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CROSS CULTURAL RELATIONSHIP IN MARKETING AND NEGOTIATION

2017-2018

IESEG School of Management ( IÉSEG )

Code Cours :

1718-IÉSEG-M1S1-NEG-MA-EI18UE

NEGOTIATION


Niveau Année de formation Période Langue d'enseignement 
Master1S1English
Professeur(s) responsable(s)F.BADDAR
Intervenant(s)Fawaz BADDAR


Pré requis

N/A

Objectifs du cours

At the end of the course, the student should be able to:
Understand the cultural theories
To examine the effect of cultural thoeries on relationship marketing
To apply the concept of relationship marketing in cross-cultural context
To understand the influence of culture and relationship management on internaitonal negotiations

Contenu du cours

Part 1- Cultural Theories: Discussing the different cultural theories, and how they are applicable in across borders

Part 2 - Relationship Marketing: Relationship marketing theories and strategies, approaches in building, developing and maintaining relationships between supplier-customer in international context, and how to anaylze these relationships and gain competitive advantage

Part 3 - Cross-Cultural Negotiations: An overview and up-to-date information on international communication and negotiations strategies, and understanding of the importance of cultural elements and differences on negotiations.


Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
Tutorials16,00  
Independent work
Research5,00  
Reference manual 's readings5,00  
Independent study
Group Project8,00  
Estimated personal workload8,00  
Charge de travail globale de l'étudiant42,00  

Méthodes pédagogiques

  • Presentation
  • E-learning
  • Research
  • Interactive class


Évaluation

1 - Group Presentation
2 - Inidividual Exam

Type de ContrôleDuréeNombrePondération
presentation
statement0,00140,00
Final Exam
Written exam0,00160,00
TOTAL     100,00

Bibliographie

  • International Marketing - Ghauri, P. & Cateora, P.

    (3rd ed). McGrawhill.(2010)

  • A set of articles and case-studies - -

    -

  • Marketing Across Cultures (5th ed). Pearson - Usunier, J-C. & Lee, J.A.

    2009, 5th edition, Pearson

  • Communicationg in Global Business Negotiations: A Geocentric Approach - Rudd, J.E. & Lawson, D.R.

    2007, Sage

  • Marketing Management: A Relationship Approach - Hollensen, S.

    2010, 2nd ed., Pearson


Ressources internet



 
* Informations non contractuelles et pouvant être soumises à modification
 
 
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