INTERNATIONAL

MODULES

Year 2013 2014

School of Business and Administration

Language Course

1. General information

First day of classes

The International Module pretends to meet one of main goals of

the ERASMUS PROGRAM: to promote the mobility of students
among member states of the European Union and associated
states, enabling students to study in another country for a period
which can vary between three, six and 12 months. The
International Module for the academic year 2013-2014 contains
22 courses taught in English over 15 weeks.
An English oral and written level of B1 is essential for successful
completion (Use Dialang to assess your levels). Dialang can be
completed at: http://www.lancs.ac.uk/researchenterprise/dialang/about
ESCE-IPS reserves the right to re-test under examination
conditions.

Awaiting dates

Autumn Semester:

Praxe Freshman Week

Learning Agreements Finalized

Christmas Holidays

Last day of classes

Examination period

Spring Semester:

A minimum number of 15 students in each course is required to

open the subject.

Language Course

Attendance at all classes in the first month of classes is highly

recommended. Changes to the Learning Agreement are required
to be completed by the end of the fourth week of classes
(awaiting dates).

First day of classes

Portuguese Language and Culture course, though not compulsory,

is recommended for students integration. Some courses are held
in both semesters, but students may enrol for one semester only.
Take care to record the course code correctly in the Learning
Agreement.

Easter Holidays

Learning Agreements Finalized

7thInternational Week

Last day of classes

For

more

information

please

visit

ESCE

PORTAL:

https://www.si.ips.pt/esce_si_uk/CURSOS_GERAL.FORMVIEW?P_CUR_SIGLA=MOBIL

Examination period

2. International Module Courses

International Module

Code

ECTS

Accountancy

IMAS1010

Customer Relationship Management

IMAS1002

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

Autumn semester

English for Professionals

Informatics
Innovation Management
International Marketing
Introduction to Management
Investment Projects
People in Organizations

IMAS1009

IMAS1011
IMAS1007
IMAS1008
IMAS1012
IMAS1006
IMAS1013

4.5
4.5
4.5
5

5
4
5.5

Portuguese Language and Culture

IMAS1001

Retailing Management

IMAS1005

5.5

Sales Management

IMAS1003

International Module

Code

ECTS

Spring semester
Customer Relationship Management
Databases

English for Professionals

Entrepreneurship
Financial Accounting
Innovation and Strategic Management
Logistic Project
Macroeconomics
Managing People at Work
Portuguese Language and Culture
Services Marketing
Transport Systems Management

IMSS2009
IMSS2007
IMSS2008
IMSS2004
IMSS2010
IMSS2006
IMSS2005
IMSS2011
IMSS2012
IMSS2001
IMSS2013
IMSS2003

5
4.5
4.5
4.5
4.5
5
5.5
6

5.5
5.5

5
5
5

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

E-Business

IMSS2014

Accountancy (IMAS1010)
Aims

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

The course focuses on financial accounting basic principles and aims to provide
students the necessary skills to understand and use accounting as an information
system. Especially the objectives are:
To discuss the role of Accounting;
To know and understand Accounting methods and procedures;
To understand Accounting reporting.

Contents
1. ACCOUNTING AS A MANAGEMENT SUBSYSTEM
1.1 Accounting evolution as a management tool;
1.2 The importance of accounting information for Decision Making;
1.3 The Company flow analysis.
2. FUNDAMENTAL CONCEPTS
2.1 Accounting: definition, division and purpose;
2.2 Accounting as a measurement and communication system;
2.3 The Fundamental Accounting Equation.
3. ACCOUNTING ENTRY
3.1 The Accounting entry: definition, classification and representation;
3.2 Accounts characterization;
3.3 Entry accounting methods;
3.4 Entry accounting: concept and species.
4. SUMMARY OF ACCOUNTING DOCUMENTS
4.1 The Balance Sheet: concept and classification;
4.2 The Income Statement: definition and classification.
5. INTERNATIONAL ACCOUNTING STANDARDS
5.1 IAS 1 Presentation of Financial Statements
5.2 IAS 2 Inventories
5.3 IAS 7 Cash Flows Statement
5.4 IAS 16 Property, Plant and Equipment
5.5 IAS 18 Revenue
5.6 IAS 38 Intangible Assets

Teaching Procedures (including Evaluation)

Both theoretical and practice: Introducing theoretical concepts by using the lecturing
method and analysing practical cases by using a participatory approach as well, to
improve students abilities.
Continuous Assessment takes place during the course period and is based on:
- Group Work minimal grade of 10 (ten) valuing 40% of the final grade T1
- Individual Test minimal grade of 10 (ten) valuing 60% of the final grade T2

Every candidate with grades under than 10 (ten) values will be required to do
Examination which will take place during the Examination period.
Continuous Assessment Final Mark = 0,4 x T1+ 0,6 x T2
Examination - An individual written test minimum grade 10 (ten) values.
During the Examination period the student should perform an individual written test.

Customer Relationship Management

(IMAS1002 and IMSS2014)
Aims

Contents
1- ORGANISATIONAL CHANGES: FROM CONQUERING TO ESTABLISHING
RELATIONSHIPS
1. The different economic eras
2. Mass production and mass marketing
3. The importance of managing relationships
2- THE ENTERPRISE AND RELATIONAL MARKETING
A) The need for Personalised Relationship
4. Global competition and the need for 1:1 relationship
5. Relational Marketing as a solution
6. The new competitive rules
7. The benefits of a learning relationship
8. The importance of the clients identification
B) Migrating to Relational Marketing
9. Competition related to the clients dimension
10. The role of the 1:1 enterprise
11. Customer Value and the Clients typology according to its value
12. Determining Life Time Value (LTV) and strategies to raise it
13. Migration strategy
14. Strategic Map for the 1:1 enterprise
15. Market participation versus client participation
C) The four strategies of Relational Marketing
16. The Model of I.D.I.P.
17. Mass customization
18. Application areas of mass customization
19. Differentiating Customer Value

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

This course goal is to enable students to acquire the latest knowledge on Relational
Marketing and CRM. This implies the development of the capacity to critically reflect
upon the role of each individual client and the management of the clients
relationships with the enterprise. This critical reflection enables the development of
innovative and creative business models that may substitute traditional approaches.
This capacity is developed through the analysis of international case-studies.

3 RELATIONAL MARKETING AND THE NEED FOR CRM

A) CRM as a Marketing 1:1 tool
20. Definitions of CRM
21. The importance of CRM and its objectives
22. Enterprise Resource Planning (ERP) systems and its functional modules
23. Enterprise Relationship Management: linking CRM and ERP
24. The structure of the productive processes and their impact over customization
B) The different types of CRM
25. CRM Analytical, Operational and Collaborative
26. Integrating CRM
27. The CRM phases: to acquire, to optimize and to create loyalty

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

C) Global Model for Managing Relationships

28. The importance of Clients contact convenience
29. Managing Contacts and Events
30. Global Model for managing Relationship Channels
31. Client focused Call Centre
32. The new Centre for interaction with the Client (CIC)
33. Rules for the creation CIC and the success of its management
34. CRM on the Web
35. Sales Force Automation
36. Marketing Automation
37. Integrating CRM and other systems
D) Predictable Constraints in the implementation of CRM
38. The implementation of CRM
39. Needs related to a correct implementation
40. Managing a CRM project
E) Organizational and Cultural Changes
41. Organizational and Cultural Changes
42. Guaranteeing Organizational and Cultural Changes
F) CRM in the SMEs markets
43. Background
44. SMEs characteristics
45. Advantages of CRM for SMEs
G) Potential Suppliers of CRM
46. Suppliers
47. CRM Systems

Teaching Procedures (including Evaluation)

Tutorials plus complementary lectures.
Evaluation consists on the development of several Individual Tasks Portfolio (50% of
final mark) and a final Group Work (50% of final mark). Each student collects material
from their research, including scientific databases, together with tutoring moments
and conducts a research following specific themes. It is essential to cover the
fundamental concepts of the course as well as to relate theory and practice. For the
final Group Work students are invited to include the analysis of the strategic policy of
a specific company in terms of CRM and 1:1 Marketing (theoretical and practical
approach). This Group Work is discussed and orally presented in the end of the
semester.
In the absence of the Portfolio or Group Work or in case of failing student will have
to be evaluated in an exam in the poca Normal-1st period . Students only will be
approved in case of a mark equal or higher than 10 values.

Databases (IMSS2009)
Aims
Information is one of the most important
management. Being able to handle it is vital.

commodities in

todays

business

Contents
Databases concepts and characteristics.
Databases as business application supports.
Relational Databases.
Relational Databases Management Systems.
Practical Work/Laboratory
How to Create Databases.
Using Tables, Queries, Forms, Reports and Macros applied to a practical example.
Practical exercises resolution.

Teaching Procedures (including Evaluation)

Expositive Method Presentation of theoretical concepts.
Demonstrative Method Demonstration and application of learned concepts.
Participative Method Participation in class, making practical use of learned
concepts.
Continuous assessment: Completion of a written theoretical test (25%), Relational
Model Activity (10%), individual activities (10%) and presentation and discussion of a
report on a group assignment about applying a Database to solve a business problem
(55%).
Final assessment: Completion of an examination with both a written theoretical
component (35%), and a practical application component (65%).

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

Recognize how databases underlying and support business needs; identify the
distinct types and main characteristics, with special relevance to relational databases;
and apply Relational Database Management (RDBM) objects to business realities.

E-Business (IMSS2007)
Aims

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

E-business and e-commerce are present in everyday business activity, having

important implications in strategy, how to manage and new ways of doing business,
and the network of networks is increasingly assuming the role of one of the main
engines for business.
Thus, the main objectives of the curricular unit are to:
Know and understand the concepts and principles of e-business;
Present and critically analyse new models of e-business;
Analyse the strategic perspective of e-business for organizations;
Use methods, techniques and tools to understand and implement e-business
solutions.

Contents
1. Fundamental concepts
1.1. E-commerce, e-business, e-economy
1.2. Historical evolution of e-business
1.3. Online behavioural consumer segments
1.4. Digital and non-digital products
1.5. SWOT analysis
1.6. Main types of e-commerce
1.7. Portuguese experience on e-commerce
1.8. Development phases of an e-commerce website
2. New models of e-business
2.1. Concept and types of new e-business models
2.2. Main B2B and B2C business models
3. Strategy and e-business
3.1. E-Business evolution
3.2. Generic strategies model and five forces model
3.3. Internet and Web changes on the industry structure and business strategy
3.4. Importance of multi-channel strategies
3.5. CRM applications, objectives, advantages
3.6. Online marketing communications tools
3.7. Main aspects related to security
4. Legal framework of e-commerce
4.1. Main legal aspects of e-commerce
5. Web site analysis

Teaching Procedures (including Evaluation)

The curricular unit is structured around lectures, which familiarize students with the
theoretical body of the curricular unit, and practical, based on practical work and case
studies that provide consolidation of knowledge and develop skills of application and
know-how.
While the lectures favour the use of the exposition and participation method, practical
lessons seek to coordinate between different work modalities (individual study and
collaborative work) that create different training situations.

Continuous Assessment: a set of assignments - accomplished in groups; a small

written report in each case; a minimum of three with oral presentation; individual
participation following the oral presentations.
Final, Resit and Special Session: Individual written test.

English for Professionals (IMAS1009 and IMSS2008)

Aims
to create an original article in English, publication-ready on a topic within a set
theme for a seminar program;
to participate in peer assessment and discuss individual contributions to a seminar;
to make a four minute, PowerPoint supported presentation to an audience of mainly
English second-language speakers and to take questions.

Your language development

a) Learning Styles
b) Seminar theme discussion,
c) Google Advanced Search
d) Assessment of and experimentation with Internet language tools
e) Appraisal and reporting on d) to peers
Research, Sources, Citing and Referencing
a) Reading techniques,
b) Research questions,
c) Critical review of sources,
d) Harvard Style.
e) First tutorial.
Summarization and profiles
a) Document summaries,
b) Reporting sentence structures,
c) Professional profile writing
Your article
a) Target readership,
b) Language levels,
c) Cultural differences,
d) Readability statistics,
e) Concordance software and genre,
f) Vocabulary development techniques,
g) Assessment criteria and rubrics.
h) Second tutorial.
Presenting to Camera
a) Confidence building,
b) Supporting individual performance,
c) Auto-review and individual improvement program.
d) Third Tutorial.
Preparing the Seminar Presentation
a) Pros and Cons of PowerPoint,
b) Getting a message across,
c) Asking and answering questions,
d) Assessing peers performances,
e) Seminar just doing it

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

Contents

Teaching Procedures (including Evaluation)

A mixture of apprenticeship tutoring with peer-supported learning in face-to-face and
online environments; strongly rooted in learning outcomes of a can do nature related
to individual authoring of a professional article and accompanying oral presentation.
Continuous Assessment submission of a publication-ready short article (40%)
accompanied by an oral presentation (50%) with active participation and peer
assessment (10%) at a seminar held at the end of the class period. Final submission
of the article is permitted up to the end of the Examination period.

Entrepreneurship (IMSS2004)
Aims
Aware students to the importance of entrepreneurship and business start-ups
Analyse and evaluate the stages of the entrepreneurial process
Identify business areas and promote the creation of self-employment

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

Contents

10

PART I- The entrepreneurial revolution

1- Characterization of Entrepreneurship
2- Innovation and Economic Development
3- Entrepreneurial skills
PART II- Creating a business
1-The Process Entrepreneur
2-The Background Entrepreneur
3-From the idea to the business opportunity
4-Creation and selection of ideas
PART III- The business plan
1- The Organizational Plan
2- The Marketing Plan
3- The Financial Plan

Teaching Procedures
Expository and tutorial method for theoretical approach
Development of several activities and projects supported in the methodology
learning by doing. This experiential-learning methodology, allows students to
improve competences such as responsibility, confidence, team work, communication,
taking risks and decisions, simulating problems that occur in business environment.
Activities in class (AC) 40%
Resume of chapter (CP) 30%
Theoretical Essay (CS) 30%

Financial Accounting (IMSS2010)

Aims

Contents
1. ACCOUNTING AS A MANAGEMENT SUBSYSTEM
2. ACCOUNTING CONCEPTS AND AIMS
3. CAPITAL
4. ACCOUNTING RECORD PROCEDURES
5. PORTUGUESE ACCOUNTING SYSTEM
6. PURCHASES OF ASSETS AND SERVICES
7. SALES, SERVICES RENDERED AND TRANSFERRING ASSETS
8. TREASURY PROCEDURES
9. RECONCILIATIONS
10. PERSONNEL EXPENSES
11. INDIRECT TAXES
12. EXTERNAL FINANCING
13. RESULTS INQUIRY
14. TAX ON PROFITS

Teaching Procedures (including Evaluation)

Theoretical Lessons: Usage of the lecture method, for the introduction of the
theoretical concepts and the participative method for reflection and debate on the
contents.
Practical Lessons: Usage of the expositive and participative methods for the solutions
of exercises.
Continuous Assessment: Completion of two tests.
Final Assessment: Final Exam

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

Learning outcomes of the curricular unit:

Discuss the role of accountancy.
Identify and understand accounting methods and procedures.
Gain an elementary knowledge of the Portuguese accounting system.
Perform accounting records relating purchases and sales (with VAT), external
services and supplies (with
VAT), treasury processes and external financing.
Produce income statements and the balance sheets according to the law.

11

Informatics (IMAS1011)
Aims

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

The studens learn how to use MS Word and MS Excel programs. In MS Word students
will be able to use advanced formatting functionalities such as table of contents, table
of figures, and cross-referencing. In MS Excel the students learn function syntax and
exercise this ability in the majority of available function types.

12

Contents
1. MS Word:
1.1. Using styles in a Word document
1.2. Table of contents and table of figures
1.3. Cross-referencing
1.4. Citations and bibliography
2. MS Excel:
2.1. Absolute and relative addresses
2.2. Function syntax: math and statistical functions
2.3. Conditional functions
2.4. Financial functions
2.5. Working with strings
2.6. Conditional functions
2.7. Charts
2.8. Pivot tables

Teaching Procedures (including Evaluation)

Expositive Method Presentation of theoretical concepts.
Demonstrative Method Demonstration and application of learned concepts.
Participative Method Participation in class, making practical use of learned concepts.
Continuous Assessment: Completion of three tests.
Final Assessment: Final Exam.

Innovation Management (IMAS1007)

Aims

Contents
1. FUNDAMENTAL CONCEPTS ABOUT INNOVATION
1.1. Invention vs. Innovation
1.2. Concepts and Typologies of Innovation
1.3. Innovation Process
1.4. Diffusion of Innovations
2. INNOVATION AND COMPETITIVENESS
2.1. Strategic Dimension of Innovation
3. THE SOCIALLY RESPONSIBLE ORGANIZATION
3.1. Process Innovation
3.2. Management of Change
3.3. Characteristics and Routines of Innovative Organizations
3.4. Open Innovation
4. METHODS, TECHNIQUES AND TOOLS FOR INNOVATION MANAGEMENT

Teaching Procedures (including Evaluation)

A. Continuous assessment (In the case of a mark less than 10 in work in classroom
or group essay with presentation, the candidate will be required to go to
examination in the poca Normal (Resits).
1. Work in Classroom (70%) Resolution and presentation of case studies and
exercises (only the students that present the case studies and exercises in the
scheduled classes will be evaluated; the work sent by e-mail or other means or
presented
in
other
non-scheduled
classes
is
not
considered)
2. Oral presentation of Final Group Essay (30%): Students will be part of a team that
will be responsible for an oral presentation of one final group essay to the class. The
oral presentation will be limited to 15 minutes followed by a 10 minutes (maximum)
questions and answers session. The presentation should focus on student findings and
recommendations (it should be a professional presentation completed with appropriate
visual aids) and it should be a unified piece of work and not a collection of several
independent parts.
A complete copy of all handouts and computer slides/information used in the
presentation should be handed to the teacher.
Only the students that present the group essay in the scheduled classes will be
evaluated; the work sent by e-mail or other means or presented in other nonscheduled classes is not considered.
B. Resit (for those students who fail in continuous assessment): Individual Written
Exam (to be approved, 10 values is the minimum mark).

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

To recognize the importance of innovation as a critical factor for success in the

current economic and social context;
To understand the management of innovation as a key factor in the global
management model of businesses;
To highlight innovation in the context of continuous improvement of organizational
performance;
To develop skills to act in order to accelerate the identification, creation, evaluation,
implementation and dissemination of ideas and innovative projects, geared to meet
the needs and expectations of customers and other stakeholders;
To develop skills in the use of methods, techniques and tools for Innovation
Management, in particular the creation of an innovation friendly organizational
culture.

13

Innovation and Strategic Management(IMSS2006)

Aims

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

Recognize the importance of innovation and strategy in firms development

Understand, analyse and apply metodologies and tools for startegic and innovation
analyse.

14

Contents
PART I- STRATEGIC MANAGEMENT
1- Strategic Management - An Introduction
2- Strategy Definition
3- Components of a Strategy Statement
4- Strategic Management Process
5- Corporate and division strategic planning
6- Business Strategic Planning
7- Models for strategic formulation
PART II- INNOVATION
1-Innovation - An Introduction
2-What is innovation
3-Types Of Innovation
4-Strategic innovation

Teaching Procedures (including Evaluation)

Expository method for theoretical approach
Development of several activities and projects supported in the methodology
learning by doing. This experiential-learning methodology, allows students to
improve competences such as responsibility, confidence, team work, communication,
taking risks and decisions, simulating problems that occur in business environment.
Activities in class - 70%
Final work: Theoretical essay about innovation (2/3 students +/- 10 pages) 30%

International Marketing (IMAS1008)

Aims
Learning outcomes of the curricular unit:
Differentiate between the concepts of marketing in an international environment;
Characterize the international environment;
Analyze and evaluate international markets and ways of access;
Develop and implement an international marketing plan.

1. PURPOSE AND SCOPE OF INTERNATIONAL MARKETING

1.1. Concept of International Marketing; Local versus Global Marketing;
1.2. Reasons for internationalization.
2. INTERNATIONAL ENVIRONMENT
2.1. The International Trade - major institutions, agreements and trends
2.2. The main environmental variables in international marketing
3. REVIEW AND SELECTION OF TARGET MARKETS
3.1. Search for information on international markets;
3.2. Segmentation, targeting and positioning
4. The internationalization process of ORGANIZATIONS
4.1. The decision-making process of internationalization
4.2. The stages of development of an international organization
4.3. The internationalization strategies of organizations and forms of international
market access
5. DESIGN AND IMPLEMENTATION OF A MARKETING PLAN INTERNATIONAL
5.1. International Product Policy
5.2. International Price Policy
5.3. International Communication Policy
5.4. International Distribution Policy

Teaching Procedures (including Evaluation)

Expository
lectures
seeking
the
participation
of
students;
Conducting exercises individually or in groups that promote analysis, discussion and
finding solutions among students;
Simulated practice;
Development of a work group that aims to research information, data analysis and
search for solutions to a real situation of an organization, beyond the ability to develop
teamwork and interpersonal skills.
Continuous assessment - The assessment comprises:
TEST : Weight of 40% (minimum score 8 points);
Simulation exercise: 30% weighting;
WORK GROUP: Weight of 30% (minimum grade ten values): Report: 15%, 15%
presentation and discussion

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

Contents

Shall be exempt from the final assessment the student who obtains a final weighted
average rating of not less than ten values.
Final assessment - The final evaluation is made by:
A written test
Will be approved the student who obtains a final mark of not less than ten values.

15

Introduction to Management (IMAS1012)

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

Aims
Learning outcomes of the curricular unit:
Understand the fundamentals of business management
Understanding the nature and functioning of organizations as socio-economic
systems;
Understand the responsibilities and roles of the manager;
Understand the environment of organizations;
Know and understand the components of the management cycle;
Know how to characterize the different functional areas of management;
Analyze the main concepts and theories within the functions of the management
process;
Understand the contemporary themes of competitiveness, ethics and corporate
social responsibility and
entrepreneurship and innovation;
Develop analytical and critical skills and communication;
Develop planning and organizational skills, autonomy and research.

Contents
1. Managing in organizations
1.1 Introductory concepts
1.2 The evolution of management theories
1.3 Contemporary challenges for management
2. The business environment
3. Planning
3.1 Planning and strategic management
3.2 Strategic implementation
3.3 Decision making
3.4 Techniques for planning and decision making
4. Organisation
4.1 Structure organization
4.2 Authority. Delegation. Decentralization
4.3 Managing change and innovation
5. Leading
5.1 Theories of motivation
5.2. Theories of leadership
5.3 Groups and teams
5.4 Communication and negotiation
6. Control
6.1 Principles of control
6.2 Process of control
6.3 Types of control

Teaching Procedures (including Evaluation)

Lecture-participatory method is used for the presentation of theoretical concepts.
Resolution and discussion of cases, problem solving and team work

16

Continuous Assessment: Written Test (50%) and group work, with presentation
(40%) and Class attendance and participation (10%).
Final Assessment: Written Exam (100%)

Investment Projects (IMAS1006)

Aims

Contents
I) Introduction
1.1. Concept of Project
1.2. Life Circle
1.3. Development Steps
II) Project Development
2.1. Market research
2.2. Location
2.3. Dimension (capacity)
III) Planning
3.1. Investment
3.2. Exploitation
3.3. Financing
IV) Viability Analysis
4.1. Economical
4.2. Financing
4.3. Social
4.4. Environmental
V) Capital Decisions
5.1. Investment Choice
5.2. Risk Management
VI) Selection / Settling / Control

Teaching Procedures (including Evaluation)

Theoretical Classes: Exposition method to introduce the different concepts and
participation method to understand how to do it;
Practical Classes: Learning methodology through exercises and group work
Continuous Evaluation: Test (50%) + Work / Investment Project (50%)

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

Students will be able on the successful completion of this course to:

- Identify the different types of investment;
- Know and inter-relate the steps of a project development;
- Develop and analyse a project;
- Adapt the financing process to the investment features;
- Have mastered the basic instruments for analysis for projects of sensitivity and risk.

17

Logistic Project (IMSS2005)

Aims
Contribute to the understanding and analysis of logistics issues in a real context,
application of theoretical logistics concepts learned during the undergraduate studies,
and presentation of solution proposals by the students.

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

To conceive an applied or theoretical Project in Logistics, according to specific

objectives and timetable, defined by a real Firm (field work).

Contents
The specific Project theme/subject, objectives, content and timetable will be defined
by the Firm and accorded with the group of students and the teacher.
Guidelines will be given for project management purposes.

Teaching Procedures (including Evaluation)

Two (2) initial classes will be lecture followed by tutorial sessions with each group of
students. Tutors will be assigned according to the specific Logistics Project chosen by
the group.
CONTINUOUS ASSESSMENT
Field

work

and

research,

written

report,

oral

presentation

and

discussion.

Groups are responsible for time management, although tutorial support, on a weekly
basis (15 weeks), is highly recommended.
Rigorous research, Individual creativity, involvement and effort will be valuated.
The written Project Report must not exceed 35 pages (excluding appendices).
IMPORTANT DATES (e.g. from Spring Semester of 2012/2013):
3rd April 2013 - Clear identification of company/firm/institution/ and problem to be
analyzed - subject/theme must be approved by the course responsible/teacher.
22nd April - Detailed Problem description
20th May - Critical Analysis / Theoretical background /Solutions Proposal and Final
conclusions
7th June - Final written Project Report delivery
12th and 19th June 2013 - Group oral presentation and individual discussion to the
teachers (in classroom).

18

The final mark of Logistics Project course will be the result of 50% of the mark of the
written report (common to all the students of each group) + 25 % oral Presentation
(individual mark) + 25% discussion (individual mark).
Approval on the course requires a Final mark of 10 (ten) on a scale of 0 - 20.

Macroeconomics (IMSS2011)
Aims
Learning Macroeconomics is a fundamental input for future managers:

To interpret that environment in a way that may optimize organizational strategic

planning through the creation of sustainable competitive advantages.
To interact, in an effective way, with all stakeholders,
responsibility, local, regional and international development.

promoting

social

Contents
I - Economics and economic policy: portuguese and european contexts
1. Economic circuit and economic agents
2. The state
3. Describing and measuring economic performance
4. Corrective vs preventive policies: political economy interventions
5. Economic integration models
II - International economics
1. International commerce as a source of economic development
2. Absolute and comparative competitive advantages: Adam Smith and David Ricardo
3. Labour market and labour mobility
4. Sustainable development and globalisation
III - Economics schools of thought
1. Political economy vs scientific economy
2. Historical evolution
3. Contemporary evolution
IV - Knowledge economy
1. Civilisational context
2. Bolonha pedagogy and collaborative learning
3. New management for a new economy
4. Knowledge management and organisational learning

Teaching Procedures (including Evaluation)

Practical contexts where they may be applied. This is Bolonhas approach, which is
participative, student-centered and learning-focused, promoting autonomy and
making of each student the leader of their own learning process and outcomes. This
approach serves well the promotion of higher future professionalism and
employment rate success.

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

It enables the understanding of the macroeconomic environment that surrounds and

conditions organizational performance, as well as the answers, the challenges and the
dilemmas faced by political economy at national and international levels (theories,
concepts, models and trends).

Continuous Assessment: One Test (40%), one individual Essay (30%) and one Group
Work Youtube video (30%) with tutorial support.
Final Exam: Written exam (50%) and individual essay (50%);

19

Managing People at Work (IMSS2012)

Aims
The main aims of the course are to develop students capacity to reflect about the role
of human resource function and the cycle of human resource management.

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

Contents

20

1. Human Resource Management in Context. In this chapter we aim to discuss the

different perspectives and theories of HRM, focusing particularly on the contextualistic
perspectives and on international human resource management.
2. HRM practices. In this chapter we discuss the different HRM practices, such as
recruitment and selection, reception and integration, assessment and rewards,
training and development. We focus on the different methods and techniques.
3. Social responsibility, ethics and labour relations. In this chapter we focus on the
most recent trends in collective participation, and the challenge they present to HRM.

Teaching Procedures (including Evaluation)

The course is based on active pedagogical methods.
Continuous Assessment students are required to do an essay on one of the subjects
and an oral presentation.
Final submission of the essay is permitted up to the end of the Examination period.

People in Organizations (IMAS1013)

Aims
The aim of this subject is to understand people's behaviour in organizations. The
specific aims are:
to understand the mains factors that influence people's behaviour;
to understand organizations and how different organizational settings influence
people's behaviour.

1. Organizational structures and dynamics. In this chapter we aim to understand why

and how organizations exist and survive by discussing the different aspects of
organizations and their structural characteristics.
2. Motivation at work. In this chapter we discuss what leads people to engage in a
specific action. We focus on the different theories of motivation and their implication
for research and practice.
3. Leadership. In this chapter we discuss the different theories of leadership. We also
discuss leadership as a managerial role and leader effectiveness.
4. Group dynamics. In this chapter we discuss the characteristics and the performance
of groups. We also discuss power and politics within and between groups.
5. Organizational Culture. In this chapter we discuss the difference between
organizational culture and climate and the way to manage culture. We also focus on
the importance of socialization.

Teaching Procedures (including Evaluation)

The course is based on active pedagogical methods.
Continuous Assessment consists of:
Individual evaluation: students are required to summarize a scientific paper (3
pages) 40%;
Group evaluation: students are required to make an oral presentation about one of
the topics in the syllabus: presentation (40%) and PowerPoint (20%).
Final Assessment consists of written test (100%) about all the subjects in the
syllabus.

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

Contents

21

Portuguese Language and Culture (School of Education)

IMAS1001 and IMSS2001

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

Aims

22

To develop communicative competencies in the Portuguese Language. To promote

linguistic knowledge in Portuguese, relevant to Portuguese Culture. This subject will be
the meeting point of different learning processes of a linguistic and cultural character,
with particular emphasis on historical, geographical, political, literary, philosophical,
artistic, sports and religious content.

Contents
Synthesis of the History of Portuguese Language.
Classes of words (names, determinants, verbs, invariable words).
Specific features of wordclasses (gender and number in nouns, adjectives and
pronouns; conjugation of verbs).
Types of phrase.
Syntactic characteristics.
Levels of language and semantic questions.
Portugals historical, geographic and cultural synthesis (from several perspectives).

Teaching Procedures (including Evaluation)

The subject will be based on the reception and production of texts, with both
theoretical and practical components. The reading model, expressive reading, group
work, the presentation of subjects by the students and written exercises will be the
main focus.
Assessment - Oral and written text production, with attention to the development of
students linguistic and communicative competencies, as well as improvement of their
cultural knowledge.

Retailing Management (IMAS1005)

Aims
To understand the economic relevance of retailing and the international development
of retailing management. Know how to identify different types of retailers and their
legal
characteristics. To
understand
services
retailers
differences.
Know how to identify retailing strategies and their implications in retail-mix. Know how
to use retail-mix variables and to evaluate retailers performance.

1 - Introduction to the world of Retailing

2 - Types of Retailers
3 - Multichannel Retailing
4 - Customer Buying Behavior
5 - Retail Market Strategy
6 -Retail Locations
7 - Retail Site Location
8 - Human Resource Management
9 - Information Systems and Supply Chain Management
10 - Customer Relationship Management
11- Managing Merchandise Assortments
12 - Retail Pricing
13 - Store Layout, Design and Visual Merchandising

Teaching Procedures (including Evaluation)

One (1) initial class will be lecture type followed by tutorial sessions for each group of
students, on a weekly base (15 weeks), according to a pre-defined timetable.

- Continuous assessment: Group work (retail issue analysis, report development, oral
presentation and discussion - 60%)) and a written individual test (40%)
- Final assessment: individual written exam (100%).
Approval on the course requires a Final mark of 10 (ten) on a scale of 0 - 20.

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

Contents

23

Sales Management (IMAS1003)

Aims

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

To
To
To
To
To

24

position selling within marketing management process

understand the importance of selling
know and develop a sales process
devise a sales force management system.
use sales promotions and merchandising techniques

Contents
1.
2.
3.
4.

Marketing and sales

The selling process.
Sales force management
Sales promotion and merchandising

Teaching Procedures (including Evaluation)

66% attendance of the course is required.
Students will be evaluated on:
Individual written test (40%)
Exercise and oral presentation, prepared in groups of 3 to 5 students about the
marketing management of a chosen brand (40%)
Interventions and participation in class (20%)

Services Marketing (IMSS2013)

Aims

Contents
1.INTRODUCTION
1.1. The concept of service
1.2. The service sector
1.3. Services Marketing
2. SERVICES MARKETING
2.1. Importance
2.2. Development
2.3. Services Marketing todays Philosophy
3. GOODS AND SERVICES
3.1. Pure goods vs. pure services
3.2. Products and Services evolution
3.3. The Service dimension
4. THE CLASSIFICATION OF SERVICES
4.1. Traditional classifications
4.2. Other classification criteria
4.4. Types of services and marketing implications
5. CHARACTERISTCS OF SERVICES
5.1. Intangibility
5.2. Inseparability
5.3. Heterogeneity
5.4. Perishability
5.5 Problems associated with the specific of services
6. MARKETING STRATEGIES IN SERVICE COMPANIES
6.1. Market analysis
6.2. Market segmentation
6.3. The target segment
6.4 Positioning
7. MARKETING-MIX
7.1. Operationalization in Services
7.2. Servuction Model
7.3. Policies

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

Learning outcomes of the curricular unit:

On
successful
completion
of
the
course
the
student
is
able
to:
discuss the importance and increasing applicability of Services Marketing;
describe the basic concepts and knowledge necessary to define the service
provision;
trace the policies of marketing-mix appropriate to a service companys strategy;
develop the necessary competences to assess the perception of services value,
customers satisfaction and provided perceived quality.

Teaching Procedures (including Evaluation)

Lecture and participatory method.
Application of teaching techniques supported by tutorials and with the tutor acting as
guide and facilitator, encouraging students through exercises, practical cases,
argument, presentation, real life simulations and contact with organizational reality, to
find their own solutions.
Continuous assessment is supported by:
Written test
Group Work
Individual Presentation

25

Transport Systems Management (IMSS2003)

Aims

INTERNATIONAL MODULE - SCHOOL OF BUSINESS AND ADMINISTRATION

Learning outcomes of the curricular unit:

To understand the transport relevant role on Logistics
To determine Transport KPIs(key performance indicators)
To identify and chose appropriate transport mode
To manage loading and unloading operations on transport environment
IT as support to Transport activities

Contents
1.Relevance and evolution
1.1. Relation between Transport Supply Chain and Economy
1.2. Portuguese Case
2. Transport mode Characteristics
2.1. Transport mode
2.2. How to choose transport mode
3.Transport management
3.1. Regulations and law applied to transport
3.2 Cost on primary and secondary transport
3.3.Correct loading and unloading procedures on different transport modes
3.4. Options: between own fleet and outsourcing
3.5. Routes planning
3.6. Permanent research on the methods
3.7. KPIs (key performance indicators)
3.8. Procedures on reverse logistics
4.IT systems on transport management
4.1. Cost and Profit Analyses IT systems
4.2. Best strategies for the future transport

Teaching Procedures (including Evaluation)

theoretical through students participation and exchange of ideas, and practical classes
based on real transport cases analyses
Continuous Assessment: Written Test(60%) and group exercise in the IT lab(40%)
Final, Resit and Special Session: Individual written test

CONTACT PERSON:

26

Sandrina Berthault Moreira

Mobility Coordinator
College of Business Administration
Polytechnic Institute of Setubal
Setubal, Portugal
E-mail: sandrina.moreira@esce.ips.pt
Tel.: (+351) 265 709 437
Office: C2.37