterprises. THEMATIC CONTENT WHAT IS THE ADMINISTRATIVE SCIENCE Formal science and empirical science. Natural science and social science. The economic science. Proposals of an administrative science. What is an administrative science? Nature of the administrative principles. THE FIELD OF MANAGEMENT Generalities and concepts. Efficiency, efficacy, effectiveness, productivity, competitiveness. Management: Economic phenomenon, social. Management: Discipline of thought and action. Management: Synthesis of humanism and technique. MANAGEMENT ROLES: THE BUSINESS PERSON, THE ADMINISTRATOR, AND THE MANAGER Interpersonal, information, and decision making. Achievement, opportunities and innovation visualizer. Manager profiles. THE ENTERPRISE Enterprise and society. Enterprise, industry, and organization. Generalities: Values and functions. Types of economic and business institutions. 2

According to the activity, size, legal structure, capital, with or without a profit motive. Others: Conglomerates, corporations, clusters, holdings, subsidiaries, branches, Fundamentals, consortiums, joint ventures, agencies. The enterprise in the economic social arrangement. The Political Constitution as a frame of the business activity. Interdependencies between the economical and social order. The moral parameters of today s enterprise. The values in the enterprise: repercussion and conflicts. ECONOMIC GROUPS Ardila Lule Bavaria Chaid Neme Luis Carlos Sarmiento Angulo Olimpica Grupo Empresarial Antioqueño Acesco Carvajal Frito Lay Mayagüez LLoreda Sanford El Tiempo Corona Panamco Mundial Rio Paila Luker ASSOCIATIONS ACOPI ANALDEX FEDESARROLLO ASOCOLFLORES ANDI ASOCUEROS FEDEMETAL ASOCOLTEX SUPPORTING ENTITIES TO THE BUSINESS DEVELOPMENT Ministry of economic development. Superintendent of Societies. National Planning. Chambers of Commerce. DANE. IFI. FUNCTIONAL AREAS Production and operations. Finances. Marketing. Service. Human development. SOCIAL AND ETHICAL RESPONSIBILITY Areas of social responsibility. Organizational ethic. Ethic and the administrative practice. METHODOLOGY For the course development the following methodological resources will be emphasized: The students must read prior to the classes. Application exercises where the administrative techniques can be applied. Visits to different enterprises to contrast the theory with the practice. ASSESSMENT 3

First two partials (30%) are distributed as follows: - Cases and group dynamics 10% - Theory exam 15% - Readings control 5% Final examination 40% BIBLIOGRAPHY GARZA, Juan Gerardo. Contemporary Management. McGraw Hill, second edition, Mexico, 2.000. BUENO Eduardo, MORCILLO Patricio. Fundamentals of Economics and Industrial Organization, McGraw Hill, Spain 1.993. ECHAVARRIA GARCIA. Business Economics, Dos Santos Publishing, Spain 1.994. FLEITMAN, Jack. Successful Business. McGraw Hill, Mexico, 2.001. GITMAN, Lawrence. The World of Business. Harla, Mexico, 1.992. GITMAN, Larry. The Future of Business. Thomson, Mexico, 2.001. MOTTA, Paulo Roberto. The Science and Art of Being a Leader, T.M. Publishing, UNIANDES Editions, Bogotá 1.993. NICKELS, William. Introduction to the Business, McGraw Hill, Spain, 1.997. ROBLES, Gloria. Management: An Interdisciplinary Focus, Pearson Education, Mexico, 2.000. 4

UNIVERSITY OF LA SABANA INTERNATIONAL SCHOOL OF ECONOMICS AND ADMINISTRATIVE SCIENCES PROGRAM OF INTERNATIONAL BUSINESS ADMINISTRATION AREA SCIENCE OF ADMNISTRATION SUBJECT MANAGERIAL HISTORY SEMESTER FIRST INTENSITY 2 HOURS PER WEEK NUMBER OF CREDITS 4 CREDITS PREREQUISITE NONE SUBJECT CODE 1461101 CYCLE BASIC ACHIEVEMENTS THE STUDENT MUST ACCOMPLISH At the end of the course the student will be able to: 1. Transmit the knowledge of the antecedents, origins, and historic development until the actual moment of the businesses and businessmen. 2. Locate the different historic cycles of the Colombian business activity development, as a way to collect the covered experiences by the businessmen and process this knowledge as a conceptual frame, which should allow the student to generate conceptualization skills and critical analysis. 3. Develop an adequate domain of the historical frame, theoretical and practical, of the capitalist organizations, within the historical contexts, either at a national and international level, correlating the past issues with the present and future circumstances of the organizations, to objectively explain the actual state of the business development of Colombia in a way to create a compromise as a responsible actor of the business future and social future of the country. THEMATIC CONTENT INTRODUCTION AND PROBLEMATIC OF THE BUSINESS HISTORY History, enterprise and business management. Concept of changing and learning from the business history. Concurrent disciplines in business history. The enterprise as an institution. THEMATIC CORES OF THE COLOMBIAN BUSINESS HISTORY Businessmen biographies: Successes, failures and economical, political, and social context. Enterprises biographies: Successes and failures and economical, political, and social context. Regional development and local biographies. The big economic groups. Colombian sectorial development. The economic associations. Business scandals. Family enterprises. THEMATIC CORES OF THE INTERNATIONAL BUSINESS HISTORY Businessmen biographies: Successes and failures and economical, political, and social context. Enterprises biographies: Successes and failures and economical, political, and social context. 5

Regional development and local biographies. The big economic groups. International sectorial development. The economic associations. Business scandals. Family enterprises. METHODOLOGY The pedagogical core is made based on the seminar methodology. The emphasis is made on a teaching for the comprehension, through the following didactic strategies: Elaboration of several essays by the professor, which will be given to the students to study. Descriptive, explanatory, critic analytic, and mixed essays, to be developed by the students. Conceptual and content (cognitive) maps, developed by the students. Lecturers and businessmen invited. Free structure gatherings and debates, developed by the students. ASSESSMENT In the seminars case the learning assessment will be done under the following parameters: BIBLIOGRAPHY - Cases 15% - Theory exam 20% - Readings control 15% - Essays 25% - Reports 25% CHILD, Jorge. Bankruptcies and crisis: 1.842 1.988. Grijalbo, Spain, 1.998. DAVILA, Carlos. The Colombian enterprise: a Historical Perspective, edited by the University Javeriana, Bogotá, 1.986. Reprinted by the University of Los Andes 1.995. DAVILA, Carlos. Enterprise and History in Latin America: a history graphic balance. TM, Colciencias, Colombia, 1996. Davila, Carlos. Enterprise History of Colombia: Studies, problems, and perspectives. UNIANDES Editions, Bogotá 1.993. 6

UNIVERSITY OF LA SABANA INTERNATIONAL SCHOOL OF ECONOMICS AND ADMINISTRATIVE SCIENCES PROGRAM OF INTERNATIONAL BUSINESS ADMINISTRATION AREA ECONOMICS AND FINANCES SUBJECT INTRODUCTION TO ECONOMICS SEMESTER FIRST INTENSITY 4 HOURS PER WEEK NUMBER OF CREDITS 6 CREDITS PREREQUISITE NONE SUBJECT CODE 1461112 CYCLE BASIC ACHIEVEMENTS THE STUDENT MUST ACCOMPLISH At the end of the course the student will be able to: Explain the aspects of microeconomics and the Fundamentals associated with microeconomics. THEMATIC CONTENT UNIT 1: FUNDAMENTALS OF MICROECONOMICS 1. The economic activity. 2. Economic needs. 3. Shortage and opportunity cost. 4. The economic problem. 5. Prices, money, and market. 6. Resources assignment. 7. Real and monetary economics. 8. The markets. 9. Structure and markets classification. 10. Summary of the Economic Thinking of the must important economists. 11. Adam Smith, David Ricardo, Thomas Maltiaus, John Stuart Mill, Carlos Marx, John Maynard Keynes. 12. Neoclassic theory of the market. 13. Marshallian model of prices formation. 14. Marshallian balance of the market. 15. Demand and supply. 16. Elasticity of the demand and supply regarding price. 17. Classification of goods according to elasticity. 18. Theory of the demand. The straight of budget. Consumer balance. 19. Neoclassic theory of production. The function of production. The line of isocosts. 20. Producer balance. 21. Costs of production. 22. Neoclassic theories of the enterprise and supply. The balance of the enterprise in the short run and in the long run. 23. Market of perfect competition. The balance of the enterprise and the industry in the short run and in the long run in a market of perfect competition. Monopoly. Balance of monopoly. UNIT 2: FUNDAMENTALS OF MACROECONOMICS 7

1. Macroeconomic variables. Measurement of the National Product. The payments balance. Prices index. 2. Monetary macro variables. The financial system. 3. Primary creation of money. 4. Secondary creation of money. 5. Quantitative EQUATION of money. 6. Consumption and saving theory. 7. The inversion multiplier. 8. Balance of a two sectors economy. 9. The government sector. 10. The external sector. 11. Balance of payments. 12. Currencies exchange. METHODOLOGY Workshops, cases, group works. ASSESSMENT First two partials (30%) are distributed as follows: - Cases and group dynamics 10% - Theory exam 15% - Readings control 5% Final examination 40% BIBLIOGRAPHY FISCHER S and Dombusch, R. Economics, McGraw Hill. LIPSEY, R. G. Introduction to the positive economics, Vicens Vives. WONNACOTT, R and Wonnacott, D. Economics, McGraw Hill. MECONNELL and Bruc. Economics, McGraw Hill. 8

UNIVERSITY OF LA SABANA INTERNATIONAL SCHOOL OF ECONOMICS AND ADMINISTRATIVE SCIENCES PROGRAM OF INTERNATIONAL BUSINESS ADMINISTRATION AREA ADMINISTRATION OF OPERATIONS SUBJECT QUANTITATIVE METHODS I SEMESTER FIRST INTENSITY 4 HOURS PER WEEK NUMBER OF CREDITS 8 CREDITS PREREQUISITE NONE SUBJECT CODE 1461105 CYCLE BASIC ACHIEVEMENTS THE STUDENT MUST ACCOMPLISH At the end of the course the student will be able to: Develop logical and reflexive ways of thinking based on the formal study of the concepts and quantitative techniques. Represent business problems in the mathematical language and make use of the models for administration. Develop quantitative habilities for the solution of problematic situations in the enterprise. THEMATIC CONTENT PROPOSALS, CLASSES, LOGICAL CONNECTIVES 1. TRANSLATION TO THE LOGICAL SYMBOLISM. 2. DENIAL OF PROPOSITIONS. 3. LOGICAL LAWS. 4. REASONINGS BASED ON THE PROBLEMATIC SITUATIONS OF THE ENTERPRISE. 5. REVISION OF THE JOINT THEORY. 6. ALGEBRAICAL OPERATIONS. 7. ALGEBRAICAL EXPRESSIONS. 8. NOTABLE PRODUCT. 9. ADDITION AND SUBSTRACT OF CUBES. 10. FACTORIZATION. ALGEBRAICAL FRACTIONS. 11. EXPONENTS AND RADICALS. 12. RELATIONS. DEFINITION. GRAPHICS. 13. DOMAIN AND COVER OF A RELATION. 14. FUNCTIONS. FUNCTIONS COMPOSITIONS. 15. INVERSE OF A FUNCTION. 16. LINEAR FUNCTION. GENERAL EQUATION. GRAPHICS. 17. PARALLEL AND PERPENDICULAR LINES. 18. LINEAR EQUATIONS. 19. QUADRATIC FUNCTION. DEFINITION. DOMAIN. COVER. 20. ROOTS OF THE QUADRATIC EQUATION. DISCRIMINANTE. 21. SOLUTION OF EQUATIONS. QUADRATIC INEQUATIONS. 22. EXPONENTIAL AND LOGARITHMIC FUNCTION. APPLICATIONS TO BUSINESS PROBLEMS. METHODOLOGY 9

Workshops, cases, group works. ASSESSMENT First two partials (30%) are distributed as follows: - Cases and group dynamics 10% - Theory exam 15% - Readings control 5% Final examination 40% BIBLIOGRAPHY ALLENODERFER, C and OAKLEY C. University Mathematics. IV Edition. McGraw Hill. 1.990. BUDNICK F. Applied Mathematics for Administration and Social Science. McGraw Hill. Mexico, 1.981. HAESUSLEP., Ernest PAUL Richard. Mathematics for Administration and Economics. Second edition Iberoamerica Publishing Group. WEBER, J. Mathematics for Administration and Economics. Fourth edition. Harla Publishing. Mexico, 1.984. 10

UNIVERSITY OF LA SABANA INTERNATIONAL SCHOOL OF ECONOMICS AND ADMINISTRATIVE SCIENCES PROGRAM OF INTERNATIONAL BUSINESS ADMINISTRATION AREA SCIENCE OF ADMNISTRATION SUBJECT RESEARCH METHODS SEMESTER FIRST INTENSITY 3 HOUR PER WEEK NUMBER OF CREDITS 2 CREDITS PREREQUISITE NONE SUBJECT CODE 1461113 CYCLE BASIC ACHIEVEMENTS THE STUDENT MUST ACCOMPLISH At the end of the course the student will be able to: Promote the abilities and skills of the business administrator to face with precision the problems that come up in the enterprise with a prospective attitude and scientific criterion. Develop skills like team work, problems solution, tenacity, and honesty to respond to a research proposal formulation. THEMATIC CONTENT UNIT 1. THE ROLE AND THE IMPORTANCE OF THE RESEARCH. UNIT 2. THE PROCESS OF RESEARCHING. UNIT 3. CHOOSING THE PROBLEM AND REVISING THE RESEARCH. UNIT 4. NON EXPERIMENTAL RESEARCH METHODS. UNIT 5. EXPERIMENTAL RESEARCH METHODS. UNIT 6. QUASIEXPERIMENTAL RESEARCH. UNIT 7. HOW TO WRITE A RESEARCH PROPOSAL. UNIT 8. HOW TO WRITE A RESEARCH MANUSCRIPT. UNIT 9. CASES OF RESEARCH PROPOSALS. UNIT 10. SYNTHESIS OF THE RESEARCH METHODS. METHODOLOGY Workshops, cases, group works. ASSESSMENT First two partials (30%) are distributed as follows: 11

- Cases and group dynamics 10% - Theory exam 15% - Readings control 5% Final examination 40% BIBLIOGRAPHY SALKIND, Neil J. Research Methods. Third Edition. Prentice Hall. Mexico. 1.999. Page 380. ICONTEC TECHNIQUE NORMS TO MAKE RESEARCH WORKS. SANCHEZ V. Felipe. RESEARCH MANAGEMENT FOR ADMINISTRATORS. Document being revised by Pearson of Colombia, 1.999. Page 100. 12

UNIVERSITY OF LA SABANA INTERNATIONAL SCHOOL OF ECONOMICS AND ADMINISTRATIVE SCIENCES PROGRAM OF INTERNATIONAL BUSINESS ADMINISTRATION AREA LAW SUBJECT POLITICAL SCIENCES SEMESTER FIRST INTENSITY 2 HOURS PER WEEK NUMBER OF CREDITS 4 CREDITS PREREQUISITE NONE SUBJECT CODE 1461106 CYCLE BASIC ACHIEVEMENTS THE STUDENT MUST ACCOMPLISH At the end of the course the student will be able to: Know and identify themselves with the political contemporary theory, with specific reference to the Colombian case, so they can realize how it fits within the theoretical universal postulates of the political theory. THEMATIC CONTENT UNIT 1. THE MODERN POLITICAL THEORY: STATE AND POWER 1. Political strengths. 2. Regimes and political Institutions. 3. Politics dynamic. 4. International relations. UNIT 2. THE HUMAN RIGHTS 1. The perspective. 2. The genesis of the Human rights and the Modern political theory. 3. International texts of Human rights. 4. Human rights and International humanitarian Law. UNIT 3. WAR AND POLITICS IN COLOMBIA IN THE XX CENTURY METHODOLOGY Workshops, cases, group works. ASSESSMENT First two partials (30%) are distributed as follows: - Cases and group dynamics 10% - Theory exam 15% - Readings control 5% Final examination 40% 13

BIBLIOGRAPHY GALVIS. Fernando. Political Science Manual. Temis Publishing, Bogotá. 1.998. CHEVALLIER, The big political texts since Maquiavelo until our days. Mexico, Aguilar Publishing. 14

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UNIVERSITY OF LA SABANA INTERNATIONAL SCHOOL OF ECONOMICS AND ADMINISTRATIVE SCIENCES PROGRAM OF INTERNATIONAL BUSINESS ADMINISTRATION AREA QUALITY AND SERVICE SUBJECT SERVICE THEORY SEMESTER SECOND INTENSITY 4 HOURS PER WEEK NUMBER OF CREDITS 8 CREDITS PREREQUISITE INTRODUCTION TO ADMINISTRATION SUBJECT CODE 1461202 CYCLE BASIC ACHIEVEMENTS THE STUDENT MUST ACCOMPLISH At the end of the course the student will be able to: Define the characteristics of a human person associated to the attitudes and behaviors to be generated in the sector. Know and manage the basic theoretical concepts of the behavior to satisfy the needs of consumers and families. Therefore, the student will identify the microeconomic variables of the consumer decisions, as likes and preferences and its budgeting restrictions. Build the basic concepts of service and quality in service based on its nature, in a way that facilitates the comprehension and development of a prospective vision to the development of the third sector of the economics. Analyze the historic stages of service, its origins, and impact through the time. Define, analyze, and interpret the basic and integrating elements in service that are found in diverse service institutions and in service as such. Classify the services based on the proposed schemes by diverse authors that have investigated in the area, the determiners of quality in service will be also used. THEMATIC CONTENT UNIT I THE HUMAN SIDE OF THE SERVICE Concept of person. Anthropologic Fundamentals of human service. What is the human being? Characteristics of the human person. Freedom. Interpersonal relations. Social life. The work. People s habits. Process of awareness towards service. UNIT II THE SERVICE SECTOR AS THE THIRD SECTOR OF ECONOMICS Macroeconomic vision of the service sector: Outsourcing of the developed economies. Chronological developments. Microeconomic concept of service. Service Vs. Product. Economic justification of the existence of service enterprises. 16

UNIT III Environmental analysis: political, economic, social, technological. Sector analysis: Rivalry, power of clients, threat of new competitors, substitute threats. Rates of economic growth related to the service sector. Demand in service (Pindick: 19-28) individual demand. Supply in service (Pindick: 19-28). Markets in service (Katz, 10-16). Engel curve, substitute goods and complementary goods (Pindick: 94-96). Rent effect and substitution effect, Giffen goods (Pindick: 97-101). Consumer surplus (Pindick: 107-114). Empirical estimate of the demand (Pindick:114-116). Mathematical analysis of the demand: profit maximization, consumer optimum, marginal relation of substitution. Rent effect and substitution effect. Optimization with restrictions Lagrange multiplier (Pindick: 121-127). General balance and well being economics. HISTORY AND COVER OF THE SERVICE SECTOR Incidence of the organization schools and its contribution to the management of the tertiary enterprise. UNIT IV STRATEGIC VISION OF THE ENTERPRISES OF HESKETTE SERVICE BASIC ELEMENTS INTEGRATING ELEMENTS Concept of service. What is service? Perhaps a new way of thinking? The service as a strategy: competitive strategy operative strategy tactic strategy. Integration of the product strategy and support strategy. Service as a process. Service and customer service. Classification of clients. Characteristics of service. Service classification. Service dimensions vital signs. The 7 sins of service. The myths of service. Differences between products and service. UNIT V INTERNAL TRIANGLE AND EXTERNAL TRIANGLE OF SERVICE Focus of the enterprise on the client. The external triangle of service. The client: What is a client? Client s evolution in time. How clients can be maintained. Client s loyalty. Contact levels with clients. Customer service Assurance. The strategies: Strategies for customer service. Service plans. The systems: What is a system? Systems in service. Information handling. Technological support. Service processes models. The organization: Structure of an organization focused on service. Pyramid Investment. The internal triangle of service. The internal client: Who is my internal client? Relations with internal clients. Culture: What is climate and culture of service? How to introduce a process of culture of service in the organization? Team work. Communication within the enterprise. 17

People: Recognition of people who are related with the organization. Service relations with people. Leadership: Types of leadership. Characteristics of leaders. Assertiveness. METHODOLOGY For the course development the next methodological resources will be emphasized: Readings prior to classes done by students. Application exercises of class topics. Cases to analyze. Movies directed by the professor. Research. Professor presentations and participative analysis with microeconomic models. Mathematical exercises that will help fix concepts and variables behavior will be done. The theoretical development of the course will be supported on the Pyndick book, readings were programmed for each session and other readings will be given opportunely. In addition, students attending classes must read the articles and do the recommended exercises, it will make possible the awareness with knowledge, the course management, as well as the competences development. ASSESSMENT The evaluation criterions are: The knowledge and analysis of topics and concepts related to the consumer and to the third sector of the economics. The management of the analysis tools of the consumer behavior (arguments and mathematical and graphic models). The argumentative capacity in decision making. Incorporation of the recommended readings to the subject analysis. The two partials equivalent to the 60% of the total grade are distributed as follows: Written partial examination. Quizzes on programmed readings. Work and research about the book 7 Habits of the Highly Effective People. Research works. The final examination equivalent to the 40% of the total grade is distributed as follows: Written final examination. Quizzes on programmed books. Research works. BIBLIOGRAPHY ALBRECHT, Karl. ZEMKE, Rom. Management of service. Business series LEGIS. 1.990. ALBRECHT, KARL. The revolution of service. 3R Publishing. 1.990. ALBRECHT, Karl. BRADFORD, LawrenceJ. The excellence in service. LEGIS Publishing. 1.991. ARANGO, Gilberto. Colombian Economic Structure, Bogota.1.997. BARLON. Janelle and Claus Müller. A complaint is a favor. How to use the clients comments as a strategic tool. Publishing Group NORMA. Bogotá. 1.996. Republic Bank of Colombia. Introduction to the economic analysis. The Colombian case. Bogotá. Siglo Hombre Publishing. 1.998. 18

BRUE, Stanley; Robert Frank; CampbellR McConnell, Ronald Wonnacott; and Paul Wonnacott. Microeconomics. McGraw Hill, Mexico. April 1.997. COVEY, Stephen R. The Seven Habits of the Highly Effective People. The ethical revolution in daily life and in the enterprise. PAIDOS Publishing. Barcelona. 1.989. GINEBRA, Joan and Rafael Arana de la Garza. Management for service. The other quality. The unique reengineering. Business series and high management. McGraw Hill Publishing. Mexico. 1.999. HOROVITZ Jaques. The seven secrets of customer service. Prentice Hall. 2.000. HOPSON, Barry and Mike Skally. Twelve Steps to Succeed Providing Services. MACCHI Publishing. Management collection. Buenos Aires Bogotá. 1.993. KATZ, Michael and Harvey L. Rosen. Microeconomics McGraw Hill. Colombia. 1.997. MCCONNELL, Cambbell and Stanley L. Brue. Economics. McGraw Hill. Panamericana Shapes and Printings. Bogotá. 1.997. Mc EACHERN, William. Microeconomics, a contemporary introduction. International Thompson Publishing. Mexico. 1.998. PYNDYCK, Robert and Daniel L. Rubinfield. Microeconomics. Prentice Hall. Spain. 2.000. Salvatore, Dominick. Microeconomics. Panamericana. Colombia. 1.997. Shoter. Microeconomics. CECSA.1.998. TROUT, Jack and Steve Rivkin. The new positioning. McGraw Hill. Mexico. 1.995. PLANCARTE, Rodrigo. The service as a power of change. The distinctive characteristic in business. Castillo Publishing. Mexico. 1.996. RODRIGUEZ, Mauro. Creativity in service. McGraw Hill Publishing. Mexico. 1.997. RON Zemeke and Chip R. Bell. Now organize a 5 stars service. Vergara Publishing. Buenos Aires. 1.995. SEWELL, Carl and Paul B. Brown. Clients for ever. How to convert an occasional buyer in a client for ever. McGraw Hill Publishing. Mexico. 1.994. WELLINGTON, Patricia. How to offer an integral customer service. The best of Kaizen strategies. Creation of a powerful and functional program of customer service. McGraw Hill Publishing. Bogotá. 1.997. WELLINGTON, Ron. Listen to me, I am your client. Prentice Hall Publishing American Hispanic. Mexico. 1.996. YEPES Stork. Fundamentals of Anthropology. 19

UNIVERSITY OF LA SABANA INTERNATIONAL SCHOOL OF ECONOMICS AND ADMINISTRATIVE SCIENCES PROGRAM OF INTERNATIONAL BUSINESS ADMINISTRATION AREA ECONOMICS AND FINANCES SUBJECT GLOBALIZATION AND COLOMBIAN ECONOMICS SEMESTER SECOND INTENSITY 2 HOURS PER WEEK PREREQUISITE INTRODUCTION TO ECONOMICS SUBJECT CODE 1461203 CYCLE BASIC ACHIEVEMENTS THE STUDENT MUST ACCOMPLISH At the end of the course the student will be able to: Know the main elements of the behavior and rationality of consumers, given some budgetary restrictions. Recognize the basic instruments of analysis of the neoclassical model in the area of the theory of the demand. Know the behavior of buyers in an economy and their performance from the point of view of the market. THEMATIC CONTENT 1. REASONS WHY BUYERS ACQUIRE PRODUCTS IN MARKETS. 2. VARIABLES THAT DETERMINE THE BUYER BEHAVIOR: PREFERENCES, INCOMES, ETC. 3. DETERMINATION OF THE CONSUMER S LIKES. THEORIES THAT EXPLAIN IT. 4. THEORY OF THE PROFIT. REVEALED PREFERENCES. 5. ELASTICITY PRICE OF THE DEMAND. MEASSUREMENT OF THE ELASTICITY ARC AND POINT. 6. DETERMINERS OF THE PRICE ELASTICITY. 7. DETERMINATION OF THE BUYING RESTRICTIONS: INCOMES AND PRICES. 8. BUYING DECISIONS: QUANTITIES THAT CAN BUY UNDER CONDITIONS OF PROFITABILITY MAXIMIZATION AND MONETARY RESTRICTIONS. 9. RENT AND PRICE EFFECTS. 10. ELASTICITIES OF THE DEMAND. 11. SURPLUS OF THE DEMAND. 12. MODELS OF A MARKET DEMAND. METHODOLOGY Workshops, cases, group works. ASSESSMENT First two partials (30%) are distributed as follows: - Cases and group dynamics 10% - Theory exam 15% - Readings control 5% Final examination 40% 20

BIBLIOGRAPHY CASTAÑEDA, J. Lessons of Economic Theory. Aguilar. LEROY, Miller. Microeconomics. McGraw Hill. QUIRK, Microeconomic Theory. Bosch. 21

UNIVERSITY OF LA SABANA INTERNATIONAL SCHOOL OF ECONOMICS AND ADMINISTRATIVE SCIENCES PROGRAM OF INTERNATIONAL BUSINESS ADMINISTRATION AREA LAW SUBJECT BUSINESS LAW SEMESTER SECOND INTENSITY 2 HOURS PER WEEK NUMBER OF CREDITS 4 CREDITS PREREQUISITE POLITICAL SCIENCES SUBJECT CODE 1461206 CYCLE BASIC ACHIEVEMENTS THE STUDENT MUST ACCOMPLISH At the end of the course the student will be able to: Make an approximation to the legal study of business from the basic structures comprehension, the different institutions that rule business, and have a vision of Colombian law. THEMATIC CONTENT LAW AS A WAY OF SOCIAL ORGANIZATION AND AS A NORMATIVE SYSTEM The science of law. Theory and rule of ordering. Interpretation and application of law. SOURCES OF LAW Law The custom. General principles of law. Equity and jurisprudence. THE LEGAL RULE Concepts. Class, analogue application of rules. Efficacy of laws. Ignorance and exclusion of law. Acts against laws Fraud. LAWS AND THEIR CLASSES Public law and private law. Civil law. Subjective law. Acquisition and loss of rights. The individual rights. The legal person: key concepts, constitution, capacity, legal protection of the granted. The irrevocable power. The legal representation. The obligation, the concept. Guarantee and protection of credit. Payment and fulfillment of business obligations. METHODOLOGY 22

Master class, workshops and cases analysis, emphasizing in the argumentative thinking and analysis of the critical thinking, the subject is developed based on the descriptive and normative focus. ASSESSMENT The professor takes refuge in the university s rules. BIBLIOGRAPHY AFTALION, Enrique. Introduction to law. The Law Publishing. Buenos Aires, Argentina. 1.964. HERVADA J. Compendium of the natural law. De Eunsa. Monroy, Marco. Introduction to law. Fund of publications University Sergio Arboleda. 1.997. Readings given by the professor for each unit. 23