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1 | T H E A U S T R A L I A N N A T I O N A L U N I V E R S I T Y
Research School of Management
The Australian National University ACT 0200 Tel: 02 6125 6737, 02 6125 9839 Fax: 02 6125 9982 Email: enquiries.rsm@anu.edu.au
Student Room 1088 Office: LF Crisp Building 26
ANU Campus Map (map GH32) http://tinyurl.com/9n8xgd8
College of Business and Economics
The Australian National University ACT 0200 Tel: International +61 2 6125 3807 Within Australia: 1300 732 120 (local call cost only) Fax: International: +61 2 6125 0744 Within Australia: 02 6125 0744 Student Level 2 Office: Building 26C
Students with enquiries about program (degree) requirements should contact the College office; enquiries about course administration (subjects) are normally handled by the relevant Research School.
[BUSI3024]
[INTERNATIONAL MARKETING] Semester 2, 2013
If the answer is YES, welcome aboard! Dr Vinh Lu and his dedicated teaching team are here to share a nice journey with you to discover how your international marketing knowledge can be applied in a practical business setting.
A special feature of this course is the International Business Plan Competition, in
which students partake in professional consultancy projects for live clients. These ‘clients’ are Australian SMEs wishing to expand their business operations into new international markets. The best teams will be rewarded with certificates of excellence, dinners and potential internships.
Do you want to apply theories into real business practice?
Do you want to work with amazing firms in Sydney and Canberra, interact with their top executives, and maybe make a difference to them?
Are you willing to work hard in exchange for a deeply rewarding experience?
mailto:enquiries.rsm@anu.edu.auhttp://campusmap.anu.edu.au/displaybldg.asp?no=26chttp://campusmap.anu.edu.au/displaybldg.asp?no=26chttp://tinyurl.com/9n8xgd8
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2 | T H E A U S T R A L I A N N A T I O N A L U N I V E R S I T Y
So what else will you learn about International Marketing?
International marketing is indeed an important area within the disciplines of marketing and international business. This subject is of growing interests to policy makers and firms as globalisation is believed to create a convergence of cultures, political and economic systems. There is supporting and contradicting evidence for this proposition and the opposite: that there is a congruence of economic and political systems, but cultures remain firmly rooted within nations. Further, current international conflicts and the aftermath of the global financial crisis are creating risks and additional challenges for nations and their decision makers which require systematic analyses of the international business environment and the associated risk reduction strategies. At the centre of all these issues is the consumer whose increasingly sophisticated needs and wants the international marketing manager wants to understand, so that firms can create the best possible marketing mixes that can match these. Therefore, the international marketer has to understand the nature of these uncontrollable environmental variables and work within such frameworks to develop suitable marketing strategies to enter and operate within countries.
In this course, we will analyse the international environment critically and develop insights using tools and concepts essential to the international marketing manager. Consequently, you will obtain a robust understanding of the responses and behaviour of international consumers across national borders and the types of decisions that can be made, as well as the information required for those decisions.
KEY CONTACT DETAILS
Mode of Delivery On campus
Prerequisites BUSI2025 International Business, or
MGMT2004 Marketing
Course Convenor: Dr Vinh Lu
Office phone: (02) 6125 4905
Email: vinh.lu@anu.edu.au
Office hours for student consultation:
Thursday (9am-12 Noon and 3-5pm)
Please email for appointments at other times
Research Interests Firm internationalisation, export performance, cross
border relationships, service delivery issues
Tutors and tutorials: Ms Felicity Mullens (3-4pm and 4-5pm)
Mr Genrikh Salata (11am-12pm and 12-1pm)
mailto:vinh.lu@anu.edu.au
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3 | T H E A U S T R A L I A N N A T I O N A L U N I V E R S I T Y
COURSE URL
1. Study@: https://studyat.anu.edu.au/courses/BUSI3024;details.html
2. Wattle page: http://wattlecourses.anu.edu.au/course/view.php?id=6226
3. International Business Plan Competition site: TBA COURSE OVERVIEW Learning Outcomes
Upon successful completion of the requirements for this course, students will be able to:
1. define, explain and illustrate:
the marketing principles that together constitute the field of study known as international marketing (LO1);
the steps and processes involved in planning market entry strategy of a firm into a foreign market (LO2);
2. explain and illustrate:
the nuances and challenges of doing business in very different cultural environments (LO3);
the development of sustainable competitive advantage and international marketing strategies that are designed to increase the chances for the firm to be successful in a foreign market (LO4);
the modifications that need to be made to the marketing mix variables need so as to cater to the multitude of differences that the firm will face when going into the offshore market (LO5);
3. communicate effectively in oral and written forms about international marketing using appropriate concepts, logic and rhetorical conventions (LO6)
Student administrators Ms Ranka Videnovic
Ms Ruth Southwell
Phone: (02) 6125 9839
(02) 6125 6737
Email: enquiries.rsm@anu.edu.au
https://studyat.anu.edu.au/courses/BUSI3024;details.htmlhttp://wattlecourses.anu.edu.au/course/view.php?id=6226
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4 | T H E A U S T R A L I A N N A T I O N A L U N I V E R S I T Y
Proposed Assessment (Summary): Assessment for this course will be confirmed after consultation with students at the first
lecture of the semester. If there are any changes to the assessment, those changes will be publicised on Wattle.
Assessment Task Content Value Style Due Date Linked Learning Outcomes
1. Tutorial attendance* Attendance and participation
0% (Hurdle assessment)
Individual Weekly LO1, LO2, LO3, LO4, LO5
2. Assignment 1 2.1. Project draft 2.2. Final plan 2.3. Project presentation 2.4. Client assessment
Major international business plan for a live business client
60%
10% 40% 5% 5%
Group Group Group Group
13th September, 11pm 18th October, 5pm 21st – 25th October Done by client
LO2, LO3, LO4, LO5, LO6 LO2, LO3, LO4, LO5, LO6 LO6 LO2, LO3, LO4, LO5, LO6
3. Assignment 2 (Optional and redeemable)**
A mini literature review
20% Individual 15th September, 11pm LO3, LO4, LO5, LO6
4. Final exam**** Closed Book, as voted by class
MCQs and short answer questions,
20% or 40% Individual Early November LO1, LO2, LO3, LO4, LO5, LO6
Note:
*: To be eligible to undertake the final exam, students must attend at least 8 out of 10 tutorials.
**: Assignment 2 is redeemable towards the final assessment. We’ll count the best result for you (with, or without the assignment)
****: In order to pass this course, students must pass the final exam and achieve an aggregate score of 50
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5 | T H E A U S T R A L I A N N A T I O N A L U N I V E R S I T Y
Course Awards
Students undertaking this course will compete for the following awards:
Award Details Dates and milestones
Grand Prize in the 2013 ANU International Business Plan Competition
A cash prize of $1,000, plus other associated rewards, for the best overall team in the competition, judged by a panel of industry experts. The finalists for the prize are the winners for each client.
Finalist announcement: 30th October
Winner announcement: 6th November
Best international business plan awards
The winning teams and the runner-up teams for each client in the International Business Plan Competition will be recognised at an award reception. Each individual member will be awarded with a Certificate of Excellence from the ANU Research School of Management.
Winner announcement: 30th October
Award reception: 6th November
Client-sponsored dinners and Summer internships
Each winning team will be treated to a social dinner sponsored by the designated clients. Some potential internships might also be offered to 1 or 2 of these teams’ members.
November-February 2014
The XP Solutions Prize in International Marketing
The student(s) achieving the highest aggregate score in the course will be awarded a (shared) cash prize of $500, sponsored by XP Solutions Ltd. The prize will be official recorded in the academic transcript(s) of the prize winner(s).
Winner(s) notification: December 2013
Award reception: Early 2014
Work experience placements
In 2014, a group of students will be competitively selected and matched with work experience placements in ACT companies who have applied for the ACT Chief Minister’s Exports Awards. The program is sponsored by the ACT Exporters’ Network. Interests will be sought from students at the end of the course.
June-August 2014
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6 | T H E A U S T R A L I A N N A T I O N A L U N I V E R S I T Y
Research-Led Teaching This course aims at giving students the thrill of discovery by offering a balance of theoretical background and practical exposure. The distinctive and research-led features of this course lie in its ‘student-centred’ and ‘learning by doing’ approaches to teaching and learning. The course facilitates student engagement with research via:
Research informed learning: A comprehensive introduction to a wide range of
contemporary knowledge in international marketing, an important research
interest of the course convenor, particularly in relation to market entry
strategy, internationalisation of service firms, cross-border business to
business relationships, and firm performance;
An application of international business theories to explain various business
scenarios demonstrated through a series of contemporary mini-case studies
and news publications;
Learning to do research: Independent research, using core international
marketing concepts and principles, to analyse and synthesise information for
managerial decision making;
Enquiry based learning: On the job learning opportunities based on team
research activities for the development of the International Business Plan for
designated clients in the International Business Plan Competition and/or the
applications for the ACT Chief Minister’s Exports Awards through the work
experience placement program with ACT companies.
Staff Feedback
Students will be given feedback in the following forms in this course:
Verbal and written feedback on the weekly submissions and mid-semester draft of the business plan to individual groups;
Verbal feedback to the whole class on final project presentations and results of the business plans;
Written comments on the final submission of the business plans to individual groups;
Written comments on the individual assignments; and
Written feedback via emails to any course-related matters.
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7 | T H E A U S T R A L I A N N A T I O N A L U N I V E R S I T Y
Student Feedback ANU is committed to the demonstration of educational excellence and regularly seeks feedback from students. One of the key formal ways students have to provide feedback is through Student Experience of Learning Support (SELS) surveys. The feedback given in these surveys is anonymous and provides the Colleges, University Education Committee and Academic Board with opportunities to recognise excellent teaching, and opportunities for improvement.
For more information on student surveys at ANU and reports on the feedback provided on ANU courses, go to:
http://unistats.anu.edu.au/surveys/selt/students/ and http://unistats.anu.edu.au/surveys/selt/results/learning/
Policies
ANU has educational policies, procedures and guidelines, which are designed to ensure that staff and students are aware of the University’s academic standards, and implement them. You can find the University’s education policies and an explanatory glossary at: http://policies.anu.edu.au/ Students are expected to have read the Code of Practice for Student Academic Integrity before the commencement of their course. Other key policies include:
Academic Progress
Assessment of Student Learning
Assessment Review and Appeals
Course Assessment: Consultation and Finalisation
Student Feedback on Teaching and Learning
http://unistats.anu.edu.au/surveys/selt/students/http://unistats.anu.edu.au/surveys/selt/results/learning/http://policies.anu.edu.au/http://policies.anu.edu.au/policies/code_of_practice_for_student_academic_integrity/policyhttp://policies.anu.edu.au/policies/code_of_practice_for_student_academic_integrity/policy
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8 | T H E A U S T R A L I A N N A T I O N A L U N I V E R S I T Y
LECTURE SCHEDULE
Week Summary of Activities Guest speakers and Milestones
1 Introduction to the course and assessment
Introduction of the IBP Competition
Previous project winners: Ms Alexandria Hewat, Ms Pip Jarvis, Mr
Walter Neo, Mr Anthony Srejic
2 Introduction to International Marketing
3 Economic Environment
Political & Legal Environment
4 Cultural Environment
Networking evening, Thursday 15th August, 5pm
Mr Angelo de Blasio, Brand Portfolio Manager, Freedom Foods
5 Global competition
Emerging Markets
Ms Felicity Mullens, Director (Business), The Australian Institute
of Aboriginal and Torres Strait Islander Studies.
6 Segmenting International Markets
International Marketing Research
7 Foreign Market Entry
International Services Marketing
IBP Draft due Friday 13th September, 11pm
(online submission during the break)
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9 | T H E A U S T R A L I A N N A T I O N A L U N I V E R S I T Y
Week Summary of Activities Guest speakers and Milestones
8 Product Policy and Adaptation
Product and Brand Management
9 International Distribution and Logistics
Mr Alistair Bridges, Solicitor, Moulis Legal
10 International Marketing Communications
11 Pricing in International Markets
Expatriates and Sales Management
Final IBP due Friday 18th October, 4pm
(online and hard copy submissions)
12 IBP Competition Presentation Sessions
13 Course Review
Announcement of IBP Competition Winners
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10 | T H E A U S T R A L I A N N A T I O N A L U N I V E R S I T Y
TUTORIAL SCHEDULE (See ‘How each tutorial works’ in page 11)
Week Class Discussion Topics IBP Guidelines in
Tutorials
Online Submissions to IBP Competition
Website (Due Friday each week, 5pm)
1 No tutorial N/A N/A
2 Team Formation and Client Allocation
Introduction to Weekly Submission and IBP Site
Section 2
(Done during lecture)
Individual responsibilities in the team
(2nd August)
3 The Fluctuation of the AUD and Overseas Students
in Australia
Section 3.1 Section 2. Firm Capability Analysis
(9th August)
4 China Thirst for European Wine
Section 3.1 Section 3.1 Country Selection
(16th August)
5 Emerging Market Exploitation
Section 3.2-3.3 Section 3.1. Country Selection – Revised
(23rd August)
6 Calculating Your Market Size
Section 3.4-3.5 Section 3.2 PEST Analysis and Section 3.3
Competitive Analysis (30th August)
7 Low Cost Carriers in Asia
Section 4.1-4.3 Section 3.4 Target Market and Section 3.5.
Market Size (6th September)
IBP Draft due Friday 13th September, 11pm
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11 | T H E A U S T R A L I A N N A T I O N A L U N I V E R S I T Y
Week Class Discussion Topics IBP Guidelines Online Submissions to IBP Competition
Website (Due Friday each week, 5pm)
8 Fast Food in Vietnam
Section 4.4-4.6 Section 4.1 Market Entry, 4.2 Positioning, 4.3 Product and Branding (27th September)
9 Qantas-Emirates Partnership
Section 4.7 and 5 Section 4.4 Distribution, 4.5 Pricing, 4.6 Communication (4th October)
10 American Apparel Advertising
Final tips Section 4.7 CRM, 5. Implementation and Risk Analysis (11th October)
11 Final consultation for IBP Competition Final tips Final IBP due Friday 18th October, 4pm
12 No tutorial IBP Competition Presentations
13 No tutorial IBP Competition Winner Announcement
Tutorial Participation:
This is a hurdle assessment. To be eligible to sit the final exam, students must attend a minimum 8 out of 10 tutorials. Knowledge and information discussed in tutorials will be particularly useful for the IBP Competition and for the final exam.
How Each Tutorial Works: The first 15-20 minutes of the tutorial will be spent on class discussion of a mini case study or a review question related to the weekly lecture topic. Students are expected to read and prepare some notes for the questions/discussion topics specified on Wattle before the tutorial.
The rest of the tutorial will be spent on guiding students on all sections of the IBP and providing the teams with extra comments and feedback on their submissions in the previous week.
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12 | T H E A U S T R A L I A N N A T I O N A L U N I V E R S I T Y
OTHER ASSESSMENT REQUIREMENTS
Assessment Task 1:
THE 2013 ANU INTERNATIONAL BUSINESS PLAN COMPETITION
In memories of Robert Shugg and Kathreen Ricketson
http://www.ibcompetition.com
Established in 2011, the ANU International Business Plan (IBP) Competition has been a crucial component of the course. It is implemented as a form of work integrated learning that provides students with a unique and authentic learning experience over the entire semester. The competition is supported by the Australian National University, the ANU College of Business and Economics, the ANU Office of the Pro-Vice Chancellor (Innovation and Advancement), the ACT Economic Development Directorate, the ACT Exporters’ Network, and Sterian Pty Ltd.
The principal objective of the IBP competition is to allow students to work as professional consultants for live Australian SMEs (regardless of their size, industry, and international experience). Each live client will have approximately 5 student teams competing to prepare the best international market expansion plan for them.
Students, working in groups, will undertake market screening exercises and identify the best and newest foreign market for an SME to expand into. Students will then propose a suitable market entry strategy and a comprehensive set of international marketing mix elements for the firm.
At the end of the semester, students will make professional presentations to their designated clients and their peers at the end of the semester via a series of conference-style sessions.
The winners of the competition will be jointly chosen by the course convenor and representatives of the business clients. The winning team will be the team achieving the highest aggregate results of three activities, including:
(i) The final international business plan; (ii) The competitive presentation of key recommendations and findings; and (iii) The project evaluation by the client.
The IBP Competition has received very positive coverage from:
PRD Software Blogs: http://tinyurl.com/PRDblog2012
Research School of Management: http://tinyurl.com/ANUIBPComp12
B2B in Canberra Magazine: http://tinyurl.com/B2BinCanberra2012
The ACT Exporters Network: http://tinyurl.com/ACTnetwork2011
CBE Margin Magazine.
http://www.ibcompetition.com/http://tinyurl.com/PRDblog2012http://tinyurl.com/ANUIBPComp12http://tinyurl.com/B2BinCanberra2012http://tinyurl.com/ACTnetwork2011
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13 | T H E A U S T R A L I A N N A T I O N A L U N I V E R S I T Y
The IBP Competition is at http://www.ibcompetition.com. The website will have a soft launch in the first lecture of this coming semester, and an official launch at the Networking Evening between the students, the business clients, and other invited guests. The 2013 IBP Competition is dedicated to Mr Robert Shugg and his wife Ms Kathreen Ricketson, who tragically passed away in May 2013. Mr Shugg was the Managing Director of Kinetic Performance Technology, a client in the 2011 and 2012 IBP Competitions. The following table details the key milestones of the 2013 IBP Competition.
For specific information about how the competition works, the weekly submission requirements, the identity of the clients, the project briefing, and all other relevant details, please consult the IBP Competition Manual on Wattle. In terms of assessment, the IBP Competition consists of four main components detailed overleaf. The first three components are undertaken by the student teams. The 4th component will be undertaken by the designated business clients.
Est. Date Event activities
April-June Finalising client participation and developing project briefs
24 July Introducing/ announcing the competition to all students
31 July Forming student teams, Introducing and Allocating clients to
students
1-30 August Team interviews with participating clients
15 August Informal Networking Evening and Official Launch of Competition
Website
16-27
September
Mid-semester project review; Team interviews with clients (if
necessary)
18 October Final project submission
21-25 October Conference sessions: Final project presentations
30 October Announcing project winners, runners up, and Grand Prize finalists
1 November Competitive presentations amongst finalists
6 November Award reception for winning teams
November-
December
Dinners with clients
Winning teams making arrangement for internships with clients
http://www.ibcompetition.com/
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14 | T H E A U S T R A L I A N N A T I O N A L U N I V E R S I T Y
International Business Plan Draft
The main purpose of the draft submission is to make sure students have made reasonable progress, and to provide each team with detailed feedback on their writing.
Word limit Approximately 3,000-5,000 words.
Value 10 marks (worth 10% toward the overall result)
Due date Friday, 13th September 2013, 11pm
Return date On a rolling basis from Monday 17th September, via email.
Content The content of the draft includes section 2 and section 3 of the report. It is expected that the draft has incorporated the comments and feedback on the weekly submissions from the teaching team as well as from the clients.
Suggested structure
Please follow the suggested report structure specified in the IBP Competition Manual.
Presentation requirements
The submission should comply with the presentation requirements for the final International Business Plan. Doing this right for the Draft will save you a significant amount of time at the end for the Final submission.
The report body should:
Be formatted to 1.5 line spacing, utilising Endnote referencing system only (NO in-text referencing in this reports).
Have a good usage of diagrams, tables and figures to illustrate and support arguments.
Submission requirements
Online, through the IBP Competition website.
Marking criteria
Assessment of the project draft will be based on the same criteria specified in the marking rubric for the final International Business Plan. The marking rubric is attached in Appendix 1 for your reference.
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15 | T H E A U S T R A L I A N N A T I O N A L U N I V E R S I T Y
Final International Business Plan
This submission will significantly determine the winners of the competition.
Word limit 15,000 words, including everything
Value 120 marks (worth 40% toward the overall result)
Due date Friday 18th October, 4pm.
Return date Wednesday, 30th October, during the last lecture
Content A good report should demonstrate:
Applications of relevant IM theories and concepts,
Deep and comprehensive thinking of the project team,
Recommendations that are realistic and implementable,
Good research, both primary & secondary data from a variety of information sources (NO Wikipedia), and
Cohesiveness: the report sounds like one person’s work, with equal contribution amongst members. The report shows clear linkage between different sections, without repetitions of information and arguments. The arguments are insightful and convincing, with supporting implications for the firm, and relevant recommendations where appropriate.
Suggested structure
Final submissions should follow the suggested structure provided in the IBP Competition Manual with appropriate headings and sub-headings, no grammatical errors, and be within the word limit.
Presentation requirements
The submission is to be a professional management report, with a cover page, disclaimer, abstract, the table of content, report body, reference list, and appendices. The report body should:
Be formatted to 1.5 line spacing, utilising Endnote referencing system only (NO in-text referencing in this report).
Have a good usage of diagrams, tables and figures to illustrate and support arguments.
Submission requirements
Two hard copies of the International Business Plans must be submitted to the RSM Front Office (Level 1, LF Crisp Building 26), with a group assignment coversheet and a peer evaluation form (Appendix 2), and signatures of all group members. A soft copy must be submitted to the IBP Competition website.
Marking criteria
Marks are awarded for different sections of the report, as well as for overall presentation of the work, writing, and referencing (see Appendix 1 for marking guide). There will be three markers for this report (client being the 3rd assessor). All markers will discuss and reach a consensus.
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16 | T H E A U S T R A L I A N N A T I O N A L U N I V E R S I T Y
Competitive Group Presentation This assessment aims to test the students’ skills in communicating the research outcomes as a team to their peers.
Time limit 15 minutes presentation + 10-15 minutes for Q&A
Value 5 marks (worth 5% toward the overall result)
Due date 21st – 25th October. Time, venue, and order of presentation will be determined and announced in due course (both in class and on Wattle).
Return date Wednesday 30th October, during the last lecture.
Content Students are to make professional presentations to their audience with the following content: 1. Introduction of the group 2. Justification of the new international market destination 3. Market entry strategy 4. Two most interesting components of the proposed marketing mix elements 5. Conclusion
Suggested structure
The lecturer will chair the presentation and discussion sessions. After each presentation, representatives from the client firms will comment on the quality of the talk and ask follow-up questions, followed by questions from the audience. All group members must participate in the presentation and the subsequent Q&A session.
Presentation requirements
Students will present in business attire. Presentations can be made using any visual form of media. A clicker will be provided to the team.
Marking criteria
The presentations will be assessed based on:
Contents coverage;
Clarity and conciseness;
Delivery;
Question handling;
Quality of handout material for the audiences; and
Time control.
A marking rubric for the presentation is attached in Appendix 3. Although this is a group assessment, the lecturer reserves the right to award lower marks to team members making less contribution to the presentation and the discussion.
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17 | T H E A U S T R A L I A N N A T I O N A L U N I V E R S I T Y
Client Assessment of Team Performance This assessment will be undertaken by the clients. Value 5 marks (worth 5% toward the overall result)
Return date Wednesday 30th October, during the last lecture.
Content In the competition, students will interact with representative of the client firms on a regular basis. The clients will also be able to log on the IBP Competition website and monitor the progress of each group every week. This assessment aims to obtain an evaluation of each team’s performance throughout the semester, from the perspective of the clients.
Marking criteria
Each team will be assessed based on:
Professionalism;
Communication skills;
Quality of presentation;
Ability of respond to questions; and
Value of recommendations
A marking rubric for this assessment is attached in Appendix 4.
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18 | T H E A U S T R A L I A N N A T I O N A L U N I V E R S I T Y
Assessment Task 2: MINI LITERATURE REVIEW (Optional) The mini literature review assesses a student’s ability to research, synthesise, and critique the content of relevant trade and research publications.
Word limit 2,000 words, plus references
Value 40 marks (worth 20% toward the overall result)
Due date Friday, 20th September 2013, 11pm
Return date By Friday, 4th October 2013
Content “To a certain degree, home governments, through their export assistance programs, play a pivotal role in the international performance of exporting firms.”
Discuss this statement via a brief literature review of academic journal articles on the benefits and pitfalls of government assistance programs for firms engaging in exporting activities. Support your arguments with relevant business examples.
Your mini review of the literature must include at least 8-10 academic articles from the list of journals prescribed in the Prescribed Texts and Reference Materials section (page 22) and 3-5 other (online) trade/general publications.
Suggested structure
1. Introduction 2. Background information on government assistance programs 3. Literature review and findings 4. Conclusion 5. Reference list
Presentation requirements
Double spacing is recommended.
You can use tables and figures/charts to illustrate your points
Failure to reference and acknowledge the source will be interpreted as plagiarism which is a serious offence.Please strictly follow the referencing guidelines of the Journal of International Marketing (American Marketing Association) at http://www.marketingpower.com/AboutAMA/Documents/AMA_Reference_Style.pdf
Use headings and sub-headings where you see fit.
Do NOT use appendices, bullet points, or speaking language.
Illegible writing will be penalised.
Submission requirements
Online, through the link specified on Wattle
An individual assignment coversheet must be included
Marking criteria
A marking rubric is attached in Appendix 5 for your reference.
http://www.marketingpower.com/AboutAMA/Documents/AMA_Reference_Style.pdfhttp://www.marketingpower.com/AboutAMA/Documents/AMA_Reference_Style.pdf
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19 | T H E A U S T R A L I A N N A T I O N A L U N I V E R S I T Y
Examination The final will be closed book.
Hurdle requirement
To be eligible to sit the final exam, students must have attended a minimum 8 out of 10 tutorials
Time and date 2 hours. Date: TBA
Value 40 marks (worth 20% or 40% towards the overall result)
Content Part A (20 marks): Multiple Choice Questions. There will be 40 multiple choice questions (0.5 mark each)
Part B (20 marks): Short Answer Questions. Students
write 4 short answer questions (5 marks each) out of 6 possible options. The 6 questions will be randomly selected from the weekly revision questions posted on Wattle.
Presentation requirements
For ease of marking, please start your answer for each question in a new page.
Please feel free to use headings and sub-headings where you see fit.
Illegible writing will be penalised.
No references are required.
Marking criteria Understanding of the key issue(s),
Ability to describe relevant international marketing theories and concepts,
Clear examples,
Structure of arguments,
Evidence of critical thinking,
Relevant recommendations/suggestions for the firms (where appropriate), and
Overall writing skills.
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20 | T H E A U S T R A L I A N N A T I O N A L U N I V E R S I T Y
Assignment submission Online Submission: All individual assignments (Mini Literature Review) must be submitted using the course Wattle site. Submitted assignments must include the cover sheet provided on Wattle. Please keep a copy of the assignment for your records.
All weekly submissions of the International Business Plan must be done through the Competition Website. More guidelines will be offered during the first tutorial.
Hard Copy Submission: In addition to submitting a soft copy for the final International Business Plan on the competition website, each team must be submit two hardbound copies to the Research School of Management office (Level 1, LF Crisp Building 26), together with one Group Assignment Coversheet and one Peer Assessment Form, both signed by all group members.
Extensions and penalties
No extension requests will be granted for any assessment items in this course, unless students can present evidence of an exceptional circumstance deemed appropriate by the lecturer. For each day of late submission, students will be penalised 10% (out of a maximum of 100%). Returning assignments
All written assignments will be returned to students in tutorials or lecture, within two weeks of submission.
Resubmission of assignments No resubmission of assignments is allowed in this course.
Referencing requirements This course requires two different style of referencing:
Group assignment (International Business Plan): Students must use endnote referencing system.
Optional individual assignment (Mini literature review): Students must
follow the referencing guidelines of the Journal of International Marketing. A full guide on referencing can be found at: http://www.marketingpower.com/AboutAMA/Documents/AMA_Reference_Style.pdf
Examination material or equipment
As the exam is a closed book exam, no extra materials are allowed in the exam room.
http://www.marketingpower.com/AboutAMA/Documents/AMA_Reference_Style.pdf
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21 | T H E A U S T R A L I A N N A T I O N A L U N I V E R S I T Y
Tutorial Signup Enrolment in tutorials will be completed online using the Wattle enrolment system. Detailed information about signup times will be provided during your first lecture. When tutorials are available for enrolment you will need to follow these simple steps:
1. Log on to Wattle, and go to the course site.
2. Click on the link “Tutorial signup here”
3. On the right of the screen, click on the tab “Become Member of ……” for the tutorial class you wish to enter.
4. You will not be able to enrol in groups that have reached their maximum
number.
5. If you need to change you enrolment, you will be able to do so by clicking on the tab “Leave group…”
Notes:
1. To have access to our Wattle course site, your enrolment in ISIS must be finalised.
2. If you experience any difficulties, please contact Dr Vinh Lu (contact details in page 2)
Workloads
Students taking this course are expected to commit at least 10 hours a week to completing the work. This will include:
2 hours of lectures,
1 hour of tutorial,
3 hours of private study,
3 hours of group work, and
1 hour of Wattle and IBP Competition website.
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Prescribed Texts and Reference Materials Students are not required to purchase any specific textbook for the course. However, students are encouraged to consult and utilise the following resources, where the materials used throughout the semester are obtained: Textbooks For key concepts, theories, and examples of international marketing topics Czinkota, Michael, Ilkka A Ronkainen, Catherine Sutton-Brady and Tim Beal (2011),
International Marketing, 2nd Asia Pacific ed., Cengage Learning, Sydney, NSW.
Kotabe, Masaaki, Swee Hoon Ang, Kathleen Griffiths, Al Marshall, Ranjit Voola,
Kristiaan Helsen (2011), International Marketing, 3rd Asia Pacific ed., John Wiley & Sons, Milton, Queensland.
Fletcher, Richard, and Heather Crawford (2010). International Marketing: An Asia
Pacific Perspective, 5th ed., Pearson Education Australia, Frenchs Forest, NSW.
Journals Several theories and concepts presented in class are based on a variety of landmark works in international marketing and international business, which are published in the following journals:
Australasian Marketing Journal
European Journal of Marketing
International Business Review
International Journal of Marketing Research
International Marketing Review
Journal of Consumer Research
Journal of Global Marketing
Journal of International Business Studies
Journal of International Management
Journal of International Marketing
Journal of Management Studies
Journal of Marketing
Journal of Marketing Management
Journal of Retailing
Journal of Service Research
Journal of Services Marketing
Journal of Small Business Management
Journal of the Academy of Marketing Science
Journal of World Business
Management International Review
Multinational Business Review
Thunderbird International Business Review
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23 | T H E A U S T R A L I A N N A T I O N A L U N I V E R S I T Y
Academies For sources of information on academic research and activities
Academy of International Business (AIB)
American Marketing Association (AMA)
Australian and New Zealand Marketing Academy (ANZMAC)
European Marketing Academy (EMAC) Annual publications For updated statistics on trade and international business activities of nations and corporations
Asia Pacific Economic Cooperation forum (APEC)
Australian Bureau of Statistics (ABS)
Departments of Foreign Affairs and Trade (DFAT)
European Commission (EC)
International Monetary Fund (IMF)
Organisation for Economic Cooperation and Development (OECD)
United Nations Conference on Trade and Development (UNCTAD)
World Bank (WB)
World Economic Forum (WEF)
World Trade Organization (WTO)
News Outlets
For recent news articles and mini case studies
ABC
AFP
AFR
BBC
Bloomberg
CNN
Economist
New York Times
Reuters
The Australian
Times
Wall Street Journal
Washington Post
SUPPORT FOR STUDENTS
The University offers a number of support services for students. Information on these is available online from http://students.anu.edu.au/studentlife/
http://students.anu.edu.au/studentlife/
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24 | T H E A U S T R A L I A N N A T I O N A L U N I V E R S I T Y
APPENDIX 1: INTERNATIONAL BUSINESS PLAN MARKING GUIDE
Client Name: _______________________________________
Team: _______________________________________
Tutorial time and date: _______________________________________
Original marks awarded: Judge 1: _________/120 Judge 2: ________/120
Average marks awarded: __________/120
Final Marks: ___________/40
COMMENTS:
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Section LEVEL 4 - HD Excellent identification and
application of theories, concepts and models
LEVEL 3 - D Good identification and application of theories, concepts and models
LEVEL 2 – C/P Some difficulty in identification and
application of theories, concepts and models
LEVEL 1 – P/F Significant difficulties in identifying and applying theories, concepts and
models
Executive Summary
(5 marks)
An excellent summary of the entire report in a concise and meaningful manner, no obvious mistakes
(4-5 marks)
A competent summary of the entire report with comprehensive information and only some minor mistakes
(3-3.5 marks)
A satisfactory summary of the entire report with several mistakes and a lack of required information
(2-2.5 marks)
An inadequate summary of the entire report with severe mistakes and a significant lack of required information
(0-1.5 marks)
Business Profile and Firm internationalisation
(3 marks)
An excellent overview of the company, its product/service offerings, and its internationalisation process
(3 marks)
A good overview of the company, its product/service offerings, and its internationalisation process
(2-2.5marks)
A satisfactory overview of the company, its product/service offerings, and its internationalisation process
(1.5 mark)
A weak overview of the company, its product/service offerings, and its internationalisation process
(0-1 marks)
Analysis of Firm Capabilities (5 marks)
A deep understanding and description of the firm’s (transferrable) strategic capabilities and competitive advantage(s)
(4-5 marks)
A clear understanding and description of the firm’s (transferrable) strategic capabilities and competitive advantage(s)
(3-3.5 marks)
A satisfactory understanding and description the firm’s (transferrable) strategic capabilities and competitive advantage(s)
(2-2.5 marks)
A weak understanding and description of the firm’s (transferrable) strategic capabilities and competitive advantage(s)
(0-1.5 marks)
Pre-entry market selection criteria
(6 marks)
An complete list of market selection criteria with exceptional justification
(5-6 marks)
A complete list of market selection criteria with some clear justification
(3.5-4.5 marks)
An adequate list of market selection criteria with some justification
(2-3 marks)
An inadequate list of market selection criteria with little justification
(0-1.5 marks)
Pre-entry market selection exercise
(8 marks)
A thorough analysis of the markets based on the chosen criteria with convincing evidence
(7-8 marks)
A competent analysis of the markets based on the chosen criteria with clear evidence
(5-6.5 marks)
An acceptable analysis of the markets based on the chosen criteria with some evidence
(3-4.5 marks)
An inadequate analysis of the markets based on the chosen criteria with weak evidence
(0-2.5 marks)
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External environmental analysis of chosen market (7 marks)
An exceptional analysis of the economic, social/cultural, political/legal, and technological environmental factors with comprehensive implications
(6-7 marks)
A good analysis of the economic, social/cultural, political/legal, and technological environmental factors with acceptable implications
(4.5-5.5 marks)
A satisfactory analysis of the economic, social/cultural, political/legal, and technological environmental factors with some implications
(3-4 marks)
A weak analysis of the economic, social/cultural, political/legal, and technological environmental factors with few implications
(0-2.5 marks)
Competitor analysis
(5 marks)
An excellent analysis of the marketing mix of some major international competitors in the chosen foreign market
(4-5 marks)
A competent analysis of the marketing mix of some major international competitors in the chosen foreign market
(3-3.5 marks)
A satisfactory analysis of the marketing mix of some major international competitors in the chosen foreign market
(2-2.5 marks)
An unsatisfactory analysis of the marketing mix of some major international competitors in the chosen foreign market
(0-1.5 marks)
Market size
(3 marks) A logical identification of market size
(2.5-3 marks)
A rough identification of some market size
(2 marks)
Incomplete identification of market size
(1.5 marks)
No or unreasonable identification of market size
(0-1 mark)
Target market
(10 marks) An excellent identification of more than one potential target market, and a convincing selection of the best target market with a complete set of characteristics of that chosen target market
(8-10 marks)
An good identification of more than one potential target market, and a reasonable selection of the best target market with several characteristics of that chosen target market
(6-7.5 marks)
A reasonable identification of more than one potential target market, and an selection of the best target market with some characteristics of that chosen target market
(4-5.5 marks)
An attempt to identify more than one potential target market, and an selection of the best target market with very few characteristics of that chosen target market
(0-3.5 marks)
Market entry strategy (5 marks)
An exceptional identification and justification with pros and cons of a market entry strategy, including at least one alternative
(4-5 marks)
A good identification and justification with pros and cons of a market entry strategy, including at least one alternative
(3-3.5 marks)
An identification of a market entry strategy with acceptable justification and an alternative strategy
(2-2.5 marks)
An identification of a market entry strategy with minor justification and without any alternative strategy
(0-1.5 marks)
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Positioning strategy
(5 marks)
An appropriate positioning strategy for the company in the chosen foreign market with comprehensive justification
(4-5 marks)
An appropriate positioning strategy for the company in the chosen foreign market with acceptable justification
(3-3.5 marks)
An appropriate positioning strategy for the company in the chosen foreign market with little justification
(2-2.5 marks)
A positioning strategy for the company in the chosen foreign market with very weak justification
(0-1.5 marks)
Product strategy
(7 marks) An appropriate product strategy (including branding, and packaging requirements) with clear justification
(6-7 marks)
An appropriate product strategy (including branding, and packaging requirements) with acceptable justification
(4-5.5 marks)
An appropriate product strategy (including branding, and packaging requirements) with some justification
(2-3.5 marks)
An appropriate product strategy (including branding, and packaging requirements) with very little justification
(0-1.5 marks)
Distribution strategy
(7 marks)
An excellent distribution strategy with clear identification of potential channel partners
(6-7 marks)
An good distribution strategy with clear identification of potential channel partners
(4-5.5 marks)
An acceptable distribution strategy with some identification of potential channel partners
(2-3.5 marks)
A distribution strategy with no identification of potential channel partners
(0-1.5 marks)
Pricing strategy
(5 marks) An excellent pricing strategy with clear pricing examples
(4-5 marks)
An acceptable pricing strategy with clear pricing examples
(3-3.5 marks)
An acceptable pricing strategy without pricing examples
(2-2.5 marks)
A pricing strategy without justification or pricing examples
(0-1.5 marks)
Communication strategy (7 marks)
An exceptional promotional strategy including advertising, and other components, providing clear and specific media channels
(6-7 marks)
An good promotional strategy including advertising and other components, providing some media channels
(4-5.5 marks)
An acceptable promotional strategy, however several major details are lacking, unclear media channels
(2.5-3.5 marks)
A very weak promotional strategy, without discussion on specific media channels to be utilised
(0-2 marks)
CRM strategy
(6 marks) An outstanding list of CRM related recommendations
(5-6 marks)
A good list of CRM related recommendations
(4-4.5 marks)
An acceptable list of CRM related recommendations
(2.5-3.5 marks)
A very limited list of CRM related recommendations
(0-2 marks)
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Implementation plan and future viability (5 marks)
A complete set of milestones and list of costs that might incur for the expansion plan, plus An appropriate assessment of risks and potential success in the chosen market and future expansion into neighbouring countries
(4-5 marks)
An acceptable set of milestones and costs that might incur for the expansion plan, plus An acceptable assessment of risks and potential success in the chosen market and future expansion into neighbouring countries
(3-3.5 marks)
Some milestones and indication of some costs that might incur for the expansion plan, plus Some assessment of risks and potential success in the chosen market and future expansion into neighbouring countries
(2-3 marks)
Very few milestones and incomplete list of costs for the expansion plan, plus Little assessment of risks and potential success in the chosen market and future expansion into neighbouring countries
(0-1.5 mark)
Quality of research information and efforts
(10 marks)
Outstanding research efforts, providing exceptional evidence to support arguments, excellent data
(8-10 marks)
Good research efforts, providing reasonable evidence to support arguments, good data
(6-7.5 marks)
Satisfactory research efforts, providing some evidence to support arguments, ok data
(4-5.5 marks)
Minor research efforts, providing little evidence to support arguments, inappropriate data
(0-3.5 marks)
Report format
(3 marks) Clear, logical, professional formatting of the report
(2.5-3 marks)
A clear and reasonable formatting of the report
(2 marks)
An acceptable format, some errors
(1.5 marks)
Inappropriate and extensive difficulties in formatting
(0-1 mark)
Writing quality (4 marks)
The report was written in an outstanding manner, with sharp clarity and very few errors.
(3.5-4 marks)
The report was written in a competent manner, with good clarity and some errors.
(2.5-3 marks)
The report was written in a readable manner, with some clarity and several errors.
(1.5-2 marks)
The report was written in a very incomprehensible manner, without clarity and severe errors.
(0-1 mark)
Referencing
(4 marks) An excellent list of references from a wide range of credible sources, fully adhering to all principles of good referencing.
(3.5-4 marks)
A good list of references from a relatively wide range of credible sources, adhering to most principles of good referencing.
(2.5-3 marks)
Some references from a limited range of credible sources, adhering to some the principles of good referencing.
(1.5-2 marks)
No or very few references from a very narrow range of credible sources, failing to adhere to the principles of good referencing.
(0-1 mark)
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APPENDIX 2: IBP COMPETITION PEER ASSESSMENT FORM
(to be included in the final group report)
Client: ___________________________ Group name: ___________________________ Our group has held a discussion and agreed on the level of contribution for each individual team members as specified in the table below. (Please note that if a member makes a full and significant contribution to the project, the resulting level of contribution for each member is 100%)
Team Member
Level of Contribution (%) Total % for each member Planning and
Conceptualising Researching Writing Formatting and
Editing
TOTAL 100% 100% 100% 100%
Signature and Name Signature and Name
_________________________________________ _______________________________________
_________________________________________ _______________________________________
_________________________________________ _______________________________________
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APPENDIX 3: COMPETITIVE INTERNATIONAL BUSINESS PLAN PRESENTATION
Team: _________________________________________
Client: __________________________________________ Individual Verbal Presentation Feedback Overall is assessed as E=excellent, G=good, S=satisfactory, NA=needs attention.
Name (in order of presentation)
Cla
rity
of
pre
se
nta
tio
n
Ma
nn
eri
sm
Us
e o
f v
isu
al
aid
s
Ey
e c
on
tac
t
Inte
res
t
ge
ne
rate
d
Ov
era
ll
E/G
/S/N
A
Presentation by Group
Criteria E G S NA Comments
Introduction
Flow & logic of overall presentation
Appropriate information
Conclusion
Response to questions
Professionalism
PowerPoint/Visual aids
Timing
TOTAL SCORE: ______________/5
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APPENDIX 4: CLIENT EVALUATON OF PROJECT TEAM
Client: __________________________________________
Team: __________________________________________
Please reflect on your experience in dealing with the student teams on the following criteria (please tick X for each criterion)
Criteria
Needs Attention
Satisfactory Good Excellent
Professionalism during the life of the project
Ongoing communication
Quality of presentation
Responses to questions
after presentation
Value of recommendations
My comments above: May be quoted
May not be quoted
COMMENTS:
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APPENDIX 5: MINI LITEARTURE REVIEW MARKING RUBRIC
Student Name: ___________________________________________ ID: U____________________________
SCORES
Criteria Maximum marks
Level of Competency
Level 4 Level 3 Level 2 Level 1
Ability to synthesise the key research findings 20
Structure of argument and demonstration of critical thinking
10
Research quality and referencing 5
Overall writing quality 5
Grand Total /40
COMMENTS:
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Marking Criteria Level 4 Level 3 Level 2 Level 1 Ability to synthesise the key research findings
Student has demonstrated an in-depth and comprehensive understanding of the key issues via a thorough analysis of the articles and providing outstanding implications for the firms
Student has demonstrated a competent understanding of the key issues via an adequate analysis of the articles and providing several relevant implications for the firms
Student has demonstrated a partial understanding of the key issues via some brief analysis of the articles and providing some relevant implications for the firms
Student has demonstrated a weak or wrong understanding of the key issues via a minimal analysis of the articles and providing no or very few relevant implications for the firms
Structure of arguments and demonstration of critical thinking
Student demonstrated a strong capability to put personal opinions forward, supporting their arguments with very well-structured and logical links between theories and practice.
Student demonstrated a good capability to put personal opinions forward, supporting their arguments with relatively well-structured and logical links between theories and practice.
Student demonstrated some capability to put personal opinions forward, supporting their arguments with some structured and logical links between theories and practice.
Student demonstrated a limited capability to put personal opinions forward, supporting their arguments with hardly any structured and logical links between theories and practice.
Research quality and referencing
Student provided an excellent list of 10-15 references from a wide range of credible sources, fully adhering to all principles of good referencing.
Student provided a good list of 8-10 references from a relatively wide range of credible sources, adhering to most principles of good referencing.
Student provided some references from a limited range of credible sources, adhering to some the principles of good referencing.
Student provided no or very few references from a very narrow range of credible sources, failing to adhere to the principles of good referencing.
Overall writing quality
The paper was written in an outstanding manner, with sharp clarity and no grammatical errors.
The paper was written in a competent manner, with good clarity and very few grammatical errors.
The paper was written in a readable manner, with some clarity and several grammatical errors.
The paper was written in a very weak manner, with no any clarity and severe grammatical errors.
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