marketing and management general description of the … · marketing and management general...

MARKETING AND MANAGEMENT

General description of the programme

Qualification awarded Bachelor in Marketing and Management

Level of qualification First

Specific admission

requirements

High school diploma

An interview in Bulgarian

Test in English

Specific arrangements for

recognition of prior (formal,

non-formal and informal)

IUC recognizes periods of study of student transferring from

other universities or colleges. Credits are recognized by a

commission on the basis of the academic transcript provided by

the student.

Qualification requirements

and regulations

None

Profile of the programme Specialty education emphasizes on interdisciplinary and

innovative educational methods, which helps establishing a

beneficial, liberal education environment and encourage

students to be to more creative. Students have the possibility to

study one or two semesters in partner’s universities abroad,

which cooperates with their intercultural competence and

competitive power improvement.

Key learning outcomes 1. Common skills

• Critical analysis and empiric data assessment

• Analytic interpretation of the information and text

• Information description and analysis

• Knowledge application for solving known and new

problems

• Progress in ability to give a well-founded opinion and

conclusion

• Responsibility taking for continuing educational and

professional self-perfection

• Recognition of moral problems, ethic problems and

those connected with working environment safety

• Presentational and communicative skills

• Mathematical and computer skills

• Communication with other people

• Team working skills

• Solving problems skills

• Self-assessment and work analysis skill

• Planning skill and education process management

2. Special skills

• Successful execution of managerial functions –

planning, organizing, motivation and control

• Subject analysis and appraisal : theory, principles and

concepts

• Knowledge of the basic principles, criteria and

functional dependence, necessary for providing a normal job in

different departments

• Skills for organizing and firm activities management

• Consumer needs satisfaction

• Consumer needs and expectations analysis and

developing adequate strategies for satisfying it.

• Problems essence analysis

• Skill for models and characteristics of consumer

demand explanation

• Business environment analysis and assessment

• Defining price politics

• Skill for developing programmes for involving and

keeping the clients

3. Professional skills

• Consumers’ needs identification

• Developing and offering new products according to

consumers’ requirements

• Successful knowledge application and effective

problems solving typical for the process of serving consumers

• Making marketing research

• Different methods and approaches for price-forming

application

• Developing business plans

• Outlining criteria for improving consumer serving

• Stimulating of the innovative firm activity for

satisfaction changes in consumer demand

• Guidance and work dispensation

• Developing systems for human reskources management

– planning, selecting, motivating, training, employees’

rewarding

• Undertaking actions for increasing employees’

productiveness

• Assessment of the individual contribution and defining

individual rewards for employees

Occupational profiles of

graduates with examples

Students graduated at Marketing and Management specialty

can occupy leader positions in different trade, productive, bank,

insurance, markets, consulting, transport, marketing and other

organizations. They can occupy positions as marketing

managers, trade agent, also as an expert in “Human resources”,

“Marketing”, “Distribution”, “PR” departments or as sales

agents. Their practical preparation allows them to start even a

small business in different economic spheres.

Access to further studies Yes

Course structure diagram

with credits (60 per full-time

academic year)

№ Code Module/Subject ECTS

Year One

First semester

Compulsory modules

Module: Economics and business environment 12

ECON101 Economics 9

BUS101 Business environment 3

Module: Marketing and business communications 12

MAR101 Marketing 8

LAN100 Business communications 4

Module: Foreign languages I 6

LAN101 English for business and management 3

LAN102 Second foreign language (English/German/French/Spanish) 3

Total 30

Second semester

Compulsory modules

Module: Research and statistics 12

RES101 Research and statistics 8

COM101 Information technologies 4

Module: Accounting and finance 12

ACC101 Introduction to accounting 6

FIN101 Introduction to finance 6

Module: Foreign languages II 6



Total 30

Summer Internship I

Summer Internship I 6

INT1 Summer Internship I 6

Total 6

Year Two

Third semester

Compulsory modules

Module: Management 12

MAN201 Management 6

MAN202 Human resource management 6

Module: Organisational behaviour 12

BUS102 Intercultural awareness of business 6

MAN203 Organisational behaviour 6

Module: Foreign languages III 6



Total 30

Fourth semester

Compulsory modules

Module: Marketing research and marketing communications 12

MAR201 Marketing research 6

MAR202 Marketing communications 6

Elective modules (1 out of 2)

Module: Entrepreneurship 12

BUS202 Entrepreneurship 5

BUS204 Project management 3

ACC201 Managerial accounting 4

Module: Business planning 12

BUS203 Business planning 5

BUS204 Project management 3

FIN201 Financial planning 4

Compulsory modules

Module: Foreign languages IV 6



Total 30

Summer Internship II

Summer Internship ІІ 6

INT2 Summer Internship ІІ 6

Total 6

Year Three

Fifth semester

Specializing module I 12

Elective discipline 1* 6

Elective discipline 2* 6

Specializing module IІ 12

Elective discipline 1** 6

Elective discipline 2** 6

Compulsory modules

Module: Foreign languages V 6



Total 30

Sixth semester

Module: Strategic Management 10

MAN301 Strategic management 10

Module: Diploma project ** 10

Module: Foreign languages VI 10



Total 30

Total for the 3 years of study 192

Specializing module I

* Students choose 2 out of 4 disciplines:

Consumer behaviour MAR302

International marketing MAR301

Relationship marketing MAR303

Marketing management MAR304

Specializing module IІ

** Students choose 2 out of 4 disciplines:

Leadership MAN305

Managerial competence MAN304

Branding MAR305

E-business BUS302

** Students choose 1 out of 2 variants:

Dissertation DPD

Enterprise project DPE

Examination regulations,

assessment and grading

The key learning outcomes have been assessed during the

module by different methods including: written exams,

assignments, essays, case study, presentations, practical exams,

reports, etc.

The correspondence between education aims and education

methods is an object of constant control by programme

directors, the commission of quality and exams and external

assessment institutions as well.

Graduation requirements All exams from the third years need to be passed.

Mode of study (full-time, par

t-time, e-learning...),

Full-time

Programme director or

equivalent.

Ivelina Yoveva

Description of the individual course units

Course unit title Economics

Course unit code ECON101

Type of course unit

(compulsory, optional)

Compulsory

Level of course unit (e.g. first,

second or third)

First

Year of study (if applicable) First year

Semester/trimester when the

course unit is delivered

First semester

Number of ECTS credits

allocated

9 ECTS

Name of lecturer(s) Ivelina Yoveva

Learning outcomes of the

course unit Graph supply and demand and other curves

Use graphical and math analysis with economic problems

Find market equilibrium

Find consumer equilibrium

Analyze market structures

Find comparative advantage

Calculate GDP

Calculate deflator, CPI

Calculate unemployment rate

Understand macroeconomic analysis

Know the functions of the central bank

Calculate maximum money creation

Mode of delivery (face-to-face,

distance learning)

Face-to-face

Prerequisites and co-requisites None

Recommended optional

programme components

Course contents Production Possibilities Frontier, opportunity Costs

Supply and Demand

Elasticity of Supply and Demand

Consumer Equilibrium

Utility

Market Structures

Gross Domestic Product

Inflation

Unemployment

Aggregate Demand and Supply

Recommended or required

reading

Аxwel, Мerk, 2012, Handbook for being stable during scrisis.

(Аxwel Мerk) “Siela“

Irena Slavova, 2011, Business strategies, planes ,budget.

“Sielа“

Тodor Popov; Теodor Sedlarski, 2012, Institutional

economics: possibilities and unused potential, IU St. Climent

Оhridski

Woren Buffet, 2011, Analysis of financial report. (Мery

Buffet, David Clark) “East-West

Besanko D., (2010), Economics of strategy, John Wiley and

Sons

Campbell McConnell, Stanley Brue, Sean Flynn – 2011,

Economics, Mc Graw Hill

Charles P. Jones – 2009, Investments: Analysis and

Management, Wiley Publishers

Herbert B. Mayo – 2010, Investments: An Introduction,

Cengage Learnoing

Ian Worthington, Chris Britton - 2009 , Business

environment, Pearson

Roger A. Arnold – 2008, Economics, Cengage Learning

William J. Baumol, Alan S. Blinder – 2011, Economics -

Principles and Policy, Cengage Learning,

Zvi Bodie, Alex Kane, Alan J. Marcus – 2011, Investments

and Portfolio Management, McGraw Hill

http://www.imf.org

http://www.wto.org

http://www.oecd.org

http://worldbank.org

http://www.iie.com

http://mkaccdb.eu.int

Planned learning activities and

teaching methods

Lectures 30 hours

Seminars 35 hours

Student Centred Learning 75 hours

Total hours 140 hours

Assessment methods and Coursework 3000 words 50%

criteria Examination 2 hours 50%

Language of instruction Bulgarian

Work placements


Course unit title Business environment

Course unit code

BUS101

Type of course unit


Compulsory

Level of course unit (e.g.

first, second or third)

First




First semester


allocated

3.0 ECTS

Name of lecturer(s)

Ivelina Yoveva


course unit

• Prepare analysis of the business environment of a

business

• Distinguish the different sources of investment for new

businesses

• Understand the different forms of ownership for

business

• Articulate the advantages and disadvantages of the

different forms of ownership

• Know the European sources of funding for businesses

Mode of delivery (face-to-

face, distance learning)

Face-to-face

Prerequisites and co-

requisites

None



Course contents

• Introduction to Business Environment

• Forms of ownership

• Social responsibility of business

• Government policy and regulation regarding business

• Labor force and unions

• Types of investments, European funds

• Banking and insurance system

• Business associations


reading

Аxwel, Мerk, 2012, Handbook for being stable during scrisis.

(Аxwel Мerk) “Siela“

Irena Slavova, 2011, Business strategies, planes ,budget. “Sielа“

Тodor Popov; Теodor Sedlarski, 2012, Institutional economics:

possibilities and unused potential, IU St. Climent Оhridski

Woren Buffet, 2011, Analysis of financial report. (Мery Buffet,

David Clark) “East-West


Sons





Herbert B. Mayo – 2010, Investments: An Introduction, Cengage

Learnoing

Ian Worthington, Chris Britton - 2009 , Business environment,

Pearson


William J. Baumol, Alan S. Blinder – 2011, Economics -

Principles and Policy, Cengage Learning,

Zvi Bodie, Alex Kane, Alan J. Marcus – 2011, Investments and

Portfolio Management, McGraw Hill

http://www.imf.org

http://www.wto.org

http://www.oecd.org

http://worldbank.org

http://www.iie.com

http://mkaccdb.eu.int

Planned learning activities

and teaching methods

Lectures 5 hours

Seminars 20 hours



Assessment methods and

criteria

Coursework 3000 words 100%


Work placements


Course unit title Principles of marketing

Course unit code

HM031

Type of course unit


Compulsory



First




First semester


allocated

5.0 ECTS

Name of lecturer(s) Elena Zheynova


course unit

• Be able to analyse the marketing environment of a

company

• Be able to analyse the strengths and weaknesses of a

company

• Know about the way consumers think and make

decisions

• Be able to identify profitable market segments

• Be able to develop successful consumer products

• Know about the different pricing approaches

• Be able to identify potential distribution channels for

specific products

• Be able to develop a marketing plan for a small

company

• Know about the available options to promote the

product



Face-to-face


requisites

None



Course contents • Introduction to marketing

• Role of marketing in strategic planning

• The marketing environment of the company

• Consumer behaviour

• Business buyer behaviour

• Marketing information system

• Marketing research

• Market segmentation, targeting and positioning

• Product

• Pricing the product

• Distributing the product

• Integrated marketing communications

• Marketing plan

• Relationship marketing


reading

1. Ivanov, St., V. Zhechev(2011) Marketing in hospitality,

Varna: Zangador. 2. Kotler, P., J. Bowen, J. Makens (2010)

Marketing for Hospitality & Tourism. Harlow: Prentice Hall; 3.

Bowie, D., F. Buttle (2003) Hospitality marketing. Oxford:

Butterworth-Heinemann; 4. Morgan, N., A. Pritchard (2003)

Advertising in tourism and leisure. Oxford: Butterworth-

Heinemann; 5. Horner, S., J. Swarbrooke (2005) Leisure

marketing: a global perspective. Oxford: Butterworth-

Heinemann; 6. Middleton, V. T. C., J. Clarke (2005) Marketing

in travel and tourism. Oxford: Butterworth-Heinemann 7.George

Belch and Michael Belch (2011) Advertising and Promotion: An

Integrated Marketing Communications Perspective, McGraw-

Hill/Irwin

8.Terence A. Shimp (2008) Advertising Promotion and Other

Aspects of Integrated Marketing Communications, Cengage

Learning 9.Courtland L. Bovee and John V. Thill (2009)

Business Communication Essentials (4th Edition), Pearson

10.Micael Dahlen, Fredrik Lange and Terry Smith (2009)

Marketing Communications: A Brand Narrative Approach, John

Wiley & Sons 11. Kotler, P.,G. Armstrong (2009) Principles of

Marketing (13th Edition), Pearson 12. Kotler, P., K. Keller

(2011) Marketing Management(14thEdition),PrenticeHall 13.

Blagoev, В. (2003) Мarketing. Sofia: International University



Lectures 20 hours

Seminars 40 hours




criteria

Coursework with PowerPoint presentation 2500 words 40%

Written test during the module 1 hour 25%

Written examination 2 hours 35%


Work placements


Course unit title Business Communications

Course unit code

HM032

Type of course unit


Compulsory



First




First semester


allocated

2.5 ECTS

Name of lecturer(s) Dimitrina Kamenova


course unit

• Apply their knowledge for communication in business

environment

• Be able to lead discussions in working environment

• Be able to present their verbal and nonverbal

communication skills

• Be able to listen and deliver working messages



Face-to-face


requisites

None



Course contents • Essence and significance of business communications

• Skills of listening and talking

• Effective listening and presenting

• Nonverbal communications

• Strategies for written communications. Correspondence

• Distance conversations

• Organization communications

• Business etiquette


reading

1.Аleksieva, S. Business Communications, issued by NBU,

2011.

2.Dimitrova, D., Kostov, K, Kamenova, D. Research of

communicative inspirational techniques. IUC- yearbook, t. V, p.

2., 2012.

3.Kamenova, D. The model: „idea–inspiration–impulse” in

teaching Leadership, in Collection Inovations and interactive

techniques in education, S., 2012, p. 116-124.

4.Kamenova, D. Developing of conflict competence by subject

Business Communication in college educational course,– IUC-

yearbook, t. І, 2008, p. 71-76.

5.Klaton, P. Body language of working environment, Sofia,

2009.

6. Petev, Т., D. Sotirova, H. Panayotov. Communications and

ethics in public administration, S., 2001.

7. Kostov ,K., Dimitrova, D., Kamenova ,D. Bulgarian national-

psychological characteristics and modern methods for

motivation, IUC - yearbook, t. V, p. 2., 2012.

8. Penchev, D., Husein, S., Kamenova, D. Developing saction as

an entrepreneurship method for motivation, IUC- yearbook, t. V,

p. 2., 2012.

9. Raykov, Z.Creative communication, issued by Darmon, 2010.

10. Rizova, М. Business communications, issued by Мartilen,

2009.

11. Silberman, М., Hansburg, F. Smart people – successful in

communications. How to influence people and to solve

problems, issued by Health and happiness, 2010.

12. Locker, K., St. Kaczmarek (2010) Business Communication:

Building Critical Skills, McGraw-Hill/Irwin



Lectures 10 hours

Seminars 15 hours




criteria

Written Examination 1.5 hours 50%

Presentation of a project 50%


Work placements


Course unit title Second Foreign Language

Course unit code

LAN102/202/302

Type of course unit


Compulsory



First

Year of study (if applicable) First, second and third year



All semesters


allocated

3.0 ECTS (I and II year)

5.0 ECTS (III year)

Name of lecturer(s) Miglena Staneva


course unit

• achieve increasing language proficiency to convey

information and express personal views competently and

confidently in the foreign language on a wide range of subject

areas

• synthesize and present both orally and in writing

information drawn from a variety of sources

• develop an increased knowledge and critical awareness

of cultural aspects of the foreign country

• comment in an informed way on culturally specific

issues, drawing comparisons between their home country and

the country of the language studied



Face-to-face


requisites



Course contents Students will practise eliciting and synthesizing information

from a variety of documents in the foreign language, thus

acquiring the language that will enable them to express informed

opinions on a range of topics such as modern lifestyles, urban

living and the environment, attitudes to travel and tourism,

working conditions and career prospects.


reading

French

J.Carter, J.Janetta, Nouvelles Perspectives: Repères. Hodder &

Stoughton 2003

T.Marriott, M. Ribière. Help yourself to essential French

Grammar. Longman 1997

R.Roesch et R.Rolle-Harold, La France au Quotidien. Presse

Universitaire de Grenoble 2001

Dedicated websites.

Spanish

S.C. Gomez, El Punto en Cuestion. Chancerel. 1998

B. Young, M. Cosgrave, E. Green, Exito. Hodder & Stoughton.

1998

P. Turk, M. Zollo, Ahora Mismo. Hodder & Stoughton. 1998

F.J.Huriz, B Harling, En el Mundo Hispanico. Chancerel. 2000

Dedicated websites

German

French

J.Carter, J.Janetta, Nouvelles Perspectives: Repères. Hodder &

Stoughton 2003

T.Marriott, M. Ribière. Help yourself to essential French

Grammar. Longman 1997

R.Roesch et R.Rolle-Harold, La France au Quotidien. Presse

Universitaire de Grenoble 2001

Dedicated websites.

Spanish

S.C. Gomez, El Punto en Cuestion. Chancerel. 1998

B. Young, M. Cosgrave, E. Green, Exito. Hodder & Stoughton.

1998

P. Turk, M. Zollo, Ahora Mismo. Hodder & Stoughton. 1998

F.J.Huriz, B Harling, En el Mundo Hispanico. Chancerel. 2000

Dedicated websites

German

Webster.P, The German Handbook, second edition. CUP 2004

Durrell,M. Using German, a guide to contemporary usage. CUP

1994

McNeill, J., Ram Prasad, J., Williams, S. NEUE AUSSICHTEN:

Etappen. Hodder & Stoughton 2000

Kohl, J., McNeill, J., Williams, S. NEUE AUSSICHTEN: Ziele.

Hodder & Stoughton 2001

Dallapiazza, R.-M., von Jan (et al.), TANGRAM. Deutsch als

Fremdsprache. Lehr- und Arbeitsbuch vol.2A/2B Kurs- und

Arbeitsbuch. Hueber 2000/ January 2002

Dedicated websites.



72 hours of workshops

128 hours of SCL

Assessment methods and Coursework 3000 50%

criteria Examination 2 hours 50%


Work placements


Course unit title Research and Statistics

Course unit code

RES101

Type of course unit


Compulsory



First




Second semester


allocated

8.0 ECTS

Name of lecturer(s) Emil Penchev


course unit

• Apply different methods for collection, organizing and

analysis of information.

• Use the methods for hypotheses testing, types of

statistical relations

• Use the methods for statistical interpretations

• Use software products as Microsoft Excel and SPSS



Face-to-face


requisites

None



Course contents • Research process and methods for information collection

• Types of research methods

• Statistical variation, normal distribution

• Statistical relations

• Hypotheses testing

• Introduction to Microsoft Excel

• Introduction to SPSS


reading

Petrov, V. and oth. Economic statistics: [Student Book]. - V.

Тarnovo : Аbagar, 2010.

Petrov, V. and oth. A statistics handbook - III. issued by. -

Svishtov : Academic issue Tsenov, 2009.

Radilov, D. and oth. Statistics - Varna: Science and economics

UE, 2010.

Staykov, R. and oth. Statistics: Theory and sum. - Varnа: VFU

Chernorizec Hrabar, 2010.

Nikolov, Georgi Nikolov . Statistics : A sum handbook. - Sofia :

University for по insurance and finance, 2010.

Lambova, M. and oth. Statistics - Varnа : Steno, 2008.

Nikolova, N. Statistics : Common theory .- 2. issued by. - Sofia:

Tempo, 2008.

Gatev, K. and oth. Statistics : Statictics methods in emperical

research. - Sofia : Paradigma, 2008.

Tsvetkov, St. Statistics research analysis of the system. - Sofia :

University issue. Economy, 2011.

Hadzhiev, V. and oth. Statistics and econometric software. -

Varna : Science and economics, 2009.

Staykov, R. and oth. Statistics methods in economy and

management. - Varna : VFU. Chernorizets Hrabar, 2008.

Karashtranova, El. Interactive education in possibilities and

statistics. Blagoevgrad : University issue. Neofit Rilski, 2010.

Petrov, V. and oth. Introduction to statistics: - 4. issued by - V.


Huck, S. (2011), Reading Statistics and Research (6th Edition)

Dowdy, Sh., Weardon, St., Chilko, D. (2005) Statistics for

Research

Stanev, St. and oth. Introduction to computer information. -

Shumen : University issue. Bishop Konstantin Preslavski, 2007.

Valova, Ir. Data base: Introduction to SQL. - Rouse : Rouse

University Angel Kanchev, 2009.

Varbanov , R and oth . Business information - Svishtov :

Academic issue Tsenov, 2008.

Аtanasova, Т. Information technologies. - Varna : Steno, 2009.

Information technologies : Word, Escel, PowerPoint. - Rouse

:Rouse University Angel Kanchev, 2009.

Еmilova, P. and oth. Information technologies. - Svishtov :


Romanski, R. and oth. Information technologies in business.. -

Sofia : Scientists union in Bulgaria, 2009.



Lectures 20 hours

Seminars 30 hours




criteria

Written Examination 2 hours 70%



Work placements


Course unit title Information Technologies

Course unit code

COM101

Type of course unit


Compulsory



First




Second semester


allocated

4.0 ECTS

Name of lecturer(s) Ertan Geldiev


course unit

• Know and apply methods for systematical planning,

usage and evaluation of information

• Work out and present their presentations through

different media

• Define operational systems

• Work with MS Office applications



Face-to-face


requisites

None



Course contents • General presentation skills

• Visual means – role, functions and design

• Multimedia in business – role, function and design

• Internet in business – role and functions

• Computer and operational systems

• MS Office applications – Word, Excel, PowerPoint


reading

Petrov, V. and oth. Economic statistics: [Student Book]. - V.


Petrov, V. and oth. A statistics handbook - III. issued by. -

Svishtov : Academic issue Tsenov, 2009.

Radilov, D. and oth. Statistics - Varna: Science and economics

UE, 2010.

Staykov, R. and oth. Statistics: Theory and sum. - Varnа: VFU

Chernorizec Hrabar, 2010.

Nikolov, Georgi Nikolov . Statistics : A sum handbook. - Sofia :

University for по insurance and finance, 2010.

Lambova, M. and oth. Statistics - Varnа : Steno, 2008.

Nikolova, N. Statistics : Common theory .- 2. issued by. - Sofia:

Tempo, 2008.

Gatev, K. and oth. Statistics : Statictics methods in emperical

research. - Sofia : Paradigma, 2008.

Tsvetkov, St. Statistics research analysis of the system. - Sofia :

University issue. Economy, 2011.

Hadzhiev, V. and oth. Statistics and econometric software. -

Varna : Science and economics, 2009.

Staykov, R. and oth. Statistics methods in economy and

management. - Varna : VFU. Chernorizets Hrabar, 2008.

Karashtranova, El. Interactive education in possibilities and

statistics. Blagoevgrad : University issue. Neofit Rilski, 2010.

Petrov, V. and oth. Introduction to statistics: - 4. issued by - V.


Huck, S. (2011), Reading Statistics and Research (6th Edition)

Dowdy, Sh., Weardon, St., Chilko, D. (2005) Statistics for

Research

Stanev, St. and oth. Introduction to computer information. -

Shumen : University issue. Bishop Konstantin Preslavski, 2007.

Valova, Ir. Data base: Introduction to SQL. - Rouse : Rouse

University Angel Kanchev, 2009.

Varbanov , R and oth . Business information - Svishtov :


Аtanasova, Т. Information technologies. - Varna : Steno, 2009.

Information technologies : Word, Escel, PowerPoint. - Rouse

:Rouse University Angel Kanchev, 2009.

Еmilova, P. and oth. Information technologies. - Svishtov :


Romanski, R. and oth. Information technologies in business.. -

Sofia : Scientists union in Bulgaria, 2009.



Lectures 10 hours

Seminars 25 hours




criteria

Written Examination 1.5 hours 50%

Course project 1500 words 50%


Work placements


Course unit title Introduction to Accounting

Course unit code

ACC101

Type of course unit


Compulsory



First




First semester


allocated

6.0 ECTS

Name of lecturer(s) Plamen Petrov


course unit

• Know and apply methods for double-entry accounting

rule

• Work out main financial statements – Balance Sheet,

Income Statement, Cash Flow Statement

• Work out bookkeeping in accounting

• Work out financial result for a given accounting period



Face-to-face


requisites

Economics and Business Environment



Course contents • Introducing the world of accounting

• Accounting in context /accounting as the basis for

business decisions/

• Balance sheet

• Income statement

• Cash flow statement

• Using accounts

• The bookkeeping base of accounting


reading

Nikolova, N (2007) Corporate finance. Siela; 9. Nenkov, D.

(2008) Finance management – hort course. UNWE

Arnold, G. (2007) Essentials of Corporate Financial

Management. London: Financial Times Prentice Hall

Brearley, R., Myers, S. and Marcus, A. (2007) Fundamentals of

Corporate Finance. New York: McGraw Hill

Bozhkov, Vasil, (2010) Managerial accounting : Course book

for professional and economic high / Vasil Bozhkov, Georgi

Iliev, Slavka Petrova . - 7. Sofia : Goreks Pres .

Durin, Stoyan and oth., Managerial accounting school aids /

Stoyan Durin, Daniela Durina . - Sofia : ForKom, 2007 .

Dushanov, Ivan, Common theory in accounting / Ivan

Dushanov . - 4. - Sofia : Romina, 2008 .

Dimitrova, Christina, Economics and business environment.

Financial characteristics : Module Book 4 / Christina Dimitrova .

- Dobrich : Asociation for helping eco and rural tourism, 2008 .

Maslarov, Svetoslav, International finance / Svetoslav Maslarov

. - Sofia : NBU, 2010 .

Мihailov, Dimitar, Financial tools / Dimitar Mihailov . - Sofia :

New Star, 2010 .

Stoimenov, Мilcho, International finance / Milcho Stoimenov .

– 2nd edition. . - Sofia : Advertisement Agency Eyes, 2008 .

Genov G., Todorov G. and oth. (2009) Introduction to

accounting, University issue – UE Varna

Genov G., Todorov G. and oth. (2009)Accounting theory,

University issue – UE - Varna

Genov G., Todorov G and oth. (2008) Collection of sums in

introduction to accounting, University issue – UE - Varna

Yoveva, I., Ivanov, St. „Introduction to accounting and finance -

IUC, 2008

Kasarova, V., Tsonchev, R., Dimitrova, R. „Financial solutions:

research and practice”, NBU, 2009

Liudmila Burdin and oth., 2011, financial accounting,

Petrov, G. and oth. „Corporate Finance”, Тrakia-M, 2007

Тodor Popov; Тeodor Sedlarski, 2012, Institutional economics:

opportunities and unused potential , UI St Kliment Ohridski

Woren Buffet, 2011, Financial account analysis. (Mery Buffet,


Andrew Chisholm – 2009, An Introduction to International

Capital Markets: Products, Strategies ..., Wiley Publishers


Sons





Eugene F. Brigham, Michael C. Ehrhardt - 2010 – Financial

management, Cengage learning

Fabozzi and Modigliani (2008), Capital Markets, Institutions and

Instruments, Prentice Hall


Learning

Robert T. Slee Private Capital Markets: Valuation,

Capitalization, and Transfer of Private .Wiley Publishers

Jae K. Shim, Joel G. Siegel – 2008, Financial management,

Barrons




Lectures 15 hours

Seminars 45 hours




criteria



Work placements


Course unit title Introduction to Finance

Course unit code

FIN101

Type of course unit


Compulsory



First




Second semester


allocated

6.0 ECTS



course unit

• Know and apply methods for evaluating time value of

money

• Manage financially small enterprise by using available

resources in an optimal way

• Define the return on investments in long-term assets

• Define the risk within financial investments

• Be able to apply capital budgeting techniques

• Be able to make basic financial analysis of a company



Face-to-face


requisites




Course contents • Introduction to finance

• The financial system

• Time value of money

• Capital budgeting

• Financial analysis

• Loan amortization

• Long-term financing

• Short-term financing

• Leasing


reading

Nikolova, N (2007) Corporate finance. Siela; 9. Nenkov, D.

(2008) Finance management – hort course. UNWE

Arnold, G. (2007) Essentials of Corporate Financial

Management. London: Financial Times Prentice Hall

Brearley, R., Myers, S. and Marcus, A. (2007) Fundamentals of

Corporate Finance. New York: McGraw Hill

Bozhkov, Vasil, (2010) Managerial accounting : Course book

for professional and economic high / Vasil Bozhkov, Georgi

Iliev, Slavka Petrova . - 7. Sofia : Goreks Pres .

Durin, Stoyan and oth., Managerial accounting school aids /

Stoyan Durin, Daniela Durina . - Sofia : ForKom, 2007 .

Dushanov, Ivan, Common theory in accounting / Ivan

Dushanov . - 4. - Sofia : Romina, 2008 .

Dimitrova, Christina, Economics and business environment.

Financial characteristics : Module Book 4 / Christina Dimitrova .

- Dobrich : Asociation for helping eco and rural tourism, 2008 .

Maslarov, Svetoslav, International finance / Svetoslav Maslarov

. - Sofia : NBU, 2010 .

Мihailov, Dimitar, Financial tools / Dimitar Mihailov . - Sofia :

New Star, 2010 .

Stoimenov, Мilcho, International finance / Milcho Stoimenov .

– 2nd edition. . - Sofia : Advertisement Agency Eyes, 2008 .

Genov G., Todorov G. and oth. (2009) Introduction to

accounting, University issue – UE Varna

Genov G., Todorov G. and oth. (2009)Accounting theory,

University issue – UE - Varna

Genov G., Todorov G and oth. (2008) Collection of sums in

introduction to accounting, University issue – UE - Varna

Yoveva, I., Ivanov, St. „Introduction to accounting and finance -

IUC, 2008

Kasarova, V., Tsonchev, R., Dimitrova, R. „Financial solutions:

research and practice”, NBU, 2009

Liudmila Burdin and oth., 2011, financial accounting,

Petrov, G. and oth. „Corporate Finance”, Тrakia-M, 2007

Тodor Popov; Тeodor Sedlarski, 2012, Institutional economics:

opportunities and unused potential , UI St Kliment Ohridski

Woren Buffet, 2011, Financial account analysis. (Mery Buffet,


Andrew Chisholm – 2009, An Introduction to International

Capital Markets: Products, Strategies ..., Wiley Publishers


Sons





Eugene F. Brigham, Michael C. Ehrhardt - 2010 – Financial

management, Cengage learning

Fabozzi and Modigliani (2008), Capital Markets, Institutions and

Instruments, Prentice Hall


Learning

Robert T. Slee Private Capital Markets: Valuation,

Capitalization, and Transfer of Private .Wiley Publishers

Jae K. Shim, Joel G. Siegel – 2008, Financial management,

Barrons




Lectures 15 hours

Seminars 15 hours




criteria



Work placements


Course unit title Summer internship I

Course unit code

INT1

Type of course unit


Compulsory



First




Second semester


allocated

6.0 ECTS


Viktoriya Gedinach


course unit

• Have had a traineeship for at least 10 weeks

• Have improved their practical skills

• Be more motivated to study



Face-to-face


requisites

Completed all courses from the first year



Course contents • The region where the company is located

• History and location of the company

• Description and categorization of the working place

• Organizational structure of the company, the means of

communication and the company functions in practice

• Standards of performance

• Description of the department where the trainee worked

and the duties he/she performed - analysis and control of the

working process

• The way in which the student was able to put theory in to

practice

• Establishing gaps in the theoretical education

• Personal impressions and recommendation


reading

-



Consultations 30 hours

Student centred learning 370 hours



criteria

Coursework 3000 words 50% written part

50 % defence


Work placements Restaurant/Hotel


Course unit title Management

Course unit code

MAN201

Type of course unit


Compulsory



First

Year of study (if applicable) Second year



First semester


allocated

6.0 ECTS

Name of lecturer(s) Viktoriya Gedinach


course unit

• Set priority managerial goals

• Prepare analysis for the environment

• Formulate business strategies and mechanisms for their

fulfillment

• Be able to prepare an organizational structure of a

company

• Know about different management functions



Face-to-face


requisites

None



Course contents • Business organization elements

• Organizational structure

• Managerial process in business organizations

• Development of managerial thought

• Making decisions within business organizations – models

and methods

• Essence of managerial functions

• Planning

• Organizing

• Directing

• Controlling

• Organization culture


reading

1. Tony Greener, Understanding Organisations –Part I –

2010

2. Ian Pownall Effective Management Decision Making An

Introduction - 2012

3. Mullins, L. J. Management and Organisational

behaviour. Financial Times, current edition

4. Mullins, L. J. Hospitality Management and

Organisational behaviour. Pearson, current edition

5. Robbins, S., D. DeCenzo. Fundamentals of management.

Prentice Hall, current edition

6. Tony Greener, Understanding Organisations –Part II –

2010

7. Tony Greener, Understanding Organisations –Part I –

2010

8. Susan Quinn Management Basics- 2010

9. Svein Arne Jessen Project Leadership – Step by Step:

Part I A Handbook on How to Master Small-and Medium-Sized

Projects- 2010



Lectures 20 hours

Seminars 20 hours





criteria


Course work 1500-2000 words 30%


Work placements


Course unit title Human Resource Management

Course unit code

MAN202

Type of course unit


Compulsory



First




Third semester


allocated

6.0 ECTS



course unit

• Acquire basic knowledge, models and approaches for

human resource management

• Be able to apply technical skills connected with

selection, recruitment, analysis and evaluation of human

resources

• Have participated in a management games and have

skills for proper behaviour within an organisation

• Know about the different factors affecting the

management of human resources in the company

• Be able to prepare a strategy and a programme for

motivation of human resources



Face-to-face


requisites

Economics and Business environment

Introduction to management and tourism

Marketing and Business communications



Course contents • Introduction in human resource management theory

• Strategic human resource management

• Human resource management and the labour market

• Human resource planning

• Recruitment and selection

• Managing equality and diversity

• Learning and development

• Management development

• The employee relationship and employee rights at work

• Establishing the terms and conditions of employment

• Reward and performance management

• Employee participation and involvement

• International HRM


reading

1. Vunova-Narleva, K. (2009), -Human resources

management.

2. Koev, Y., Vunova, K. (2008) - Human resources

management in citizens’ society structure.

3. Nikolova, V., (2008) – Human resources management in

citizens’ society structure.

4. Vasileva, M., Маneva, I., Kamenova, D. (2012) Talents

management as a entrepreneurship strategy, IUC year-book, t. V,

p. 2.

5. Vladimirova, K. (2009) Human resources’ strategic

management.

6. Danailovа, I. (2009) Professional orientation and human

resources effectiveness, issued by Personal Consult.

7. Doraliiski, А. Strategic Management, 2008.

8. Ivanova, S., Kamenova, D. Entrepreneurship methods in

managerial function for human resources’ survival, IUC year-

book t. V, p. 2

9. Kamenova D. (June, 2008). Organisational skills for

consolidation of managerial capacity of citizens’ society

structure. Operative programme „Administrative capacity”.

10. Kostov ,K., Dimitrova, D., Kamenova ,D. Bulgarian

national specialty and actual methods for motivation, IUC year-

book, t. V, p. 2., 2012.

11. Peycheva, M. (2010) HRM, issued by International

management consult.

12. Penchev, D., Husein, S., Kamenova, D. (2012)

Developing sanction in role of entrepreneur method for

motivation, IUC year-book, t. V, p. 2.

13. Popov, G. (2010) Human capital in 21st c., issued by

Personal Consult.

14. Stefanov, N., Keremedchiev, N. (2009) HRM.

Theoretical and practical methods, issued by Personal Consult.

15. Stoycheva, B. Milcheva (2008), Е. issued by Informa

Intelekt.

16. Coleman Patterson Management Briefs Management and

Leadership Theory Made Simple - 2010

17. Susan Quinn, From Reactive to Proactive: High Impact

Strategic HR - 2011

18. Zorlu Senyucel Managing the Human Resource in the

21st century, 2011



Lectures 15 hours

Seminars 35 hours




criteria


Participation in management game 25%

Current assessment 25%


Work placements


Course unit title Intercultural Awareness for Business

Course unit code

BUS102

Type of course unit


Compulsory



First




Second semester


allocated

6.0 ECTS



course unit

• Evaluate and articulate the contribution of intercultural

learning in business and other related areas of their studies

• Analyse and reflect on how cultures differ; identify

cultural values, styles of communication and socio-cultural

behaviour inherent to the target cultures that could clash with

their own culture.

• Apply theoretical approaches to culture to analyse

cultural differences in given work related scenarios

• Evaluate and analyse culture-bound differences on

specific issues such as: power distance, time orientation,

management of uncertainty, gender, individuality, attitudes to

conflict, etc.

• Critically appraise business and personal issues from a

perspective other than their own cultural background to operate

effectively in culturally diverse settings.



Face-to-face


requisites

None



Course contents • Introduction to the academic fields of Intercultural

Studies, Communication Studies and Cultural Studies

• Key principles and theories of Intercultural Studies

• The communication process: Barriers to intercultural

communication

• Beyond linguistic barriers: the hidden dimensions of

culture

• Cultural taxonomies: Edward Hall, Hofstede,

Trompenaars, Bond, Schwartz, Adler, Schein, Kluckhohn &

Strodtbeck

• A critical approach to cultural taxonomies

• European cultural identity and diversity: united in

diversity

• Business etiquette and protocol: Do’s and Don’ts when

conducting business in specific cultures/countries

• Intercultural training: international mobility, culture

shock, acculturation, international assignments and expatriates

• Management of expatriation and repatriation

• Effective strategies for working in multicultural business

environments

• Intercultural analysis of given work related scenarios

• Ethnographic approach


reading

1. Hofstede, G. Organizations and cultures, С., 2008.

2. Martin, Judith N. et al. - Experiencing intercultural

communication – 2008.

3. Martin, Judith N. et al. - Intercultural communication in

contexts – 2007.

4. Hofstede, G., Hofstede, G., M.Minkov Cultures and

Organizations. Software of the mind. 2010 .

5. .Minkov, M. (2013). Cross-cultural analysis; The science

and art of comparing the world's modern societies and their

cultures. Thousand Oaks, CA: Sage.

6. Minkov, M. (2011). Cultural differences in a globalizing

world. Bingley, UK: Emerald



Lectures 15 hours

Seminars 25 hours


Total 90 hours


criteria

-Group presentation and individual reflective report

2000 words 40%

-Written coursework

3000 words 60%


Work placements


Course unit title Organizational Behaviour

Course unit code

MAN203

Type of course unit


Compulsory



First




Third semester


allocated

6.0 ECTS



course unit

• Apply their knowledge for organizational behavior in

class

• Be able to prepare and present their skills in class

• Be able to make difference between individual behavior

and organizational behaviour

• Be bale to work more effectively in groups

• Learn how to manage time

• Know how to manage conflicts in organisations



Face-to-face


requisites

Economics and Business environment

Introduction to management and tourism




Course contents • Organizational behavior as science

• Essence and roots of organizations

• Individual and organizational behavior

• Solving problems and decision making

• Individual human characteristics and people’s labor

behavior

• Personal characteristics. Behavioral theory for the

personality

• Phenomenological and psychoanalytical theories

• Types of organizations and their features

• Communications in organizations

• Organization culture

• Organization alteration and development. Time

management

• Conflict management in organizations

• Negotiations

• Inter-group relations


reading

1. Cameron, Kim S. et al. (2006), Diagnosing and changing

organizational culture.

2. Clegg, Stewart et al. (2009), Managing and organizations

: An introduction to theory and practice.

3. Harvard Business Review for employees’ assessment

( 2007)

4. Ed. by Deborah Price (2009), The principles and practice

of change

5. Skills for delegation– 2008

6. Мaxwell, John (2007) 17 Working in team.

7. Organizational skills for consolidation of managerial

capacity of citizens society’s structures– 2008



Lectures 20 hours

Seminars 20 hours




criteria


Course work 1500 words 50%


Work placements


Course unit title English for Business and Management

Course unit code

LAN101/201/301

Type of course unit


Compulsory



First

Year of study (if applicable) First, second and third year



All semesters


allocated

3.0 ECTS

Name of lecturer(s) Neda Dimitrova, Valentin Genov, Albena Ivanova, Mariyana

Todorova


course unit

• Select and employ the style appropriate to the writing

of abstracts, essays and dissertations.

• Express themselves coherently in writing

• Critically appraise, analyse and evaluate key issues

• Respond to written arguments



Face-to-face


requisites

None



Course contents • Concepts of advanced academic writing including

research methodology, dissertations vs. essay writing

• Grammar: syntax, semantics, phraseology

• Detailed study of samples of academic writing, quality

press articles

• Argumentation techniques

• Summarising, paraphrasing and quoting sources

• Writing a first draft

• Working with, revising and polishing a draft


reading

Required

R R Jordan. Academic Writing Course. Longman. 1999

A Brookes & P Grundy. Writing for Study Purposes. CUP. 2003

I Leki. Academic Writing (second edition). CUP. 1998

M Wallace. Study Skills in English. CUP. 1980

M McCarthy & F O’Dell. English Vocabulary in use Advanced.

CUP. 1987

Recommended

L Hamp-Lyons & B Heasley. Study Writing. CUP. 1987

W R Smalzer. Write to Be Read. CUP 1996

F Grellet. Writing for Advanced Learners of English. CUP.

1996

Reference

Cambridge Advanced Learners Dictionary (New) Paperback

with CD-ROM. 2003



Workshops centred on the development of the writing skills

through teacher and student led seminars. Directed studies:

individual or group work carried out outside class time, with

guidance from tutor. Independent learning: open access and

computer language packages.

Workshops: 72 hrs

Student Centred Learning: 128 hrs

Total: 200hrs


criteria

Coursework 5,000 100%


Work placements


Course unit title Marketing research

Course unit code

MAR201

Type of course unit


Compulsory



First




Third semester


allocated

6.0 ECTS

Name of lecturer(s) Roumyana Konstantinova


course unit

• Be able to use methods for market research, for

collecting information

• Be able to conduct market research

• Prepared a survey questionnaire

• Analyse data with SPSS

• Draw marketing conclusions on the basis of gathered

information



Face-to-face


requisites

Economics and business environment

Marketing and business communications

Research and statistics



Course contents • Introduction in Marketing Research

• Methods for collecting information

• Questionnaire design

• Methods for analyzing information

• Use of SPSS for analysis

• Methods for conducting research

• Types of marketing researches

• Decision making based on the marketing researches


reading

Dakov, Ivan. (2007) Marketing research. Sofia: University Issue

Technical University;

Naresh, Malhotra and others (2006) Marketing research. An

applied approach. Prentice Hall, updated second edition;

Schmidt, Marcus and others (2006) Marketing research. An

international approach. Prentice Hall;

Saunders, Mark & others, (2009) Research Methods for

Business Students. Prentice Hall 4th edition

Fill C., 2008, Marketing Communications, Elsevier Science

Georgson, Keller, Strategic Brand Management, Pearson

Education Ltd, 2008

James Hammond – 2011, Branding Your Business, Kogan Page

Philip Kotler, Waldemar Pfoertsch – 2010, Ingredient Branding:

Making the Invisible Visible, Springer

Kotler, Ph., Kartajaya, H., Setiawan, I., (2010), Marketing 3.0-

Values Driven Marketing, Wiley Publishers

Liping A. Cai, William C. Gartner, Ana María Munar – 2009,

Tourism Branding: Communities in Action, Еmerald Publishing

Michael C. Sturman, Jack B. Corgel, Rohit Verma – 2011, The

Cornell School of Hotel Administration on Hospitality: Cutting

Edge ..., Wiley Publishers

Micaela Wendell – 2011, The Branding, Bell Bridge Books

Micael Dahlén, Fredrik Lange, Terry Smith – 2010, Marketing

Communications: A Brand Narrative Approach, Wiley

Punlishers

Pelsmacker P., 2010, Marketing Communications: A European

Perspective, Pearson Education

Lovelock C., Services Marketing: People, Technology, Strategy,

Pearson/Prentice Hall, 2007



Lectures 10 hours

Seminars 30 hours




criteria

Course Project 3000 words 100%


Work placements


Course unit title Marketing communications

Course unit code

MAR202

Type of course unit


Compulsory



First




Third semester


allocated

6.0 ECTS



course unit

• Acquire basic knowledge, principles and approaches to

marketing communications

• Be able to analyze and make difference between the

elements of marketing communications

• Be able to integrate marketing communications

elements

• Be able to analyze the influence of marketing

communications on sales

• Be able to prepare a marketing communications

campaign



Face-to-face


requisites


Management




Course contents • Introduction in marketing communications

• Advertising

• Public relations

• Personal selling

• Direct marketing

• Integrated marketing communications

• Influence of marketing communications on sales

• Marketing communications budgeting

• Marketing communications campaign

• Marketing communications and the Internet


reading

Dakov, Ivan. (2007) Marketing research. Sofia: University Issue

Technical University;

Naresh, Malhotra and others (2006) Marketing research. An

applied approach. Prentice Hall, updated second edition;

Schmidt, Marcus and others (2006) Marketing research. An

international approach. Prentice Hall;

Saunders, Mark & others, (2009) Research Methods for

Business Students. Prentice Hall 4th edition

Fill C., 2008, Marketing Communications, Elsevier Science


Education Ltd, 2008












Micael Dahlén, Fredrik Lange, Terry Smith – 2010, Marketing

Communications: A Brand Narrative Approach, Wiley

Punlishers

Pelsmacker P., 2010, Marketing Communications: A European

Perspective, Pearson Education

Lovelock C., Services Marketing: People, Technology, Strategy,

Pearson/Prentice Hall, 2007



Lectures 15 hours

Seminars 35 hours




criteria


Course Project 2000-2500 words 50%


Work placements


Course unit title Entrepreneurship

Course unit code

BUS202

Type of course unit


Optional



First




Fourth semester


allocated

5.0 ECTS



course unit

• Write a business plan

• Defend a business plan

• Know how to start their own business

• Know where to seek funding

• Use the Chicago Method to calculate company value

• Know the pitfalls of business creation



Face-to-face


requisites



Management

Human resource management and organisational behaviour

Marketing communications and marketing research



Course contents • Introduction. What is Entrepreneurship? Brief history.

• Creative Destruction-Joseph Schumpeter revisited. The

role of entrepreneurs in society’s economic development.

• The Entrepreneurial Life.

• Opportunity Recognition and Selection. Methods of

entrepreneurial analysis.

• Entrepreneurial strategies. Traditional and modern.

• Competitive advantage.

• Forms of entrepreneurship: starting a business, obtaining

somebody else’s business, team entrepreneurship,

entrepreneurial corporate management.

• Managing People.

• Social responsibility and entrepreneurial culture.

Entrepreneurial culture in Bulgaria.

• Lifecycle of an enterprise.

• Financing options and analysis. Venture Capital.

• Components of a business plan.


reading

Aydogan N (2009) Innovation Policies, Business Creation, and

Economic Development (International Studies in

Entrepreneurship) Springer

Barringer, B and Ireland (2008) Entrepreneurship ; successfully

launching new ventures 2nd Edition Pearson International

Edition

Drucker. Peter (2007) Management Challenges in the 21st

Century 2nd Edition Butterworth-Heinemann

Kuratko, Donald F. (2008) Entrepreneurship: Theory, Process

and Practice, 8th edition South Western Educational Publishing

Prahalad, C.K. and Krishnan, M.S. (2008) The New Age of

Innovation: Driving Cocreated Value Through Global Networks

MaGraw-Hill Professional

Tidd, J and Bessant J. (2009) Managing Innovation: Integrating

Technological, Market and Organizational Change 4th Edition

John Wiley & Sons

Trott, P (2008) Innovation Management and New Product

Development 4th edition Prentice Hall

Lazarov, Georgi, Introduction to entrepreneurship or practice

in real business / Georgi Lazarov . - Sofia : Galik, 2009 .

Lindner, Johannes and oth., Entrepreneurship and management

II / Johannes Lindner and oth . - Sofia : Dionis, 2008 .


III / Johannes Lindner . - Sofia : Dionis, 2009 .



Lectures 15 hours

Seminars 15 hours





criteria

Coursework-business plan with PowerPoint presentation and

defense 4000 words 100%


Work placements


Course unit title Project management

Course unit code

BUS204

Type of course unit


Compulsory



First




Fourth semester


allocated

3.0 ECTS



course unit

• Selection of business project

• Evaluation of the new product or service

• Analysis of the business environment

• Analysis of the available resources

• Analysis of the institutions

• Creating a project plan. Operational project plans.

• Managing the project

• Closing the project



Face-to-face


requisites



Management



Course contents • Define the characteristics of a project

• Roles and responsibilities of project team members

• Statement of work

• Work breakdown structure

• Task-flow network

• Gantt charts


reading






Edition










John Wiley & Sons











Seminars 15 hours





criteria

Coursework (preparation of a project for EU programmes) 2000

words 100%


Work placements


Course unit title Managerial Accounting

Course unit code

ACC201

Type of course unit


Optional



First




Fourth semester


allocated

4.0 ECTS



course unit

• Be able to define and apply knowledge regarding

variable and fixed costs

• Be able to prepare budget financial statements

• Be able to prepare schedule for CGM and CGS

• Be able to define Break even quantities



Face-to-face


requisites

Accounting and Finance



Course contents • Introduction in Managerial Accounting

• Fixed and Variable Costs

• Budgeting and main financial statements

• Schedule for CGM

• Schedule for CGS

• Break even analysis quantities


reading






Edition










John Wiley & Sons











Lectures and seminars 25 hours




criteria



Work placements


Course unit title Business Planning

Course unit code

BUS203

Type of course unit


Optional



First




Fourth semester


allocated

5.0 ECTS

Name of lecturer(s) Robert Stevenson


course unit

• Write a business plan

• Defend a business plan

• Know how to start their own business

• Know where to seek funding

• Know the pitfalls of business planning



Face-to-face


requisites



Management

Human resource management and organisational behaviour




Course contents • Analysis of the external environment

• Analysis of the internal environment

• SWOT analysis and confrontation matrix

• Setting goals and objectives

• Strategies

• Marketing plan

• Financial plan

• Human resource plan

• Operations plan

• Control


reading

Economics of strategy : International student version / David

Besanko et al . - 5. ed. . - Hoboken, NJ : John Wiley and Sons,

2010 .

Johnson, Gerry et al., Exploring corporate strategy / Gerry

Johnson, Kevan Scholes, Richard Whittington . - 8. ed. . -

Harlow et al. : FT Prentice Hall, 2008 .

Davidkov, Tsvetan, Values of enrichment: Contractors in

Bulgaria in the period 1991-2004 / Tsvetan Davidkov . - Sofia :

University issiue St. Climent Ohridski, 2010 .

Lazarov, Georgi, (2009) Introduction to entrepreneurship or

practice of real business Sofia .


2 / Johannes Lindner and oth . - Sofia : Dionis, 2008 .

Lindner, Johannes and oth., Entrepreneurship and

management3 / Johannes Lindner and oth . - Sofia : Dionis, 2009

Мarinov, Georgi, Economics and competitive power of

entrepreneurship activity : Тheoretical and applied aspects /

Georgi Мarinov, Mladen Velev, Оlga Geraskova . - Sofia :

Entrepreneurship and Management Institute and oth., 2008 .

Commercial Law



Lectures 15 hours

Seminars 15 hours





criteria

Coursework-business plan with PowerPoint presentation and

defence 4000 words 100%


Work placements


Course unit title Financial Planning

Course unit code

FIN201

Type of course unit


Optional



First




Fourth semester


allocated

4.0 ECTS

Name of lecturer(s)


course unit

• The challenges that face a financial planner

• Financial risk management

• Select from among the various financial instruments,

those most appropriate for a personal financial portfolio for

clients at differing stages in their life cycle;

• Show how insurance strategies contain portfolio risks.

• Explain the differences between various asset classes;

• Describe the regulatory framework under for financial

planners and the impact of tax systems



Face-to-face


requisites


Accounting and Finance



Course contents • Pensions

• Retirement accounts

• Insurance

• Investments

• Options (Real and Financial)

• Different Financial Instruments

• Portfolio Optimization


reading

Economics of strategy : International student version / David

Besanko et al . - 5. ed. . - Hoboken, NJ : John Wiley and Sons,

2010 .

Johnson, Gerry et al., Exploring corporate strategy / Gerry

Johnson, Kevan Scholes, Richard Whittington . - 8. ed. . -

Harlow et al. : FT Prentice Hall, 2008 .

Davidkov, Tsvetan, Values of enrichment: Entrepreneurs in

Bulgaria in the period 1991-2004 / Tsvetan Davidkov . - Sofia :

University Issue. St. Kliment Ohridski, 2010 .

Lazarov, Georgi, (2009) Introduction to entrepreneurship or

practice in real business Sofia .




III / Johannes Lindner and oth . - Sofia : Dionis, 2009 .



Lectures and seminars 25 hours




criteria



Work placements


Course unit title Summer internship II

Course unit code

INT2

Type of course unit


Compulsory



First




Fourth semester


allocated

6.0 ECTS


Viktoriya Gedinach


course unit

• Have had a traineeship for at least 10 weeks

• Have improved their practical skills

• Be more motivated to study



Face-to-face


requisites

Completed all courses from the first and second year



Course contents • Analysis of the macro environment

• Analysis of the hospitality industry

• History, location and mission of the company

• Analysis of the company’s microenvironment

• Internal environment of the company

• SWOT analysis

• Departments where the trainee worked and the duties

he/she performed

• The way in which the student was able to put theory into

practice

• Establishing gaps in the theoretical education;

• Recommendation


reading

-




Student centred learning 370 hours



criteria

Coursework 3000 words 50% written part

50 % defense


Work placements Hotel/Restaurant


Course unit title Consumer behaviour

Course unit code

MAR302

Type of course unit


Optional



First

Year of study (if applicable) Third year



Fifth semester


allocated

6.0 ECTS

Name of lecturer(s)


course unit

• Define the nature, main characteristics and types of

consumer behavior

• Apply their knowledge for researching consumer

behavior

• Use different techniques and methods for researching

consumer behavior

• Define which factors influence certain consumer

behavior



Face-to-face


requisites

Marketing research and Marketing communication




Course contents • Introduction in the theory of Consumer Behaviour

• Market conditions for development

• Models of consumer behaviour

• Consumer researches – motives for purchase

• Types of consumers

• Market equilibrium and consumer behaviour

• Process of purchase decision making

• Factors influencing the consumer behaviour


reading

Pascale Quester et al . (2008) Consumer behavior: Implications

for marketing strategy. 5. ed. McGraw-Hill / Irwin

Solomon and Solomon (2011) Consumer behavior. 9th edition.

Pearson.

Аvramov, Velko Dimitrov. Consumer behavior - II . - Sofia :

University issue Economy, 2006.

Solomon, М. (2007) Consumer behaviour. Sofia: East-West



Lectures 15 hours

Seminars 25 hours

PBL/CBL 10 hours




criteria

Examination 1.5 hours 100%


Work placements


Course unit title International Marketing

Course unit code

MAR301

Type of course unit


Optional



First




Fifth semester


allocated

6.0 ECTS

Name of lecturer(s) Elena Zheynova


course unit

• Identify sources of information, methods of collection

and analysis suitable for international and global marketing.

• Compare and contrast international and global business

environments.

• Evaluate different international and global marketing

strategies , planning and implementation.

• Use the tools of analysis and decision-making in the

preparation of marketing plans to real-world settings.

• Construct a convincing and comprehensive strategic

marketing plan with accompanying costs and schedules.

• Identify and analyse ethical and environmental factors

relating to international and global marketing.



Face-to-face


requisites

Principles of Marketing

Business Environment

Economics

Marketing Research

Marketing Communication



Course contents

• Marketing planning for international markets

• International marketing research

• The international business environment

• Analysis and decision making tools used in international

marketing

• Market assessment and selection

• International marketing strategies

• International market entry methods

• International marketing mix

• Adaption vs standardisation mixes

• World Bank, International Monetary Fund, World Trade

Organisation

• Ethical, environmental issues

• Corporate Social responsibility


reading

Hollensen, S. (2009), Global Marketing – a decision oriented,

3rd edition, Prentice Hall

Ghauri, P and Cateora, P (2006) International Marketing. 2nd

ed., McGraw-Hill: Maidenhead.

Hackley, C (2009) Marketing: A Critical Introduction. SAGE.

Solomon, M (2008) Consumer Behaviour, 8th ed. FT-Prentice

Hall

Philip Cateora, Mary Gilly and John Graham (2010)

International Marketing, New York McGraw-Hill/Irwin

Warren J. Keegan and Mark Green (2010) Global Marketing, 6th

Edition, Prentice Hall

Daniel W. Baack, Eric G. Harris and Donald Baack (2012)

International Marketing, Sage Pubns



Lecture 20 hrs

Consultations 5 hrs

Seminars 10 hrs

PBL/CBL 10 hrs

Student Centred Learning 55 hrs

Total 100hrs


criteria

Assignment 3000 words 50%

Examination 3hours 50%


Work placements


Course unit title Relationship marketing

Course unit code

MAR303

Type of course unit


Compulsory



First




Fifth semester


allocated

6.0 ECTS



course unit

• Assess the concepts of relationship marketing, direct

and database marketing on Internet

• Learn the influence of Internet on customer

relationships

• Learn the stages and techniques to support the dialogue

with customers

• Methods of acquiring and retaining customers in the

context of Internet marketing



Face-to-face


requisites


Marketing communications and Marketing research



Course contents • Push and pull approach in Internet

• Customer lifecycle

• Customer acquisition

• Customer retaining

• Customer loyalty

• Permission marketing


reading

Еvgeni Stanimirov, 2010, Customer relationship management,

Science and economy

Lina Atanasova, 2008, Relationship marketing – concept

indroduction and practice, 2008, Ekspres

Evert Gummesson – 2012, Total Relationship Marketing,

Butterworth Heinemann


Education Ltd, 2008








Mark Godson, 2009, Relationship marketing, Oxford Univ. Press





Steve Baron, Tony Conway, Gary Warnaby – 2010, Relationship

Marketing: A Consumer Experience Approach, Sage

Publications

Tracy Harwood, Tony Garry - 2008 - Relationship marketing:

perspectives, dimensions and contexts, Mc Graw Hill Education



Lectures 25 hours




criteria



Work placements


Course unit title Marketing Management

Course unit code

MAR304

Type of course unit


Optional



First




Fifth semester


allocated

6.0 ECTS

Name of lecturer(s) Roumyana Konstantinova


course unit

Receiving knowledge for operative and strategic marketing

planning, marketing management, gaining skills for

competition analyzing for developing competitive strategies.



Face-to-face


requisites

Marketing

Management

Marketing Communications



Course contents Marketing and marketing concept

Marketing management of 21st C.

Total quality management and constant quality improvement

Effective marketing management process

Environment for marketing solutions

Consumer analyzing

Competition analyzing

Competitive strategies

Strategic marketing planning

Operative marketing planning

Strategies implement

Valuation and control


reading

1. Kothler, Philip (2007) Kothler for marketing Sofia:

Klasika and stil;

2. Kothler, Philip, Fernando Trias de Bes (2007) Lateral

marketing : new techniques for non-stardart ideasSofia: Locus;

3. Kothler, Philip, (2010) Мerketing 3.0 Sofia: Locus;

4. Kevin Lane Keller (2006). Marketing Management, 12th

ed.. Pearson Prentice Hall.

5. Kothler, Philip, John Kaslione (2009) Haotika.

Management and marketing. Sofia: Locus;

6. Porter, Мichael (2004) Competitive privilege of nations.

Sofia: Clasics and style.

7. Hooley, G.J., Sounders, J.A., Piercy, N.F. (2004),

Marketing Strategy and Competitive Positioning, 3rd Ed,

Prentice Hall, Harlow

8. Keller, Kevin Lane: Strategic Brand Management, 3rd

edition, Upper Saddle River, NJ: Prentice-Hall 2008.



Lectures 15 hours


Seminars 10 hours

PBL/CBL 10 hours




criteria

Presentation of a project 100%


Work placements


Course unit title Leadership

Course unit code

MAN305

Type of course unit


Optional



First




Fifth semester


allocated

6.0 ECTS



course unit


leadership

• Be able to identify and distinguish between different

leadership styles

• Be able to understand and develop leadership behavior

• Know how to apply different leadership techniques in

business

• Be able to prepare and coordinate a project, predict or

predetermine work situational factors



Face-to-face


requisites

Management

Human Resource Management and Organisational Behaviour



Course contents • Introduction to Leadership

• Power and Influence

• Leadership Styles

• Leadership Traits

• Contingency, Path-goal and Attribution theory

• Vroom and Yetton model

• Situational Factors


reading

1. Abrashoff, D. Michael (2008)- It's Our Ship : The No-

Nonsense Guide to Leadership.

2. Quinne et al. (2010), Becoming a master manager: A

competency framework.

3. Iliev, Ts. (2009), Leadership and team management, issued by

Personal Konsult.

4. Kamenova, D. The method (2012, с. 116-124) „Idea–

inspiration–impulse” in Leadership teaching and handbook,

Inovations and interactive technologies in education, S.,.

5. Kamenova, D. (2012) How to become a leader? The three

fundamental changes. A handbook for self-study, issued by

NILEKTA – PRINT.

6. Smolud N. Ulricht D. (2009). Leadership as a brand. Sofia:

Damyan Yakov

7.Vasilev, M., Мaneva, I., Kamenova, D. (2012) Talents

management as entrepreneurship strategy, IUC year-book, t. V,

p. 2.

8. Ivanova, S., Kamenova, D. (2012), Entrepreneurship methods

in managerial function for human resources’ assessment, IUC-

tear-book, t. V, p. 2.

9. Kamenov, K. (2012), I want to became an entrepreneur. Seven

most important skills. A handbook for self-study, issued by

NILEKTA – PRINT.

10. Kamenova, D. (2011), Conflict-logical manager’s

competence, issued by IUC- Albena.

11. Kamenova, D., (2008) Organisational behaviour. A

handbook for self-study part I, issued by STENO VARNA.



Lectures 30 hours

Seminars 15 hours





criteria


Course Project 2000-2500 words 50%


Work placements


Course unit title Managerial Competency

Course unit code

MAN304

Type of course unit


Optional



First




Fifth semester


allocated

6.0 ECTS



course unit


managerial competency

• Be able to identify and analyze the core managerial

competencies

• Be able to understand self as a manager and others as

employees

• Be able to use participative decision making and

manage conflict

• Be able to prepare and coordinate a project, design

work and manage across functions



Face-to-face


requisites

Management

Human Resource Management and Organisational Behaviour



Course contents • Introduction to Managerial Competency

• The Mentor and the Facilitator Roles

• The Monitor and Coordinator Roles

• The Director and Producer Roles

• The Broker and Innovator Roles

• Integration and the road to Mastery


reading

1. Abrashoff, D. Michael (2008)- It's Our Ship : The No-

Nonsense Guide to Leadership.

2. Quinne et al. (2010), Becoming a master manager: A

competency framework.

3. Iliev, Ts. (2009), Leadership and team management, issued by

Personal Konsult.

4. Kamenova, D. The method (2012, с. 116-124) „Idea–

inspiration–impulse” in Leadership teaching and handbook,

Inovations and interactive technologies in education, S.,.

5. Kamenova, D. (2012) How to become a leader? The three

fundamental changes. A handbook for self-study, issued by

NILEKTA – PRINT.

6. Smolud N. Ulricht D. (2009). Leadership as a brand. Sofia:

Damyan Yakov

7.Vasilev, M., Мaneva, I., Kamenova, D. (2012) Talents

management as entrepreneurship strategy, IUC year-book, t. V,

p. 2.

8. Ivanova, S., Kamenova, D. (2012), Entrepreneurship methods

in managerial function for human resources’ assessment, IUC-

tear-book, t. V, p. 2.

9. Kamenov, K. (2012), I want to became an entrepreneur. Seven

most important skills. A handbook for self-study, issued by

NILEKTA – PRINT.

10. Kamenova, D. (2011), Conflict-logical manager’s

competence, issued by IUC- Albena.

11. Kamenova, D., (2008) Organisational behaviour. A

handbook for self-study part I, issued by STENO VARNA.



Seminars 15 hours





criteria

Coursework and participation in managerial game 3000 words

100%


Work placements


Course unit title Branding

Course unit code

MAR305

Type of course unit


Optional



First




Fifth semester


allocated

6.0 ECTS



course unit

• Define the nature and main features of intangibles and

brands

• Apply their knowledge for how to build brand portfolio

out of branded items

• Use different techniques and methods for brand

management

• Define which factors influence on brand success and

failure



Face-to-face


requisites

Marketing research and Marketing communication




Course contents • The nature of brand

• The choice for a brand strategy

• Analysis of the branded item

• The routes for brand development

• The brand name as central pivot

• The role of design in brand development

• The role of advertising and the Internet

• From branded item to brand portfolio

• Capitalization on a successful brand

• The value of a brand for the organization


reading

1. Bainbridge D. (2006), Intellectual Property, Pearson

Education;

2. Sarakinov, G. (2008) Copyright management, Sibi;

3. Sarakinov, G. (2008) Patent law in Bulgaria, Sibi; 4.

4. Ilarionov, P. (2008) How to defense: Useful methods, Ciela.

5. Alina Wheeler (2009) Designing Brand Identity: An Essential

Guide for the Whole Branding Team

6. Maria Ross (2010) Branding Basics for Small Business: How

to Create an Irresistible Brand on Any Budget

7. John Morgan (2011) Brand Against the Machine: How to

Build Your Brand, Cut Through the Marketing Noise, and Stand

Out from the Competition

8. Kevin Lane Keller, Tony Aperia, Mats Georgson (2008),

Strategic brand management, FT Prentice Hall

9. Mila Behar ;Liuboslava Ruseva ; Katya Naydenova (2009),

Superbrands, Vip Мediа ООД

10. Liuboslava Ruseva ;Katya Naydenova;. Mila Behar (2009),

Superbrands Responsible, Vip Мedia ООД

11. Stanislav Ivanov, Vladimir Zhechev (2011) Marketing in

hospitality. Varna: Zangador

12. David A. Aaker – 2011, Building Strong Brands, Free

Press

13. David A. Aaker – 2011, Brand Relevance: Making

Competitors Irrelevant, Wiley Publishers

14. David Vinjamuri - 2008 - Accidental Branding: How

Ordinary People Build Extraordinary Brands, Wiley Publishers

15. David Bowie, Francis Buttle – 2012, Hospitality

Marketing, CRC

16. Georgson, Keller, Strategic Brand Management, Pearson

Education Ltd, 2008

17. James Hammond – 2011, Branding Your Business,

Kogan Page

18. Philip Kotler, Waldemar Pfoertsch – 2010, Ingredient

Branding: Making the Invisible Visible, Springer

19. Kotler, Ph., Kartajaya, H., Setiawan, I., (2010),

Marketing 3.0-Values Driven Marketing, Wiley Publishers

20. Liping A. Cai, William C. Gartner, Ana María Munar –

2009, Tourism Branding: Communities in Action, Еmerald

Publishing

21. Michael C. Sturman, Jack B. Corgel, Rohit Verma –

2011, The Cornell School of Hotel Administration on

Hospitality: Cutting Edge ..., Wiley Publishers

22. Micaela Wendell – 2011, The Branding, Bell Bridge

Books

23. Lovelock C., Services Marketing: People, Technology,

Strategy, Pearson/Prentice Hall, 2007

24. Matthew Healey - 2008 , What is Branding, Roto Vision

Sa

25. Rita Clifton, Sameena Ahmad – 2009, Brands and

Branding, Wiley Publishers

26. Robert D. Reid, David C. Bojanic – 2009, Hospitality

Marketing Management, Wiley Publishers

27. Dinnie, K. (2008) Nation Branding Concepts, Issues, and

Practice.

28. London: Butterworth - Heinemann.

29. Anholt, S. (2007) Competitive identity: the new brand

management for nations, cities and regions. - Houndmills:

Palgrave Macmillan. - xiii, 134 p. (B-R 352)

30. Journal of Integrated Marketing Communications

31. Journal of Marketing



Learning 15 hours

Seminars 25 hours

PBL/CBL 10 hours




criteria

Examination 1.5 hours 50%

Coursework 50%


Work placements


Course unit title E-business

Course unit code

BUS302

Type of course unit


Optional



First




Fifth semester


allocated

6.0 ECTS

Name of lecturer(s) Dimitar Dimitrakiev


course unit

• Identify different e-business models

• Be able to select the proper e-business model for their

company

• Have developed an e-marketing strategy for a company

• Know how to use different reservation systems

• Identify the role of Internet on hotel’s marketing and

management



Face-to-face


requisites

Management





Course contents • Introduction to e-commerce

• Evolution of e-business

• Consumer behaviour and Internet

• Internet technologies

• E-marketing and e-branding

• Internet as a communication channel

• Internet and the corporate strategies

• Internet-based business models

• Customer relationship management and the Internet


reading

Charlene Davis (2009) Design and Launch an Online Travel

Business in a Week, Entrepreneur Press

Robert Pfister and Patrick Tierney (2008) Recreation, Event, and

Tourism Business with Web

Resources: Start-Up and Sustainable Operations

Dave Chaffey (2011) E-Business and E-Commerce

Management: Strategy, Implementation and Practice (4th

Edition), Prentice Hall

Lynie Arden (2009) Start Your Own E-Business, 2nd Edition,

Entrepreneur Press Dave Chaffey (2011) E-Business and E-

Commerce Management: Strategy, Implementation and Practice

(5th Edition), Financial Times/ Prentice Hall

Kenneth Laudon and Carol Guercio Traver (2010) E-Commerce

2011 (7th Edition) (Pearson Custom Business Resources)



Lectures 15 hours

Seminars 15 hours

PBL/CBL 10 hours




criteria

Written assignment with PowerPoint presentation 3000 words

100%


Work placements


Course unit title Dissertation

Course unit code

DPD

Type of course unit


Compulsory



First




Fifth and Sixth semester


allocated

10.0 ECTS

Name of lecturer(s)


course unit

1. Critically discuss the nature, types and processes of

academic research;

2. Implement all stages of the research process and

demonstrate awareness of the pitfalls in research designing;

3. Discuss how original contributions to knowledge are

progressed;

4. Demonstrate expertise in the area researched;

5. Demonstrate enhanced approaches and skills in critical

analysis, synthesis and evaluation;

6. Work independently in designing and executing a

research project.



Face-to-face


requisites

Completed all modules from previous 5 semesters



Course contents

Specific research topic.


reading

Bell, J. (11993) Doing Your Research Project, Open University

Press.

Black, T.R. (1993) Evaluating Social Science Research, Sage.

Schutt, R.K. (1995) Investigating the Social World, Pine Forge.



Supervisory meetings > 3 hours

(on-going supervision is given to each individual student by an

appointed supervisor, specific to the dissertation research topic

and research method(s) in question; students are given a

dissertation handbook and required to attend a minimum number

of tutorials with their supervisor).

SCL < 300 hours.

Assessment methods and One written thesis 12-14000 words 100%

criteria


Work placements


Course unit title Enterprise project

Course unit code

DPE

Type of course unit


Compulsory



First




Fifth and Sixth semester


allocated

10.0 ECTS

Name of lecturer(s)


course unit

• Evaluate a market and cost and plan the production or

delivery of a good or service;

• Research the demand for the good or service through a

thorough market study;

• Consider innovation protection and other legal aspects

of the enterprise process;

• Construct a business plan; establish a location for

development and locate finance for the enterprise;

• Demonstrate expertise in the area researched;

• Independently determine and evaluate sources of help,

and discuss the enterprise with support agencies



Face-to-face


requisites

All compulsory Level 2 modules



Course contents

Specific research topic


reading

Required Reading

Barrow, C, Burke, G, Molian, D, Brown, R. (2005) Enterprise

Development. Thompson Learning.

Bridge, S, O’Neill, K, Cromie, S. (2003) Understanding

Enterprise, Entrepreneurship and Small Business, (2nd edition),

Palgrave MacMillan.

Wickham, PA, (2004) Strategic Entrepreneurship. (3rd

edition), Financial Times/Prentice Hall.

Recommended Reading

Barrow, C. (2006) The Complete Small Business Guide. (8th

edition) Capstone

Burns, P (2006). Entrepreneurship and Small Business. (2nd

edition) MacMillan

Williams, S. (2009) Business Start-up, (21st edition,),

Financial Times/Prentice Hall



Workshops 12 hours

Tutorials 5 hours

Student-centred learning 383 hours


criteria

Enterprise Project 13,000 words 100%


Work placements

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