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SEMINARS. Doing business in China (module 1 and module 2)

Dettagli dell'evento


dal 26/02/2014 alle 10:00
al 03/05/2014 alle 13:00

Persona di riferimento

Recapito telefonico per contatti

+39 0733 258.2777

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Course Description

The seminars will focus on the main issues of doing business in the P.R .China and will cover the following aspects:
1) Economic and Financial Environment in China;
2) Cultural and Social Environment in China;
3) Political and Legal Environment in China;
4) Doing Marketing Research in China: Data Sources and Main Issues;
5) Developing a Competitive Strategy in China: Segmentation of the
Chinese Market and Positioning; the purchase attitude
6) Entry modes and entry barriers in the Chinese Market;
7) Looking for a Partner and Developing Alliances in China; going it alone in China
8) Distribution, outsourcing, joint ventures;
9) HR Management in China; Pricing, Promotion, Product Development and Logistics in China
10) Exit barriers and way outs

Especially with reference to China market the course wants to give basic skills for seeking and use better organizational tools in order to satisfying customers in a challenging market environment. This course provides an overview of marketing distribution, entry modes and management issues principles and gives students the opportunity to apply the concepts they will learn to practical business situations.

Learning Objectives

  • To learn basic business concepts applied to the most challenging business environment of the world.
  • To use and familiarize business tools and analysis methods in order to have the capacity of grasping the P.R.C market business conditioning factors.
  • Develop your skills in planning strategies to tackle China market most common features enhance your problem solving and decision making abilities from business perspectives and insights.
  • To improve awareness of current challenges and issues in the actual China business environment.


Nature of the Class
The course is composed by 10 modules, each module will be 4 hours , for a total of 40 hours .
The final aim to give the students a clear and straightforward outlook of actual methods in managing the most common and challenging themes of "managing a   successful business model in China projects"
Classes may involve lectures, videos, guest speakers, small group exercises, case analyses and discussions.  Student contributions will play an important part of the course.
Students are required to attend class, participate and contribute to discussions.
Students are required to be active in the discussion. We will use cases, discussions, and readings to provide a mix of integrated concepts and hands-on problem solving approaches. We, at the same time, encourage a variety of perspectives by our attendees on marketing issues.
A background in Economics is helpful, but not required. The course is held in English Language therefore English language skills must be at course level.

Recommended  Texts

  • Nick Dallas (2007) How to Do Business in China: 24 Lessons in Engaging the Dragon ,Mc Graw and Hill
  • Robert Collins Carson Block, (2007) Doing Business in China For Dummies
  • Kotler, Philip – Kevin Lane Keller –Taihong Lu  , (2009) Marketing Management in China , Prentice Hall
  • Johan Bjorksten , Anders Hagglund ,(2010) How to Manage a Successful Business in China , World Scientific
  • Liu, Warren (2008) KFC in China , Secret Recipe for Success ,Wiley and Sons
  • Maria weber , Cristiana Barbatelli ,(2006) La Cina non e’ per tutti, Edizioni Olivares

Other recommended readings will be assigned during the course.

Overview of Assessment
Assessment will consist of one final exams 60% each, one case analyses (30% each), and class participation (10%). The exams will assess your understanding of key course concepts. The case analyses will assess your ability to apply course concepts to what customers and companies do. Participation includes in-class discussion of cases, readings, exercises, and current marketing challenges.















each week





The Course will host VIP Speakers , and will use case history methodology.

The exam will be held in class at the conclusion of the courses. It will cover assigned reading material and class discussions.  Questions will primarily be in a multiple choice and short answer format.

Case Analyses
The Course will host VIP Speakers , and will use case history methodology.
One case analysis will be used to assess your analytical and written communication skills.  I will provide you with the case.  The case questions will require you to apply your understanding of course principles to the situations described in the cases.  The specific questions and assessment criteria will be provided to the class.  The analyses should not exceed 5 pages in length.
Case study will be used from the beginning to the end. The cases facilitate the discussion of marketing problems in real situations whereby you may after careful studies, provide constructive input as the session works together to address the issues raised in the cases. Real learning takes place when you see how others address a problem about which you have thought carefully. It has to be pointed out that only through good preparations will you acquire a thorough understanding.

Deadlines - The deadlines for the case analyses are at the beginning of class on the assigned days.  Analyses turned in after the start of class will be marked down 10%.  Analyses will not be accepted after 10 p.m. on the deadline day.

Class Participation
Student participation is an important component of the course.  Students are expected to come to class prepared, and willing to discuss the readings, cases, videos, and other class exercises.

You are expected to defend your ideas and opinions and to demonstrate them to the class.

Personal Integrity

Using information from other sources and not citing the source is plagiarism, a form of cheating.  If you are working with other students, please remember that failing to contribute adequately to the project but taking full credit for others’ efforts is cheating and will be punished appropriately.


This course syllabus and schedule are preliminary, and are subject to change pending notification in class.

Doing Business in China AGENDA _ TIMETABLE

Students of the Department of Political Sciences, Communication and International Relations (L-36 and LM-62) who will attend the seminar and take the final exam with the speaker Cristiana Barbatelli can earn the credits (CFU):

  • Module 1: No. 4 credits

  • Module 2: No. 4 credits