Base Knowledge
N.A.
Teaching Methodologies
The teaching methodology follows the attendance (in class) in order to improve the connection between the theoretical and practical knowledge. Uses theoretical knowledge source (scientific publications) and practical resources (case studies). The teaching methodology encourages also the active participation of students through discussion and presentation of ideas and opinions.
Learning Results
By the end of the course unit, students should be able to:
1. Explain the main foundations of international trade and economic integration.
2. Interpret international trade indicators, with particular attention to Portugal and the European Union.
3. Identify opportunities and risks and compare international market entry modes.
4. Identify the main documents, delivery terms and payment methods used in international trade operations.
5. Distinguish the characteristics of organisational buying and commercial relationships in industrial B2B markets.
6. Develop a simplified international market entry proposal, integrating commercial and marketing decisions.
Program
1. Foundations of international trade: Globalisation, an introduction to the main trade theories, trade flows and economic integration.
2. Portugal in international trade and the European Union: Production specialisation, exporting sectors, SMEs and trade indicators.
3. Market analysis and internationalisation modes: Market selection, opportunities and risks, emerging markets, exports, agents, distributors and other foreign market entry modes.
4. International trade operations: Commercial documentation, transport and logistics, introduction to Incoterms® 2020, payment methods and commercial and foreign exchange risks.
5. International trade in industrial B2B markets: Organisational buying, supplier selection, technical and commercial proposals, negotiation and relationships with customers and partners.
6. International marketing and business development: Adaptation of the offering, pricing, distribution, communication, trade fairs, digital prospecting and performance indicators.
Curricular Unit Teachers
Fausto André Primo FradeGrading Methods
Periodic assessment
Written test 1: 30%
Written test 2: 30%
Group work: 40%
Attendance of at least 75% of the total teaching hours of the course unit is required to be eligible for periodic assessment.
Assessment by exam
An exam, with a weight of 100% in the final grade.
Internship(s)
NAO
Bibliography
Albaum, G.; Duerr, E.; (2011); International Marketing and export management, 7th edition; Prentice Hall.
Aplpleyard, Dennis, Field, Alfred, (2003), International Economics, Irwin/McGraw-Hill, 54ª Edição.
Dennis Appleyard, Alfred Field e Steve Cobb; (2010) International Economics , McGraw-Hill.
Grossman, Gene M. e Rogoff, Kenneth, (1995), Handbook of International Economics – Volume III, Elsevier, Oxford,
Hocking, Brian e Steven Mcguire. 1999. Trade Politics: International, Domestic and Regional Perspectives, London, Routledge.
Hoekman, Bernard M. e Michel M. Kostecki. (2001). The Political Economy of the World Trading System, 2ª ed. Oxford: Oxford University Press.
Hollensen, Svend (2007), Global Marketing- A Decision-Oriented Approach, 4th Edition, Financial Times/Prentice Hall, England.
King, (Eds), (2004), Internat International Economics and International Economics Policy: A Reader, McGraw Hill.
Kotabe, Masaaki; Helsen, Kristiaan, (2008), Global Marketing Management 4th Edition, Wiley John Wiley & Sons, NJ.
Medeiros, Eduardo Raposo. (2003). Economia Internacional, 7ª edição, Lisboa: Instituto Superior de Ciências Sociais e Políticas.
Paul Krugman e Maurice Obstfeld;(2012) International Economics, Pearson Higher Education, 9th edition.
Thomas Pugel; (2009) International Economics, McGraw-Hill, 14th edition.
Hutt, M. D., Speh, T. W., & Hoffman, D. (2024). Business marketing management: B2B (13th ed.). Cengage.
Marques, A. (2023). Comércio internacional e crescimento a longo prazo: O contexto mundial, notas sobre Portugal. Almedina.