1212 ExInt I: Business Development in an International Context (Group 2)
Nico Troiani, MSc., Univ.Prof. Dr. Florian Benedikt Zapkau
Weekly hours
Language of instruction
10/28/22 to 10/31/22
Registration via LPIS
Notes to the course
Day Date Time Room
Thursday 11/03/22 09:00 AM - 12:00 PM D1.1.078
Thursday 11/10/22 09:00 AM - 12:30 PM D1.1.078
Thursday 11/17/22 09:00 AM - 12:30 PM D1.1.078
Thursday 12/01/22 09:00 AM - 12:30 PM D1.1.078
Thursday 12/15/22 09:00 AM - 12:30 PM D1.1.078
Thursday 01/12/23 09:00 AM - 01:00 PM D1.1.078
Thursday 01/19/23 12:30 PM - 02:00 PM TC.1.01 OeNB

The course combines insights from research and practice to provide students with a thorough understanding of firms’ business development in international markets. Students will be provided with an overview of firms’ internationalization patterns and related strategies. The course introduces, and draws on, key internationalization theories that shape the current discourse in academia and between practitioners. Specifically, the course focuses on two interrelated decisions that affect firms’ internationalization endeavors: first, students learn about the characteristics and (dis-)advantages of different foreign entry mode choices (i.e., how to develop the firm internationally). Second, the course conveys the principles of firms’ foreign location choices (i.e., where to develop the business internationally). Further, the course focuses on the process of decision-making and the role of the individual decision-maker.

Learning outcomes

Upon completion of the course:

· Students have a profound understanding of key theoretical approaches and scientific methods to explain how and where firms develop their business internationally. This knowledge enables them to understand and discuss fundamental research articles in the International Business literature.

· Students know central characteristics, determinants, and outcomes of firms’ entry mode choices and foreign location choices.

· Students have a thorough understanding of the role of the individual decision-maker in internationalization decisions and can critically reflect on rationality employed in decision-making processes.

· Students have the social and professional skills to communicate foreign market entry mode and location choice decisions and to lead a related discussion.

Attendance requirements

The course will be offered in presence teaching mode on campus. Attendance is mandatory, but students may miss up to two sessions. However, this exception does not apply to sessions in which a student or her/his group is scheduled to give a presentation or participate in any other form of assessment.

Please observe the course-related announcements. Should social distancing be required in the winter semester, changes to the course’s teaching mode will be communicated in advance.

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: Guest lecturers from the industry and links to real-life business challenges and success stories in internationalization enable close ties between the course and industry demands.


The overall course grade is based on three assignments:

1. Active participation during class discussions (individual assignment): 10%

2. Group presentation (group assignment): 45%

3. Final exam (individual assignment): 45%

Prerequisites for participation and waiting lists

Successful completion of the courses "KMU-Management" and "Außenhandelsmanagement"

1 Author: Peng, Mike W.; Meyer, Klaus

International Business

Publisher: Andover: Cengage Learning
Edition: Third edition
Year: 2019

Research papers (will be provided during the course)

Availability of lecturer(s)



Please also approach us before, during or after classes.

Last edited: 2022-06-07