OVERVIEW

The course aims to introduce students to international business and management. Major topics of the course are the global manager’s environment, global strategies, multicultural management, cross-cultural negotiation and decision making.

AIMS AND CONTENT

LEARNING OUTCOMES

The course provides theoretical and practical tools to understand globalization processes and the main challenges of managing international firms. Through case analysis, students develop strategic skills to operate in global markets. Particular attention is given to intercultural management and negotiation, international contracting, and the modes of entry and management of a firm’s presence in foreign markets, with the aim of preparing students to operate effectively in complex and culturally diverse environments.

AIMS AND LEARNING OUTCOMES

The course aims to provide students with an in-depth understanding of globalization processes and their implications for the management of firms operating internationally. Through a combination of theoretical insights and practical applications—supported by real-world case studies and guest lectures from industry professionals—the course develops students’ ability to critically interpret the challenges and opportunities arising from the transformation of global markets. Particular emphasis is placed on the strategic and organizational responses companies adopt to compete effectively on an international scale, with a specific focus on intercultural management. Within this framework, the course explores key topics such as organizational dynamics and leadership in culturally diverse environments, intercultural negotiation practices, international contract management, and the operational models through which firms establish and manage their presence in foreign markets.

At the end of the course, students will know and understand:

• The key features of the international business environment, critically interpreted in relation to globalization and firms’ internationalization processes;
• The growth and management strategies adopted by multinational and global companies, as well as the main organizational models for operating effectively in foreign markets;
• The theories and models of intercultural management, with an understanding of the impact of cultural differences on business relationships, marketing, and organizational dynamics in multicultural contexts;
• The principles, tools, and challenges related to intercultural negotiation and international contracting, with specific reference to the operational export cycle;
• The strategic and operational approaches through which companies establish and manage their presence in foreign markets, including case studies and real-world business examples;
• The key concepts and specialised terminology of international business, necessary to communicate clearly and effectively with both specialist and non-specialist audiences.

Students will be able to:

• Analyze international contexts and assess the opportunities and risks associated with expansion into foreign markets, applying theoretical models and practical tools;
• Understand and address issues related to international competition and the strategic and operational decisions involved in global market expansion;
• Develop effective managerial solutions by selecting appropriate entry modes tailored to specific international contexts;
• Identify and manage cultural differences across various areas of international business, applying the principles of intercultural management effectively and appropriately;
• Identify, analyze, and appropriately use the main international contractual tools, including those relevant to foreign trade and export operations;
• Apply the acquired knowledge both conceptually and practically, with independent judgment and adaptability across different international business settings;
• Develop independent learning skills to explore autonomously the main topics covered in the course, particularly in a field that requires continuous updating and adaptation.

PREREQUISITES

 Students are expected to be familiar with concepts such as:

• business management
• competitive advantage and competitive strategies
• international marketing

TEACHING METHODS

Traditional lectures in Italian.

Attendance: Attendance is not compulsory; students may choose to follow either the syllabus for attending students or that for non-attending students (see the Italian syllabus).
 

Students with disabilities, SLD or SEN

Students with disabilities, with SLD or with SEN are reminded that, to request exam accommodations, they must first upload their certification to the University website at servizionline.unige.it<https://servizionline.unige.it/>, in the “Students” section. The documentation will be checked by the University’s Services for the Inclusion of Students with Disabilities and with SLD.

At the beginning of the course, students are advised to contact the lecturer to agree on exam arrangements which, while respecting the learning objectives of the course, take individual learning needs into account.

To request compensatory tools or dispensatory measures, students with disabilities or SLD must fill in the dedicated Webform available athttps://unige.it/disabilita-dsa, at least 7 working days before the exam.

Students with SEN may instead send their request by e-mail to the lecturer, copying the Department Representative, Prof. Elena Lagomarsino, atinclusione.economia@unige.it<mailto:inclusione.economia@unige.it>, and the Inclusion Office atinclusione.studenti@info.unige.it<mailto:inclusione.studenti@info.unige.it>.

Requests from students will be assessed by the lecturer and may be approved or rejected.

SYLLABUS/CONTENT

The course aims to provide students with an in-depth understanding of globalization processes and their implications for the management of firms operating internationally. Through a combination of theoretical insights and practical applications—supported by real-world case studies and guest lectures from industry professionals—the course develops students’ ability to critically interpret the challenges and opportunities arising from the transformation of global markets. Particular emphasis is placed on the strategic and organizational responses companies adopt to compete effectively on an international scale, with a specific focus on intercultural management. Within this framework, the course explores key topics such as organizational dynamics and leadership in culturally diverse environments, intercultural negotiation practices, international contract management, and the operational models through which firms establish and manage their presence in foreign markets.

At the end of the course, students will know and understand:

• The key features of the international business environment, critically interpreted in relation to globalization and firms’ internationalization processes;
• The growth and management strategies adopted by multinational and global companies, as well as the main organizational models for operating effectively in foreign markets;
• The theories and models of intercultural management, with an understanding of the impact of cultural differences on business relationships, marketing, and organizational dynamics in multicultural contexts;
• The principles, tools, and challenges related to intercultural negotiation and international contracting, with specific reference to the operational export cycle;
• The strategic and operational approaches through which companies establish and manage their presence in foreign markets, including case studies and real-world business examples;
• The key concepts and specialised terminology of international business, necessary to communicate clearly and effectively with both specialist and non-specialist audiences.

Students will be able to:

• Analyze international contexts and assess the opportunities and risks associated with expansion into foreign markets, applying theoretical models and practical tools;
• Understand and address issues related to international competition and the strategic and operational decisions involved in global market expansion;
• Develop effective managerial solutions by selecting appropriate entry modes tailored to specific international contexts;
• Identify and manage cultural differences across various areas of international business, applying the principles of intercultural management effectively and appropriately;
• Identify, analyze, and appropriately use the main international contractual tools, including those relevant to foreign trade and export operations;
• Apply the acquired knowledge both conceptually and practically, with independent judgment and adaptability across different international business settings;
• Develop independent learning skills to explore autonomously the main topics covered in the course, particularly in a field that requires continuous updating and adaptation.

RECOMMENDED READING/BIBLIOGRAPHY

For Erasmus students enrolled in the Italian-language programme: please refer to AulaWeb.

For Erasmus students enrolled in the English-language programme (non-attending students only): specific information regarding the reference bibliography will be provided by the course instructor at the beginning of the course and will also be published on AulaWeb.

TEACHERS AND EXAM BOARD

LESSONS

LESSONS START

The course is taught during the first semester, according to the calendar and timetable published by the Department of Economics.

Information regarding the timetable and classrooms is available on EasyAcademy. Please check the EasyAcademy platform regularly for updates.

Class schedule

The timetable for this course is available here: Portale EasyAcademy

EXAMS

EXAM DESCRIPTION

Written exam consisting of open-ended questions.

In the event of exam failure, students are not allowed to take the exam at the immediately following exam session (“appello”) and must skip one exam date. They may take the exam at the next available session if it belongs to a different examination period.

Students who choose not to accept a passing grade (18 or higher) may retake the exam at the following exam session.

Incoming mobility students are not required to skip an exam session in the event of failure.

ASSESSMENT METHODS

Questions will address both theoretical and applied aspects of the subject. Students are expected not only to know the core concepts of the discipline, but also to be able to apply them to real-world situations, making reference to cases discussed during classes or to original examples.

FURTHER INFORMATION

Ask the professor for other information not included in the teaching schedule.

The lecturer analyzed and considered the results of the teaching evaluation questionnaires relating to the previous academic year.