University of Texas at Dallas

School of Management

Course Description and Syllabus for

BA 3374 - 501 – INTERNATIONAL MARKETING - SPRING 2007

INSTRUCTOR: RAJ SHARMA P.E. A.I.C.P.

Phone: 214 957 5024

Email: rajendra.sharma@utd.edu or preferably WebCT
Office Location & Time: By appointment

Instructor - Profile:

Represented the State of Alberta, Canada in the Republic of India, in the area of promoting Trade and
Investments. During this time, helped North American companies sell products & services, find joint
venture partners and secure investments from India. Work experience in Canada, India and U.S.A. Also,
worked for various government agencies. Managed large budgets and workforces for over 20 years.
Currently, Board Member of the Greater Dallas Indo-American Chamber of Commerce and a member of
the Texas Board of Professional Engineers. Member Tarrant County Asian American Chamber of
Commerce and the World Affairs Council. In addition to U.T.D, taught at the Texas Wesleyan University
in Fort Worth, Texas. Completed the Executive Development Program and M.B.A. from the University of
Calgary, Canada, and a BSc (Hons.) in civil engineering from University of Waterloo, Canada.

Course Objectives:

International business is growing at a phenomenal rate, changing geographically and in the type of
products and services being sold. There has never been a greater need to learn how to develop the right
marketing tools. In this course you will learn about various international trade institutions and their recent
activities, cultural, political and legal environment, pricing, communications, distribution channels etc. The
last part will concentrate on the strategies, product and brand management, marketing of services,
logistics and promotions etc. The student will have a much better appreciation of the nuances of
international marketing versus local or national marketing. We will also have a brief look at the future of
international marketing.

Required Reading:

International Marketing, Czinkota & Ronkainen, 8th edition, Thompson South-Western College Publishing

Grades Policy
Mid Term 1 20%
Mid Term 2 20%
Final Examination 20%
Group Report 15%
Group Presentation 5%
Cases – Individual 10%
Late assignment will receive a penalty of 10% for the each week after the due date. Maximum
two weeks delay.
Participation 10%
Participation marks will include class attendance, participation as well as peer evaluation for the
team work.

Letter Grade Assignment

A+: 97 and up; A: 94-96; A-: 90-93

B+: 87-89; B: 84-86; B-: 80-83
C+: 77-79; C: 74-76; C-: 70-73
D+: 67-69: D: 64-66; D-: 60-63
F: Below 60%
 Classroom Rules

You are required to attend class. Attendance will directly impact your participation grade. Respect your
fellow students – turn off cell phones, no talking amongst yourselves, be on time. It is easiest to contact
me outside of class via e-mail. If necessary, we can make appointments if before class or after class
meetings are not sufficient. Please be sure that I have a way to contact you (e-mail address, phone
number).

Class Participation

You must come to class prepared to discuss the chapter of the day to secure participation marks.

Scholastic Dishonesty

Scholastic dishonesty will not be tolerated. Students who violate the University of Texas at Dallas’ rules
on scholastic dishonesty will be subject to disciplinary penalties, including the possibility of failure in the
course and/or dismissal from the University. I will strictly enforce the University’s policies.

Group Case and Presentation

The groups will consist of up to 6 members, unless approved otherwise. Please give your team names
by January 18 in an email. All names must be spelled as shown in the official UTD registration (do not
use short names). The groups will be responsible for choosing a country and a product/service to be
marketed to that country. It will be better for you to choose a country on which relevant information is
available readily.

The project must include all the elements expected in a professional report including the following:

1. Why this country

2. Why this product
3. What is the economic and socio political/legal environment of the target country
4. Detailed strategies for marketing, distribution channel selected and why, regional
phasing, time frames, alternate plans, exit strategy etc.

The project report should be written in a business report format and should include elements
such as, executive summary, introduction, discussion including research and financials,
conclusions and recommendations. It should also have an index page and a works cited section,
along with names of all team members as they appear in the registration. Please don’t put any
pet names. Report will be no less than 10 pages, double space, using a 12 font.

Group Presentations will start after the first mid-term. I will inform you on the presentation date for your
group, after all of the groups are formed.

Evaluations

You will be evaluating your team members. I will use these evaluations towards part of the class
participation marks. However, if you are totally satisfied with your team member’s participation in the
group effort, you may not fill out the form. Only less than excellent performs should necessitate
submitting the form.

Individual Cases

Individual cases will be due in class on the day they appear in the syllabus. A case report answering all
of the questions at the end of the case will be submitted in class. The report should be about two pages
long, double spaced and no larger than 12 font (Arial or Times New Roman)
 Grade Communication

Grades will be posted on the WebCT.

Examinations

All examinations will be true/false and/or multiple choice. Please bring a scantron form.
 TENTATIVE SYLLABUS

Date Description Chapter

Jan 9 Introductions, Syllabus 1 Making Teams

The Global Marketing Imperative

Jan 11 The Global Marketing Imperative 1, 2 Making Teams

Trade Institutions & Trade Policy

Jan 16 Trade Institutions & Trade Policy 2 Deadline to Finalize Teams

Jan 18 The Cultural Environment 3

Jan 23 The Cultural Environment 3, 4

The Economic Environment

Jan 25 The Economic Environment 4, 5

Political/Legal Environment

Jan 30 Political/Legal Environment 5, 6 Due - Marketing Cigarettes and

Strategic Planning Tobacco (page 164)

Feb 1 Strategic Planning 6

Feb 6 Mid Term 1 Chapters 1 - 6

Feb 8 Marketing Organization, 7

Implementation, & Control

Feb 13 - Marketing Organization, 7, 8

Implementation, & Control
- Research
Feb 15 Research 8 Presentations

Feb 20 Marketing Entry and Expansion 9 Due - The Gray Ferrari (page 464)

Feb 22 Marketing Entry and Expansion 9, 10 Presentations

Product Adaptation

Feb 27 Product Adaptation 10, 11

Export Pricing

Mar 1 Export Pricing 11, 12 Presentations

Marketing Communication

Mar 13 Marketing Communication 12

Mar 15 Mid Term 2 Chapters 7-12

Mar 20 Distribution Management 13 Presentations

Mar 22 Global Product Management and 14

Branding
Mar 27 - Global Product Management and 14, 15 Presentations
Branding
- Global Services

Mar 29 Global Services 15

Apr 3 Presentations Presentations

Apr 5 Global Logistics and Materials 16

Management

Apr 10 - Global Logistics and Materials 16, 17 Presentations

Management
- Global Pricing

Apr 12 Global Pricing 17

Apr 17 Global Promotional Strategies 18

April 19 Global Promotional Strategies 18

Apr 24 FINAL EXAMINATION Chapters

13,18
 TEAM MEMBER EVALUATIONS
(To be used only if you are not satisfied with your team member’s performance)

In order to provide you the opportunity to objectively evaluate the contributions made by your team
members during this course and to provide me additional input concerning the individual
performance of team members, you are requested to complete this questionnaire. Do not rate your
own performance.

Team Name. _________________

Team Member Name 1 2 3 4 5 6 7

____ ____ ____ ____ ____ ____ ____

____ ____ ____ ____ ____ ____ ____

____ ____ ____ ____ ____ ____ ____

____ ____ ____ ____ ____ ____ ____

____ ____ ____ ____ ____ ____ ____

____ ____ ____ ____ ____ ____ ____

____ ____ ____ ____ ____ ____ ____

____ ____ ____ ____ ____ ____ ____

Scoring: E = Performance exceeded my expectations

M = Performance met my expectations
B = Performance below my expectations

1. Attended and played active role in team newsgroup.

2. Assumed and accomplished specific task responsibilities according to team schedule.

3. Gave support to individual members.

4. Made positive suggestions on how to accomplish assignments.

5. Provided leadership.

6. Encouraged others to contribute.

7. Overall contribution to success of all assignments.

Team Member Initials ________