University of Texas at Dallas

School of Management
Course Description and Syllabus for
BA 3372 – 501 - Export Market Development

Spring 2005 - Thursdays

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

Phone: 972 883 4799

Email: WebCT for the course

Office Location & Time: By appointment

Required Textbook: Mastering Global Markets – Strategies for Today’s Trade Globalist
(Thomson Southwestern, 2004) by Michael Czinkota, Ilkka Ronkainen and Bob Donath

Instructor - Profile:

Represented the State of Alberta, Canada in the Republic of India, in the area of
promoting Trade and Investments, for three years. Worked on joint ventures, finding
agents, distributors, investment, and other areas of international trade. Work experience
in Canada, India and U.S.A. Managed large budgets and workforces for various
government agencies, for over 20 years. Currently, Board Member of the Greater Dallas
Indo-American Chamber of Commerce, member of the World Affairs Council, member of
the American Institute of Certified Planners and member of the Texas Board of
Professional Engineers. In addition to U.T.D, taught at the Texas Wesleyan University in
Fort Worth, Texas and in Canada. Currently working as an Executive with the City of
Dallas, Texas. After mid-January, will be working as the Associate Director of the
Institute for Decision and Risk Management Analysis at UTD. Has completed the
Executive Development Program and M.B.A. from the University of Calgary, Canada,
and a BSc. (Hons) from University of Waterloo, Canada.

Course Objective:

Exports are becoming more important for goods and services providers. International
trade has grown steadily since WWII and with globalization of many large economies,
the pace of growth has picked up. This course will address trade in the entry mode only.
We will focusing on foreign markets, trading blocks and uniqueness of the markets.
Distribution channels, logistics, pricing, international finance and trade barriers will be
studied. The text book will form the basis of our work. In addition to that there will be
other sources referred to and discussed that will be integral part of the course. Internet
use will be encouraged.

Supplemental Reading
On the WebCT, I will post an excerpt from Entry Strategies for International Markets,
Franklin R. Root (Jossey-Bass/Wiley, 1994) to accompany text chap 9; and, a partial
chapter on Trade Finance from International Financial Management, Jeff Madura
(Thomson Southwestern, 2003) to accompany chapters 11/3.
WebCT.

Syllabus is on the WebCT for the course. All the marks will be posted on WebCT, along
with additional discussion material, power points etc. I will be communicating through
WebCT email, so please monitor it regularly.

Grades:

Grades will be given for group and individual case work, examination and peer
evaluation, as follows:

Group Case Study Reports & Presentation 20%

Individual Case Study Report 10%
Best of the Two Mid Term Examinations 30%
Final Examination 30%
Class Participation including peer evaluation by team members 10%

Grading Scale:

97 – 100 A+
94 – 96 A
90 – 93 A-
87 – 89 B+
84 – 86 B
80 – 83 B-
77 – 79 C+
74 – 76 C
70 – 73 C-
67 – 69 D+
64 – 66 D
60 – 63 D-
Below 60 F

Case Work:

There will be two submissions. An individual assignment and a group assignment.

Individual assignment will be a two page submission (1” margin, 12 point font, double
spaced) to be submitted in the class on the due date. The assignment shall have
concise answers to all the questions in the case. Please don’t repeat the questions.
However, number the answers to correspond to the questions so I can follow the
thought.

A list of the available cases will be given out in the first class.

For the group cases, you will form a team of up to 6 members in the first class. A team
will be assigned for those who are not in a group, by the end of second class. Group
work, as well as the individual work, will be submitted in writing at the due date. No late
work will be accepted unless previously agreed to by the instructor. Up to 15% marks
may be deducted for late submissions.

Groups will prepare a Market Development Plan for exporting a manufactured good to a
country (see list below). Cell phones are not eligible as the product. Please tap the
usual resources for information to get started, such as the websites of the Department of
Commerce, CIA, United Nations, and target country’s governmental or chamber of
commerce information. www. Stat-usa.gov (subscription) or Library databases (online,
free) are good resource. Within that you may seek Country Commercial Guides (CCG)
or industry sector analysis reports.

Group report shall include, but not limited to, appropriate research on the economic,
socio-political, geographical, language, competitive and legal environment of the target
country among other topics. You should include an exit strategy. It will be about 10
pages long and should include all elements of a professional report. I will provide a
more detailed report format in class.

Countries available for the group project are as follows:

Canada, Mexico, China, India, Chile, Poland, South Africa, Korea, Taiwan, Brazil

Case Presentation:

Groups will be asked to present cases to the class, after the second mid term
examination. A schedule of such presentations will be finalized once the number of
groups has been established.

Peer Evaluation:

During the teamwork, every member must observe the performance of all members.
Attention must be paid to the contribution made and timelines met.

At the end of the teamwork, you may submit peer evaluation form if the comments are
less than excellent.

Examinations:

You must take all examinations in class. Make up examination will not be given unless
there is an illness (a doctor’s note may be required). In any other case of extreme
conflict, you must receive prior approval from the instructor. Make sure to bring the
scantron form 882ES for all examinations.

Class Participation:

Students learn from the individual viewpoints and experiences of fellow students.
Therefore, please come prepared to offer input and answer questions, on the chapter/s
of the day. Attendance is also very important and will influence your participation marks.
Scholastic Dishonesty

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

Common courtesy:

Please make sure to arrive in time, and turn off cell phones, pagers etc. in class.

Grade Communication:

If you want your marks posted on the WebCT site, then please indicate a four digit
number under which the marks should appear on all submissions, including
examinations. Please make sure that you put your legal names on the assignments and
avoid pet names.
TENTATIVE SCHEDULE

Date Topic Chapter

Jan 13 Introductions, Syllabus, Why Go Chapter 1 Case selection to be handed out

International

Jan 20 Trade’s Economic Environment Chapters 2 Finalize groups

Jan 27 Cultural contexts Chapter 4

Feb 3 Trade, Politics and Law Chapter 5

Feb 10 Exporting & International Market Entry
Chapter 6
Examination on Chapter 1, 2, 4, 5, 6
Feb 17 MID TERM 1
Multinational and Global Marketing Chapter 7 Bring Scantron Form

Feb 24 Taking Services global Chapter 8 Individual case due

March 3 International Market Research Chapter 9

March 10 Spring Break

March 17 Global Products and Brand Management Chapter 10 Presentations

March 24 Pricing in Global Markets Chapter 11 Presentations

Trade’s Financial Mechanism Chapter 3

March 31 Examination, Chapters 7, 8, 9, 10, 11, 3 MID TERM 2

Bring Scantron Form
Global Distribution and Logistics Chapter 12

April 7 Global Distribution and Logistics Chapter 12, Presentations

International Negotiation and Chapter 13

Communication
April 14 Chapter 14 Presentations
Organizing for Global Marketing Chapter 15
Twenty First Century Trade Globalist

April 21 Group Case Due

Twenty First Century Trade Globalist Chapter 15
Presentations
March 28 Final Examination Final Examination
Chapters 12, 13, 14, 15
Bring Scantron Form