1483 ExInt III: Internationalization: Business Planning (Group 1)
Univ.Prof. Dr. Florian Benedikt Zapkau
Contact details
  • Type
  • Weekly hours
  • Language of instruction
09/23/21 to 09/30/21
Registration via LPIS
Notes to the course
Subject(s) Master Programs
Day Date Time Room
Tuesday 10/19/21 02:00 PM - 04:30 PM TC.5.15
Tuesday 11/09/21 02:00 PM - 06:00 PM Online-Einheit
Tuesday 11/23/21 02:00 PM - 06:00 PM Online-Einheit
Tuesday 12/07/21 02:00 PM - 06:00 PM Online-Einheit
Tuesday 01/11/22 02:00 PM - 06:00 PM TC.5.15
Tuesday 01/25/22 02:00 PM - 06:00 PM Online-Einheit


The course “Internationalization: Business Planning” combines insights from research and practice to provide students with a thorough understanding of business planning in international markets. To this end, the course has three main elements: First, the course draws on research evidence to convey knowledge on international business planning. Second, we co-create the qualitative and quantitative contents of an international business plan. Third, students develop an international business plan for a real or fictive startup or foreign market entry in groups. They present their business plans to a panel of experts on a ‘pitch day’.

These elements translate into the following core contents of the course:

  1. The role of opportunities in key internationalization theories.
  2. Different types of international opportunities.
  3. Business planning and performance – is planning always beneficial?
  4. Business planning under uncertainty (effectuation vs. causation).
  5. Business planning as a resource access strategy.
  6. Development of an international business plan: qualitative and quantitative elements.
  7. Pitch day: presentation and discussion of the developed international business plans.

Learning outcomes

Upon completion of the course, students,

  • can differentiate between different types of international opportunities and understand how the development and recognition of opportunities enables firms’ international expansion;
  • know fundamental trade-offs in international business planning and relevant contextual factors that make planning more successful;
  • understand how uncertainty influences international business planning, and they can apply appropriate decision-making heuristics to overcome uncertainty-related challenges;
  • can apply international business planning methods and tools to assess the feasibility of international projects and to obtain the necessary resources;
  • have the academic skills to comprehend research on international business planning and to use research evidence in the professional planning context;
  • can create an international business plan with its qualitative and quantitative elements;
  • have the social and professional skills to communicate their international business plan to a panel of experts and to lead a discussion about its contents.

Attendance requirements

The course will be offered in a hybrid teaching mode to adhere to social distancing guidelines. One cohort will attend the lectures in room TC.5.15, whereas the other cohort will follow via Teams/Zoom (t.b.a). The cohorts will alternate between presence and online on a weekly basis. Students are supposed to attend all six lectures. As an exception, students are allowed to miss one lecture (but not a lecture in which they are scheduled to give a presentation).

If social distancing is no longer required before or during the course, the teaching mode will be changed to presence. Please follow the respective announcements closely.

Teaching/learning method(s)

The course’s didactic concept rests on three pillars:

  1. Evidence-based teaching: the course follows an evidence-based teaching approach, which means teaching grounds on state-of-the-art research and contextual evidence. Linking research and teaching ensures that students learn concepts and methods that are relevant and effective based on the latest research knowledge.
  2. Interactive: The course combines teacher-centered (e.g., lectures) and interactive (“flip-the-classroom”) elements (e.g., presentations, discussions, feedback sessions, teamwork) to facilitate effective and active learning among students.
  3. Relevance: The practice-oriented international business plan development assignment and also guest lecturers and speakers enable close ties between the course and industry demands. Presentation of and reflection on the developed international business plan foster students’ social and professional skills.


The overall course grade is based on three assignments:

  1. International business plan content presentation (during the course): 25% (group assignment)
  2. International business plan pitch presentation and discussion (last course lecture): 50% (group assignment)
  3. Mini exam (after the course): 25% (individual assignment)

Prerequisites for participation and waiting lists

  • Zulassung zum Masterstudium ExInt
  • Anmeldung zur Lehrveranstaltung


1 Author: Hisrich, Robert D.

International Entrepreneurship: Starting, Developing, and Managing a Global Venture

Publisher: Sage
Edition: 3
Recommendation: Essential reading for all students
Type: Book
2 Author: Hisrich, R. D., Peters, M. P., & Shepherd, D. A.


Publisher: McGraw-Hill Education
Edition: 11th
Recommendation: Essential reading for all students
Type: Book

Research articles (will be provided during the course)

Recommendation: Essential reading for all students
Type: Journal

Recommended previous knowledge and skills

•    Basics models of internationalization
•    Basics management of SMEs and young firms / International Entrepreneurship
•    Basics (international) market research, marketing, and financial management
•    Basics quantitative methods
•    Basics English business presentations

Availability of lecturer(s)

Unit details

Unit Date Contents
1 19.10.2021

14:00-16:30 Uhr
The pursuit of international opportunities and the value of planning

2 09.11.2021

14:00-18:00 Uhr

International opportunity recognition

3 23.11.2021

14:00-18:00 Uhr

Business planning under uncertainty

4 07.12.2021

14:00-18:00 Uhr

Coaching session

5 11.01.2022

14:00-18:00 Uhr

Business planning as a resource access strategy
6 25.01.2022

14:00-18:00 Uhr

Pitch day
Last edited: 2021-06-28