Course Catalogue Spring 2016
Transcription
Course Catalogue Spring 2016
EXCHANGE-IN STUDENTS Course Catalogue LILLE SPRING 2016 P a g e 1 | 55 Table of contents M1 ........................................................................................................................................................... 3 Operation and Information Systems ....................................................................................................... 3 Marketing and Innovation ....................................................................................................................... 5 Strategy ................................................................................................................................................... 9 M2 / MSc TRANSVERSAL COURSES ...................................................................................................... 11 Advanced Strategy................................................................................................................................. 11 Professional and Personal Development .............................................................................................. 12 French as a Foreign Language ............................................................................................................... 14 PROJECT AND PROGRAMME MANAGEMENT & BUSINESS DEVELOPMENT ....................................... 19 Contract & Claim Management............................................................................................................. 19 Risk Management .................................................................................................................................. 21 Strategic Projec Management ............................................................................................................... 23 INTERNATIONAL MARKETING AND BUSINESS DEVELOPMENT .......................................................... 25 Advertising & Communication .............................................................................................................. 25 Internationalisation of Markets and Organizations .............................................................................. 28 Digital Marketing ................................................................................................................................... 31 Managing an Export Project .................................................................................................................. 33 Quality-Based Marketing ....................................................................................................................... 37 Business Development ......................................................................................................................... 40 Using SPSS ............................................................................................................................................. 42 Persuasive Communication ................................................................................................................... 45 Essential Selling Skills ............................................................................................................................ 47 Product Management ........................................................................................................................... 50 Sales, Negotiation and Key Account Management ............................................................................... 53 P a g e 2 | 55 M1 Operation and Information Systems Code du cours Course Code Nom du cours Course name PGE.FINM1.ISCOR.0703 (fall) / PGE.FINM1.ISCOR.0701 (spring) OPERATION & INFORMATION SYSTEMS Crédits Credits Période d'enseignement Teaching period 5 Fall / Spring Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Campus Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par campus Instructor(s) names by campus Descriptif du cours / Course description Face à Face Contact hours Distanciel Distance learning Autonomous personal &/or team work Evaluation Durée totale Total 30 0 68 2 30 M1 ABM France Dept. Management of projects, Information Systems and Supply Chains core Belo Horizonte, Lille, Paris, Raleigh, Sophia, Suzhou Exchange students allowed Anglais / English If other N/A AUGIER Marc Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Lapo MOLA Marc AUGIER - Lapo MOLA Joanne LIM - Marc AUGIER Marc AUGIER This course is an introduction course to Management of Information Systems and Supply Chain Management. Information systems are an integral part of modern organizations. Managers increasingly use them to provide and deliver products and services, create competitive advantage, and manage global corporations. Professional managers, regardless of their functional business role, must have a solid grounding in the fundamentals of IS and the organizational implications of the use of IS to perform their jobs effectively. Other objective is to give a comprehensive global views of the issues & techniques of Management Information Systems and Supply Chain Management. During the course labs, we will use MS Access in order to provide students with some P a g e 3 | 55 hands on experience about the basic IT fundamentals of IS, more specifically focus towards Data Base Management Systems and their role centralizing information and processes. Thémes / Topics Management of Information Systems, Data Base Management and Big Data, Digital Business, Supply Chain Management, Operations Management. A l’issue de la formation, vous serez capable de / As a result of this module, you will be able to: Connaissances / Knowledge and Understanding (subject specific) Know how to situate the information systems on the corporate management system, Understand tactical (methodological principles, project management...) and strategic dimensions of information systems, operations and purchase management. Understand tactical & operational aspect of supply chain Aptitudes cognitives / Cognitive skills Résultats d’apprentissage / Intended Learning Outcomes and Skills Analyze the impact of the implementation of an information system in an organization in terms of: -strategy -management -organization -security -supply chain management Attitudes / Key transferable skills Understand how Information systems are used to support decision making Understand why Operations is one of the most important function within management area. Ethical and social understanding Analyze the impact of the implementation of an Enterprise system in an organization in terms of privacy and collection of personal data, for their customers and employees. Indiquer les learning objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) / Indicate which learning objectives the course contributes to (based on the program curriculum mapping) Contribution aux objectifs pédagogiques du programme / Contribution to learning objectives Evaluation des étudiants Student Assessment LO1.1 : To recognize potential ethical dilemmas : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO5.2 : To analyze how integration of input from various functional areas of business act to influence the formulation of strategy at the organizational level : LG5 : Graduates should be knowledgeable of the functional areas of business management and their integration Cours soumis à évaluation dans le cadre de l’Assurance of Learning Oui / Yes pour l’année en cours ? Evaluation finale (DS) 50 % Final examination (Précisez la nature pour l'évaluation finale / Explain type for final examination) QCM - Quizz Contrôle continu Continuous Assessment 50 % préciser nature / Explain type P a g e 4 | 55 QCM - Quizz Etude de cas - Case study Présentation orale - Presentation Rapport écrit / Dissertation - Report / Dissertation Participation - Class participation Examen intermédiaires - Mid-term examination Autre - Others Méthodes d’enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Site(s) web / Web sites Nombre CM Amphi / Number of Lectures 0% 40 % 40 % 0% 20 % 0% 0% Nb midterms : 0 Format de cours / Course format Cours magistral / Lecture - TD / Tutorials Activités d’apprentissage / Learning activities Cours interactifs / Interactive lectures - Etudes de cas / Case studies - Personal guided study - Devoirs / Assignments Session 1 - Introduction to Management Information Systems, and the strategic role of Information Systems Session 2 - Data Base Management, Foundation of Business Intelligence and Big Data Session 3 - Operations and Enterprise Application Systems Session 4 - IT infrastructure and Security Session 5 - Ethics and Intellectual property in a Digital world, The future of digital business Management Information Systems: Managing the Digital Firm, Laudon and Laudon. Chopra, S. and Meindl, P. (2013). Supply Chain Management: Strategy, planning and operation. Pearson Prentice Hall: Pearson Education Last up to date information about the course will be provided online at http://knowledge.skema.edu/courses/OPESI/ (open to all registered users of the platform). Modalités de délivrance du cours (par campus si différent) Course delivery modes (per campus if different) Durée CM Autres Préciser les spécificités de Durée TD (en Amphi (en (Distance programmation (TD journée, Nombre TD / heures) / heures) / learning, etc…) cadencement spécifique des Number of Tutorial class Lecture (en heures) / séances) / Specify if full-day Tutorial classes duration (in duration (in Other (in tutorial class, different hours) hours) hours) schedules 0 0 0 Campus 0 0 Marketing and Innovation Code du cours Course Code PGE.FINM1.MKCOR.0401 (fall) / PGE.FINM1.MKCOR.0405 (spring) / PGE.FINM1.MKCOR.0404 (fall US) / Nom du cours Course name MARKETING AND INNOVATION P a g e 5 | 55 PGE.FINM1.MKCOR.0409 (spring US) Crédits Credits Période d'enseignement Teaching period 5 Spring Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Campus Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par campus Instructor(s) names by campus Descriptif du cours / Course description Face à Face Contact hours Distanciel Distance learning Autonomous personal &/or team work Evaluation Durée totale Total 27 36 35 2 63 M1 ABM France Dept. Marketing core Belo Horizonte, Lille, Paris, Raleigh, Sophia, Suzhou Exchange students allowed Anglais / English If other Marketing fundamentals - either the L3 marketng course or the Marketing course on the Introductory M1 track SPIER Peter Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other 'Because the purpose of business is to create a customer, the business enterprise has two - and only two - basic functions: marketing and innovation. Marketing and innovation produce results; all the rest are costs'. This quote comes from Peter Drucker, an influential figure in management theory, and it provides an excellent justification for this keystone course. Whether you work in marketing and sales or in other functions, understanding and innovating for markets and customers will be vital for success. This course explores marketing's role in innovation, but adds to that two other key concepts: value and meaning. Both are far more complex than one might imagine. Innovation without value creation makes no sense: value is always 'value for someone', and invariably 'value relative to other options'. This presupposes a target and an understanding of what drives value and relevance for them. Which is why marketers spend so much time trying to listen to, study and understand those targets. Furthermore, what if that value is not built simply around a product, but around a service, an experience, entertainment, desire...? What if that value is not personal, but social? We need then to understand the perspective of individuals and of groups; to understand both the private and personal sources of value and meaning and those of the culture or the group... This course will provide a range of concepts and tools to do just that and provide an opportunity to apply P a g e 6 | 55 them though a sustained group project. This will build on the work done in the level one marketing course and provide an opportunity to further apply notions learned there. Thémes / Topics Marketing and innovation; strategic marketing; value proposition & target market/segment; market and customer analysis; positioning; services marketing; servicization; experience economy; entertainment economy A l’issue de la formation, vous serez capable de / As a result of this module, you will be able to: Connaissances / Knowledge and Understanding (subject specific) Résultats d’apprentissage / Intended Learning Outcomes and Skills Students will a) better understand the issues associated with innovation as seen from a marketing point of view, with an emphasis on concepts of value and meaning and an exploration of servicization and customer experience b) learn to apply methods of new business development using a range of frameworks and approaches c) acquire methods to test new concepts d) develop a marketing plan to launch the new product/service. Aptitudes cognitives / Cognitive skills Students will develop an ability to think creatively, but also to test the assumptions behind their ideas using a range of methods. They will explore the complexities of value and perceived value as well as the concepts associated with servicization and customer experience management. They will be introduced to new business models. Attitudes / Key transferable skills Group work, creative thinking, project management, concept testing, pitching new business ideas. Ethical and social understanding Students will acquire a deeper understanding of the dynamics of consumption, value, need and desire. They will explore how personal and social meaning are generated through consumption. Indiquer les learning objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) / Indicate which learning objectives the course contributes to (based on the program curriculum mapping) Contribution aux objectifs pédagogiques du programme / Contribution to learning objectives Evaluation des étudiants Student Assessment LO2.1 : To contribute substantively to the product of a group and demonstrate leadership skills : LG2 : Graduates should be able to work effectively in a multicultural team LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO3.3 : To understand in detail extended speech and complex texts in English : LG3 : Graduates should be able to communicate in an international environment LO5.1 : To apply theories and major concepts of marketing, finance, human resource management, information systems, organization studies, law : LG5 : Graduates should be knowledgeable of the functional areas of business management and their integration Cours soumis à évaluation dans le cadre de l’Assurance of Learning Non / No pour l’année en cours ? Evaluation finale (DS) 50 % Final examination (Précisez la nature pour l'évaluation finale / Explain type for final examination) QCM - Quizz, Etude de cas - Case study Contrôle continu Continuous Assessment 50 % préciser nature / Explain type P a g e 7 | 55 QCM - Quizz Etude de cas - Case study Présentation orale - Presentation Rapport écrit / Dissertation - Report / Dissertation Participation - Class participation Examen intermédiaires - Mid-term examination Autre - Others Méthodes d’enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Site(s) web / Web sites Nombre CM Amphi / Number of Lectures 0% 0% 40 % 40 % 20 % 0% 0% Nb midterms : 0 Format de cours / Course format Cours magistral / Lecture Activités d’apprentissage / Learning activities Cours interactifs / Interactive lectures - Projet / Project-based learning - Etudes de cas / Case studies The course will have three components: A. Lectures: 1. Understanding innovation and value. Types and degrees of innovation; market stages & adoption cycles; service innovation and idea generation. 2. Strategic marketing: innovation and value for whom? Segmentation, targeting and positioning. 3. The new marketing mix and the 7 Ps. 4. Exploring value and meaning: personal and social. B.TDs/Project groups: students will be involved in project-based learning over 5 sessions: identifying a market opportunity; generating and testing a new product/service idea for a specific target audience; exploring the market and its value drivers; understanding the competition and their relative positioning; developing a positioning and way-to-market strategy. C. Online resources: Access to MOOC; insights into value creation; case studies: Dyson, Kinect, Disneyland, The better burger battle, BlaBlaCar; interviews with members of faculty on their marketing research; understanding and managing different types of value: services, experiences, entertainment, sharing...; selected readings Kotler P. and Armstrong G. (2009), Principles of Marketing, Prentice Hall; 13 edition. Mooradian T. A., Matzler K., Ring L. J. (2012) Strategic marketing, Person, international edition Best, R. (2012), Market-Based Management: International Version, Person, international edition Osterwalder, A., Pigneur, Y. (2010), Business model generation, John Wiley & Sons 0sterwalder, A. et al. (2014), Value proposition design, John Wiley & Sons Additional reading suggestions will be provided on the Knowledge platform Access to MOOC: https://sites.google.com/site/moocmodules/introduction A selection of useful links will be provided on the Knowledge platform Modalités de délivrance du cours (par campus si différent) Course delivery modes (per campus if different) Durée CM Autres Préciser les spécificités de Durée TD (en Amphi (en (Distance programmation (TD journée, Nombre TD / heures) / heures) / learning, etc…) cadencement spécifique des Number of Tutorial class Lecture (en heures) / séances) / Specify if full-day Tutorial classes duration (in duration (in Other (in tutorial class, different hours) hours) hours) schedules Campus 4 3 5 3 0 NB Delivery mode may differ on international campuses WORKLOAD: Lectures: 4x3h; Group sessions: 5x3h; Group P a g e 8 | 55 project: 35h; Blended/online work: 36h; Exam: 2h Strategy Code du cours Course Code PGE.FINM1.STCOR.0801 (fall) / PGE.FINM1.STCOR.0806 (spring) / PGE.FINM1.STCOR.0805 (fall US) / PGE.FINM1.STCOR.0812 (spring US) Nom du cours Course name STRATEGY Crédits Credits Période d'enseignement Teaching period 5 Spring Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Campus Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par campus Instructor(s) names by campus Descriptif du cours / Face à Face Contact hours Distanciel Distance learning Autonomous personal &/or team work Evaluation Durée totale Total 30 0 30 0 30 M1 ABM France Dept. Stratégy, Entrepreneurship and Economics core Belo Horizonte, Lille, Paris, Raleigh, Sophia, Suzhou Exchange students allowed Anglais / English If other None CIRILLO Bruno Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Olivier BERTRAND - Livia BARAKAT Olivier BERTRAND Olivier BERTRAND - Corinne POROLI Oussama AMMAR This strategy course introduces the fundamental concepts, analytical tools, and strategic options at the basis of strategic analysis and action. We will use a combination of lectures, case studies and a team project to explore and apply theoretical frameworks and P a g e 9 | 55 Course description methodologies in different industry and company situations. For instance, we will explore methods for assessing the strength of competition and the relative bargaining power, for anticipating competitors’ actions, for analyzing cost and value structures and their relevance to competition, and for assessing potential changes in the scope of the firm (diversification and vertical integration). Thémes / Topics A l’issue de la formation, vous serez capable de / As a result of this module, you will be able to: Connaissances / Knowledge and Understanding (subject specific) Résultats d’apprentissage / Intended Learning Outcomes and Skills Understand the key concepts and tools of external and internal strategic analysis Aptitudes cognitives / Cognitive skills Properly use methods and tools of strategic analysis. Acquire the basic jargon necessary to discuss, in a consistent and precise manner, strategic issues. Attitudes / Key transferable skills Develop analytical skills and critical reasoning. Ethical and social understanding Recognize individual, sectoral-level specificities and their consequences. Indiquer les learning objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) / Indicate which learning objectives the course contributes to (based on the program curriculum mapping) Contribution aux objectifs pédagogiques du programme / Contribution to learning objectives LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO6.1 : To analyze and apply advanced concepts in a specialized discipline : LG6 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO6.2 : To assess a business issue and formulate solutions in a specialized discipline : LG6 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l’Assurance of Learning Non / No pour l’année en cours ? Evaluation finale (DS) 50 % Final examination (Précisez la nature pour l'évaluation finale / Explain type for final examination) QCM - Quizz Evaluation des étudiants Student Assessment Méthodes d’enseignement Teaching Methods Contrôle continu Continuous Assessment 50 % préciser nature / Explain type QCM - Quizz Etude de cas - Case study Présentation orale - Presentation Rapport écrit / Dissertation - Report / Dissertation Participation - Class participation Examen intermédiaires - Mid-term examination Autre - Others 0% 0% 0% 100 % 0% 0% 0% Nb midterms : 0 Format de cours / Course format Cours magistral / Lecture - TD / Tutorials Activités d’apprentissage / Learning activities Cours interactifs / Interactive lectures - Projet / Project-based learning - Etudes de cas / Case studies P a g e 10 | 55 Plan de cours Course Plan Bibliographie References 1. Introduction to strategy (Lecture - 3 hours) 2. Environmental analysis (Lecture - 3 hours) 3. Case study on environment and industry analysis (Tutorial - 3 hours) 4. Internal company analysis (Lecture - 3 hours) 5. Case study on internal company analysis (Tutorial - 3 hours) 6. Students' project: Part I finalization and submission (Tutorial - 3 hours) 7. Business strategy (Lecture - 3 hours) 8. Corporate strategy (Lecture - 3 hours) 9. Case study on strategic choices at business and corporate levels (Tutorial - 3 hours) 10. Students' project: Part II finalization and submission (Tutorial - 3 hours) Grant, R. M. (2012). Contemporary strategy analysis and cases: text and cases, 8th Edition. John Wiley & Sons. Site(s) web / Web sites Nombre CM Amphi / Number of Lectures Modalités de délivrance du cours (par campus si différent) Course delivery modes (per campus if different) Durée CM Autres Préciser les spécificités de Durée TD (en Amphi (en (Distance programmation (TD journée, Nombre TD / heures) / heures) / learning, etc…) cadencement spécifique des Number of Tutorial class Lecture (en heures) / séances) / Specify if full-day Tutorial classes duration (in duration (in Other (in tutorial class, different hours) hours) hours) schedules 5 3 5 5 3 5 5 3 5 5 3 5 5 3 8 5 3 5 Campus Sophia Antipolis 3 Campus Paris 3 Campus Lille 3 Campus Suzhou 3 Campus Raleigh 3 Campus Belo Horizonte 3 0 0 0 0 0 0 M2 / MSc TRANSVERSAL COURSES Advanced Strategy Course Code MSC.TRCM2.STCOR.0001 Credits 3 Course Responsible CHEREAU PHILIPPE P a g e 11 | 55 Hours 15 Status Core course Themes Department STRATEGY, ENTREPRENEURSHIP AND ECONOMICS Prerequisites Plan Advanced strategy course aims at preparing students to strategy formulation and implementation through the use of concept, methods and tools of strategic management focused on the following issues: - internationalization strategy - Innovation and entrepreneurship - Strategic choices: formulation and evaluation Exchange students Exchange students allowed Campus Lille,Paris,Sophia,Raleigh,Suzhou Professional and Personal Development Code du cours Course Code Nom du cours Course name MSC.TRCM2.DREOR.0002 PROFESSIONAL AND PERSONAL DEVELOPMENT Crédits Credits 1 Période d'enseignement Teaching period Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Campus Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Spring Face à Face Contact hours Distanciel Distance learning 5 0 Autonomous personal &/or team work 0 Evaluation Durée totale Total 0 5 Project and Programme Management and Business Development Cliquez ici pour entrer du texte. core Paris, Raleigh, Sophia Exchange students allowed Anglais / English If other No Prerequisites Important please note! the evaluation for this course is a Professional Credit so it is either a grade A or Fx (0/20 or 20/20). The Professional credit is based on participation, so any absence without an official excuse an proof (Proof of Professional interview, medical certificate etc...) will be considered as failed (grade Fx with 0/20) P a g e 12 | 55 Responsable du cours Course leader Nom des intervenants par campus Instructor(s) names by campus Descriptif du cours / Course description LECLAIR Ann Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Cliquez ici pour entrer du texte. Cliquez ici pour entrer du texte. Cliquez ici pour entrer du texte. Cliquez ici pour entrer du texte. The PPD Professional & Personal Development course is managed by the Career Center. For MSc students: Step 1 is mandatory to validate this course: STEP 1: Attend the ""CAREER Day"" 26th Jan. 2016 in SOPHIA ,28th Jan. PARIS, 4th Feb. LILLE (except for AMAIS students: date to be defined) AMAIS STEP 2: It is optional to get a ""CV Screening"" from a recruiter (via Knowledge Platform)Feb.2016 ForPGE/M2:Two steps mandatory to validate this course: STEP 1 Attend the "Career Day":26th January SOPHIA, 28th January PARIS, 4th February LILLE STEP 2: Take part in an individual interview simulation (called"Go-No/Go interview") Thémes / Topics A l’issue de la formation, vous serez capable de / As a result of this module, you will be able to: Connaissances / Knowledge and Understanding (subject specific) Résultats d’apprentissage / Intended Learning Outcomes and Skills - Be able to highlight your skills and knowledge you have acquired in a writing ""Summary"" - Convincingly talk about yourself as well as your professional objective to relevant individuals or recruiters. - Get prepared for job interviews / recruitment process Meet companies and apply for job/internship during 'Career Center Events"" (Career Tuesdays, Job Fair, Career Center Day..) who recruit Skema's students Aptitudes cognitives / Cognitive skills Attitudes / Key transferable skills Ethical and social understanding Indiquer les learning objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) / Indicate which learning objectives the course contributes to (based on the program curriculum mapping) Contribution aux objectifs pédagogiques du programme / Contribution to learning objectives Evaluation des étudiants Student Assessment LO1.2 : To select the best course of action to follow in order to behave as responsible managers : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment Cours soumis à évaluation dans le cadre de l’Assurance of Learning Non / No pour l’année en cours ? Evaluation finale (DS) 0 % Final examination (Précisez la nature pour l'évaluation finale / Explain type for final examination) QCM - Quizz Contrôle continu 100 % P a g e 13 | 55 Continuous Assessment préciser nature / Explain type QCM - Quizz Etude de cas - Case study Présentation orale - Presentation Rapport écrit / Dissertation - Report / Dissertation Participation - Class participation Examen intermédiaires - Mid-term examination Autre - Others Méthodes d’enseignement Teaching Methods Plan de cours Course Plan 0% 0% 0% 0% 100 % 0% 0% Nb midterms : 0 Format de cours / Course format Cliquez ici pour entrer du texte. Activités d’apprentissage / Learning activities Cliquez ici pour entrer du texte. For all PGEM2 & MSc students: CAREER DAY Events: SOPHIA ANTIPOLIS campus: 26th January 2016 PARIS campus: 28th January 2016 LILLE campus: 4th February 2016 For MSc students only: ""CV Screening"" . Feb.2016 For PGEM2 students only: ""Go-No/Go interview"": SOPHIA ANTIPOLIS and PARIS: between 1st and 12th February 2016 LILLE campus: between 8th and 12th Februay 2016 Bibliographie References Site(s) web / Web sites YEP Career Center Knowledge Platform French as a Foreign Language Code du cours Course Code PGE.FINM1.LGCOR. 4265 Nom du cours Course name LV2 FRENCH REAL BEGINNER - BASICS - INTERMEDIATE - ADVANCED Période d'enseignement Teaching period Crédit(s) Credit(s) 1 Charge de travail Student workload Face à Face Contact hours Distanciel Distance learning Autonomous personal &/or team work Evaluation Evaluation Durée totale Total 12 0 12 2 26 Programme Program PGE M1 Départements Department LANGUAGES P a g e 14 | 55 Module Module LANGUES Type de cours Course type Core course Campus Campus Course open to students in exchange Exchange students allowed Langue d'enseignement Teaching language If other Pré-Requis Prerequisite Responsable du cours Course leader POMMIER JEAN-PAUL LILLE N/A PARIS Oanh Chieuto Nom des intervenants par campus SOPHIA Christine Develey Name of instructor(s) by campus SUZHOU N/A RALEIGH N/A P a g e 15 | 55 Beginner: Learners will be able to understand and use familiar everyday expressions and very basic phrases for concrete situations (introduce themselves and others and ask and answer questions about personal details such as where they live, people they know and things they have). Will be able to interact in a simple way provided the other person talks slowly and clearly and is prepared to help. Basics: Learners will be able to understand sentences and frequently used expressions related to areas of most immediate relevance (e.g. very basic personal and family information, shopping, local geography, employment). Will be able to communicate in simple and routine tasks requiring a simple and direct exchange of information on familiar and routine matters. Will be able to describe in simple terms aspects of their background, immediate environment and matters in areas of immediate need. Descriptif du cours / Course description Intermediate: Learners will be able to understand the main points of familiar matters regularly encountered in work, school, leisure, etc. Will be able to deal with most situations likely to arise while travelling in an area where the language is spoken. Will be capable of producing simple connected text on topics which are familiar or of personal interest. Will be able to describe experiences and events, dreams, hopes & ambitions and briefly give reasons and explanations for opinions and plans. Advanced: Learners will be able to understand the main ideas of complex text on both concrete and abstract topics, including technical discussions in their field of specialisation. They will interact with a degree of fluency and spontaneity that makes regular interaction with native speakers quite possible effortlessly both ways. Will be able to explain a viewpoint on a topical issue giving the advantages and disadvatages of various options. A l’issue de la formation, vous serez capable de / As a result of this module, you will be able to: Connaissances / Knowledge and Understanding (subject specific) See above in course description in relation to level Résultats d’apprentissage / Intended Learning Outcomes and Skills Aptitudes cognitives / Cognitive skills See above in course description in relation to level Attitudes / Key transferable skills See above in course description in relation to level Ethical and social understanding P a g e 16 | 55 Contribution aux objectifs pédagogiques du programme / Contribution to learning objectives Indiquer les learning objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) / Indicate which learning objectives the course contributes to (based on the program curriculum mapping) LG3 : Graduates should be able to communicate in an international environment LO3.1 : To produce clear, well organized verbal presentations Not evaluated LO3.2 : To produce clear, well organized written communication Not evaluated LO3.3 : To understand in detail extended speech and complex texts in English Not evaluated Cours soumis à évaluation dans le cadre de l’Assurance of Learning Non / No pour l’année en cours ? Evaluation finale (DS) Final examination 30 % (Précisez la nature pour l'évaluation finale / Explain type for final examination) Evaluation des étudiants Student Assessment Si autre précisez / If other Specify: Contrôle continu Continuous Assessment In relation to level 70 % préciser nature / Explain type the sum of the coefficients below must be equal to 100% Présentation orale (oral presentation) 30 % QCM (quizz) 0 % Dossier (file/report) 0 % P a g e 17 | 55 Etude de cas (case study) Mid-term examination 0 % 0 % - Nb of midterms Class participation 20 % Autre (other) 50 % 0 Grammar tests, summaries, presentations, reports, dictations, etc Précisez / Specify: (According to the appropriate course level) Format de cours / Course format Si autre, précisez If other please specify Activités d’apprentissage / Learning activities Méthodes d’enseignement Teaching Methods Si autre, précisez / If other please specify: Plan de cours Course Plan Specific to each level Lectures obligatoires / Required readings Bibliographie References Lectures Recommandées / Recommended readings Site(s) web / Web sites Modalités de délivrance du cours (par campus si différent) Course delivery modes (per campus if different) P a g e 18 | 55 Nombre CM Amphi / Number of Lectures Durée CM Amphi (en heures) / Lecture duration (in hours) Nombre TD / Number of Tutorial classes Préciser les spécificités de programmatio n (TD journée, Durée TD (en Autres (Distance cadencement heures) / Tutorial learning, etc…) spécifique des class duration (in (en heures) séances) / hours) / Other (in hours) Specify if fullday tutorial class, different schedules Campus Lille Campus Paris 8 1,5 Campus Raleigh Campus Sophia 8 1,5 PROJECT AND PROGRAMME MANAGEMENT & BUSINESS DEVELOPMENT Contract & Claim Management Course Code Course name MSC.PPMM2.PMCOR.0034 CONTRACT & CLAIM MANAGEMENT Credits 2 Teaching period Student workload [Should add up to 25hrs/credit] Programme Department Module Course type Campus Course open to students in exchange Teaching language Prerequisite Course leader Instructor(s) names by campus Spring Distance Autonomous Face to face contact learning personal Evaluation Total hours [with/without &/or team tutor] work 15 0 0 0 15 Project and Programme Management and Business Development MANAGEMENT OF PROJECTS, INFORMATION SYSTEMS AND SUPPLY CHAINS MODULE 4 - PROJECT MANAGEMENT - TECHNICAL DIMENSIONS Core course Lille, Paris Exchange students allowed English None If other GARDINER Paul Lille Paris Sophia Suzhou Raleigh P a g e 19 | 55 Other Course description This course addresses : - Projects, - Project management, - Customer and supplier focus, Project management standards, - Contract management, Topics A l’issue de la formation, vous serez capable de / As a result of this module, you will be able to: Connaissances / Knowledge and Understanding (subject specific) The student is expected to: learn how to plan procurements, understand the contract process from tendering to contract award, understand the main elements of contract management, and understand hand-over and closing of the contract. Basics in claim management will be presented. The contract work will be linked to project management activities. Intended Learning Outcomes and Skills Aptitudes cognitives / Cognitive skills Being able to participate in planning procurement, working with contracts and use processes and documents to perform claim management. The students will also know the difference between contract types and their different risk profile, and being able to communicate risks and progress information to clients and suppliers. Attitudes / Key transferable skills Manage procurement and contracts, manage clients and suppliers, and managing claims in respect of local/national/international laws Ethical and social understanding Make a simple procurement plan. Establish a tender. Issue a simple contract. Follow up the contract. Manage claims and changes. Manage risks. Close the contract. Contribution to learning objectives Indicate which learning objectives the course contributes to (based on the program curriculum mapping) [Make bold those that most apply.] Cours soumis à évaluation dans le cadre de l’Assurance of Learning pour l’année en cours ? Final examination 50 % Explain type for final examination : (E.g. quizz, case study, presentation, report, essay, mid-term examination, other) QCM - Quizz Continuous Assessment Student Assessment Teaching Methods Course Plan 50 % Explain type 0 % 0 % 0 % 0 % 0 % - Nb midterms 0 % 0 % Oral presentation MCQ quizz Essay/report Case study Mid-term examination 0 Class participation Other Specify: Course format (E.g. Lecture, eLearning, Tutorials) Lecture Learning activities (E.g. Interactive lectures, business game, project-based learning, case studies, personal guided study, assignments) Etudes de cas / Case studies Day 1 : 09:00-09:30 Welcome and introduction 09:30-10:30 Project management and contract/procurement management 10:30-11:30 Group work 11:30-12:30 The contract P a g e 20 | 55 12:30-13:30 Lunch 13:30-14:30 Group work 14:30-1515 Contract strategies; make or buy 15:15-16:00 Group work 16:00-16:45 Procurement planning 16:45-17:00 Discussion and comments Day 2 : 08:30-09:00 Sum-up day 1 09:00-10:00 Contract types – formats 10:00-11:00 Group work 11:00-12:00 Contract administration 12:00-13:00 Lunch 13:00-14:00 Group work 14:00-15:30 Claim management, including group work 15:30-15:45 Sum-up Required readings PMI – Guide to the Project Management Body of Knowledge. References Recommended readings Web sites Number of Lectures Contracting for Project Management. Rodney Turner. Project Management – A strategic planning approach. Paul D. Gardiner Http://www.project-management-knowhow.com/contract_management.html Lecture duration (in hours) Course delivery modes (per campus if different) Other Tutorial class Number of (Distance duration (in Tutorial classes learning, etc…) hours) (in hours) Specify if full-day tutorial class, different schedules Risk Management Course Code Course name MSC.PPMM2.PMCOR.0036 RISK MANAGEMENT Credits 2 Teaching period Student workload Programme Department Module Course type Campus Face to face contact hours Distance learning Autonomous personal &/or team work Evaluation Total 15 0 15 Project and Programme Management and Business Development MANAGEMENT OF PROJECTS, INFORMATION SYSTEMS AND SUPPLY CHAINS MODULE 4 - PROJECT MANAGEMENT - TECHNICAL DIMENSIONS Core course Lille, Paris P a g e 21 | 55 Course open to students in exchange Teaching language Prerequisite Course leader Exchange students allowed English None Lille Paris Sophia Suzhou Raleigh Other Instructor(s) names by campus Course description If other Paul GARDINER Paul GARDINER Paul GARDINER The objectives of this course are to explain how a risk register can be developed including risk identification, definition of appropriate risk response strategies, proceed to quantitative and qualitative risk analysis. A l’issue de la formation, vous serez capable de / As a result of this module, you will be able to: Connaissances / Knowledge and Understanding (subject specific) Aptitudes cognitives / Cognitive skills Manage risks whatever the project Topics Attitudes / Key transferable skills Explain how to manage risks Ethical and social understanding Everything in liaise with risk management: identification, quantification, definition of strategies, risk reassessment Intended Learning Outcomes and Skills Contribution to learning objectives Indicate which learning objectives the course contributes to (based on the program curriculum mapping) Cours soumis à évaluation dans le cadre de l’Assurance of Learning pour l’année en cours ? Final examination 100 % Explain type for final examination : (Quizz, case study, presentation, report, essay, mid-term examination, other) QCM - Quizz Continuous Assessment Evaluation des étudiants Student Assessment Teaching Methods 0 % Explain type 0 % 0 % 0 % 0 % 0 % - Nb midterms 0 % 0 % Oral presentation MCQ quizz Essay/report Case study Mid-term examination Class participation Other Specify: Course format (Lecture, eLearning, Tutorials) Tutorials 0 P a g e 22 | 55 Learning activities (Interactive lectures, business game, project-based learning, case studies, personal guided study, assignments) Course Plan Projet / Project-based learning About risk and risk management Definitions associated with risks management The risk register The risk breakdown structure Risk identification Definition of risk response straegies Qualitative and quantitative risk analyses Risk reassessment Risk management and operational scheduling Required readings The PMBOK The practice guide for risk management References Recommended readings Web sites www.pmi.org Strategic Projec Management Course Code Course name MSC.PPMM2.PMCOR.0030 STRATEGIC PROJECT MANAGEMENT Credits 2 Teaching period Student workload [Should add up to 25hrs/credit] Programme Department Module Course type Campus Course open to students in exchange Teaching language Prerequisite Course leader Instructor(s) names by campus Course description Distance Autonomous learning personal Evaluation Total [with/without &/or team tutor] work 30 0 40 1 30 Project and Programme Management and Business Development MANAGEMENT OF PROJECTS, INFORMATION SYSTEMS AND SUPPLY CHAINS MODULE 3 - STRATEGY & BUSINESS DEVELOPMENT Core course Lille, Paris Face to face contact hours Exchange students allowed English None If other DANIEL Pierre Lille Paris Sophia Suzhou Raleigh Other Projects are strategic today for the firm to adapt to environmental changes and challenges. All types of organizations (public and private, product or service oriented, big or small) are involved in many projects each year : new product development, organizational change, industrial and process redesign, big key event, market extention, business mergers … Project Management has become a managerial and organizational “core competence” that firms must excel at in order to be able to respond to P a g e 23 | 55 environmental changes and crisis. Projects are the business activities that make the firm able to adapt, change, grow and innovate. Unfortunately, inside the Firm‘s portfolio of projects, some are very simple and some are very complex to manage. Contrary to business repetitive operations, project activities have a high rate of failure, and these failures mean under performance. The capacity to anticipate complex situations, to understand how projects work, and to efficiently behave in conditions of high uncertainty is a key managerial capacity today for Top and Middle managers in changing and competitive environments. Topics A l’issue de la formation, vous serez capable de / As a result of this module, you will be able to: Connaissances / Knowledge and Understanding (subject specific) Project & Entrepreneurship : understand the key characteristics of projects and businesses, of the Project Management Mode at a strategic level. Understand the key role that is played by projects in business entrepreneurship, and in the capacity of organizations to adapt to environmental changes. Aptitudes cognitives / Cognitive skills Intended Learning Outcomes and Skills "- Project Management and Dynamics of Development : be able to identify the major phases of any project or programme(business creation, product development, major event, socio-economic project, government reforms…) and identify parameter in order to manage them - Performance and Complexity : be able to take multiple angles of analysis on organizational issues and activities (financial, maketing, internal processes, learning). Be able to analyse any situation in condition of complexity and ambiguity, applying holistic approaches. Attitudes / Key transferable skills "- Making decisions under uncertainty and complexity : be able to modelize and complex activities, in teams, under pressure, in conditions of lack of information (lot of unadapted information) -Producing and focusing on performance : be able to produce outputs focusing on the time constraints, key resources constraints and objectives. Develop a capacity to be managed by results, instead of being managed by means. Ethical and social understanding "- Business Modeling and project management : be able to analyse and plan any project, whatever the size, the duration or the cost. Including in the analysis all the operational dimensions of complex projects - strategic analysis and recommendations : be able to formulate and articulate strategic recommendations and make them operational. Prepare short business plans, identify problems and suggest action plans and remedies. Be able to transform a strategic vision into a project implementation plan. Contribution to learning objectives Indicate which learning objectives the course contributes to (based on the program curriculum mapping) [Make bold those that most apply.] Cours soumis à évaluation dans le cadre de l’Assurance of Learning No pour l’année en cours ? Final examination 100 % Explain type for final examination : (E.g. quizz, case study, presentation, report, essay, mid-term examination, other) QCM - Quizz Student Assessment Continuous Assessment Oral presentation MCQ quizz Essay/report Case study 0 % Explain type 0 % 0 % 0 % 0 % P a g e 24 | 55 Teaching Methods Course Plan Mid-term examination 0 % - Nb midterms 0 Class participation 0 % Other 0 % Specify: Course format (E.g. Lecture, eLearning, Tutorials) Lecture Learning activities (E.g. Interactive lectures, business game, project-based learning, case studies, personal guided study, assignments) case studies Project 1 – STRATEGIC GOALS From strategic Goals to Project Objectives ROADMAP – Part 1 Project 2 - STAKEHOLDERS From project actors to project risks STAKEHOLDERS CONSTELLATION Project 3 - RESOURCES From project activities to project resources WORKLOAD & CALENDAR Project 4 – PROJECT DEVELOPMENT From project objectives to project milestones ROADMAP – part 2 Project 5 – UNCERTAINTIES Identifying Uncertainties impacting project Deliverables TECHNICAL RISK MAPPING Identifying Uncertainties coming from project Actors SOCIAL RISK MAPPING Project 6 - COMPLEXITY Defining Project Strategies SOCIO-TECHNICAL MATRIX Project 7 - INFLUENCES Building networks of actors ZONES OF STAKEHOLDERS Project 8 - NETWORK Design the Project Network Organization 3 CERCLES OF POWER Required readings References Recommended readings Web sites INTERNATIONAL MARKETING AND BUSINESS DEVELOPMENT Advertising & Communication Code du cours Course Code Nom du cours Course name MSC.IMBM2.MKOPT.0050 ADVERTISING & COMMUNICATION (OPTION) P a g e 25 | 55 Crédits Credits Période d'enseignement Teaching period 4 Spring Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Campus Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par campus Instructor(s) names by campus Descriptif du cours / Course description Thémes / Topics Face à Face Contact hours Distanciel Distance learning Autonomous personal &/or team work Evaluation Durée totale Total 27 0 30 3 27 International Marketing and Business Development Dept. Marketing optional Lille, Paris, Sophia Exchange students allowed If other M1 marketing. IMPORTANT: this course will take place in spring for Paris and Sophia, but in fall for Lille. SOSCIA Isabella Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Perceptions of customers are determinant in creating a company’s success and those perceptions are often based on marketing communication. Advertising and other marketing communication tools represent an important source of brand messages, messages that may influence customers’ attitudes, perceptions and behaviors. The course provides a comprehensive understanding of the fundamentals needed to build a clear and consistent marketing communication brief and plan aligning advertising, promotion, events and the broadest pallet of modern communications tools. Integrated marketing communication/IMC brief/marketing communication: objectives, target and budgeting/advertising, media planning and advertising reserach/sponsorship, packaging and point of purchase communication P a g e 26 | 55 A l’issue de la formation, vous serez capable de / As a result of this module, you will be able to: Connaissances / Knowledge and Understanding (subject specific) Résultats d’apprentissage / Intended Learning Outcomes and Skills Understand issues associated to marketing communications Aptitudes cognitives / Cognitive skills To be able to understand companies communication needs Attitudes / Key transferable skills To develop a strategic approach to marketing communication Ethical and social understanding To be able to understand consumers'communication needs Indiquer les learning objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) / Indicate which learning objectives the course contributes to (based on the program curriculum mapping) Contribution aux objectifs pédagogiques du programme / Contribution to learning objectives LO1.2 : To select the best course of action to follow in order to behave as responsible managers : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l’Assurance of Learning Non / No pour l’année en cours ? Evaluation finale (DS) 40 % Final examination (Précisez la nature pour l'évaluation finale / Explain type for final examination) QCM - Quizz Evaluation des étudiants Student Assessment Méthodes d’enseignement Teaching Methods Plan de cours Course Plan Contrôle continu Continuous Assessment 60 % préciser nature / Explain type QCM - Quizz Etude de cas - Case study Présentation orale - Presentation Rapport écrit / Dissertation - Report / Dissertation Participation - Class participation Examen intermédiaires - Mid-term examination Autre - Others 40 % 60 % 0% 0% 0% 0% 0% Nb midterms : 0 Format de cours / Course format Cours magistral / Lecture Activités d’apprentissage / Learning activities Projet / Project-based learning Integrated Marketing Communication IMC brief Marketing communication: objectives, target and budgeting Brief preparation. Advertising, media planning and advertising research P a g e 27 | 55 Bibliographie References Sponsorship, packaging and point of purchase communication Integrated marketing communications plan. Lectures obligatoires / Required readings : Pelsmaker, Geuens and Vandeberg, “Marketing Communication: A European Perspective”, Forth Edition. Lectures Recommandées / Recommanded readings : Site(s) web / Web sites Nombre CM Amphi / Number of Lectures Modalités de délivrance du cours (par campus si différent) Course delivery modes (per campus if different) Durée CM Autres Préciser les spécificités de Durée TD (en Amphi (en (Distance programmation (TD journée, Nombre TD / heures) / heures) / learning, etc…) cadencement spécifique des Number of Tutorial class Lecture (en heures) / séances) / Specify if full-day Tutorial classes duration (in duration (in Other (in tutorial class, different hours) hours) hours) schedules Campus 0 0 9 3 IMPORTANT: this course will take place in spring for Sophia and Paris but in Fall for Lille 0 Internationalisation of Markets and Organizations Code du cours Course Code Nom du cours Course name MSC.IMBM2.MKCOR.0038 INTERNATIONALISATION OF MARKETS AND ORGANISATIONS (CORE) Crédits Credits Période d'enseignement Teaching period 4 Spring Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Campus Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Face à Face Contact hours Distanciel Distance learning Autonomous personal &/or team work Evaluation Durée totale Total 27 0 18 0 27 International Marketing and Business Development Dept. Marketing core Lille, Paris, Sophia Exchange students allowed If other M1 marketing and strategy BORZILLO Stefano P a g e 28 | 55 Nom des intervenants par campus Instructor(s) names by campus Descriptif du cours / Course description Thémes / Topics Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other The Purpose of this course is to acquaint students with the cultural and organisational dimensions of international marketing management, and to develop skills that will serve students well in dealing effectively with international marketing and management issues. While examining how firms deal with international marketing in practical terms, juggling the needs of the ‘global’ and the ‘local’, the course covers three main areas: organisational and strategic planning in an international context; the design and implementation of effective international organisations; and the marketing and management challenge of cross-cultural considerations. The overall is that of business developmenyt in an international context: how to choose and enter markets, how to manage a portfolio of markets, how to transfer ideas, products or services from one market to another, how to manage knowledge and innovation across markets... There will also be a consideration of some of the ethical issues facing managers in international markets as well as the challenges facing business developers in emerging economies, where 'bottom of the pyramid' marketing is necessary. The course is heavily based on the use of case studies backed up by additional readings and a project with the idea of testing different frameworks to make appropriate managerial decisions. International business development & marketing management, global-local management issues, organisational design and development, theories and practice of internationalisation, management of knowledge and ideas A l’issue de la formation, vous serez capable de / As a result of this module, you will be able to: Connaissances / Knowledge and Understanding (subject specific) Résultats d’apprentissage / Intended Learning Outcomes and Skills The student is expected to: Have a better grasp of issues associated with the internationalization of markets and organisations. The course goes further than a simple international marketing course to include also an examination of organizational and strategic issues. Aptitudes cognitives / Cognitive skills The student is expected to: Better analyze complex strategic issues associated with internationalization Attitudes / Key transferable skills The student is expected to: Better respond to the various challenges when working in an international firm or environment Ethical and social understanding The student is expected to: Analyze the strategic and ethical implications of globalization and make ethical recommendations about practical management challenges Contribution aux objectifs pédagogiques du programme / Contribution to learning objectives Indiquer les learning objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) / Indicate which learning objectives the course contributes to (based on the program curriculum mapping) LO1.1 : To recognize potential ethical dilemmas : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO1.2 : To select the best course of action to follow in order to behave as P a g e 29 | 55 responsible managers : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO4.2 : To apply theories and key concepts in the field of the management of knowledge assets, technological progress and innovation : LG4 : Graduates should be able to manage in the global knowledge economy LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l’Assurance of Learning Non / No pour l’année en cours ? Evaluation finale (DS) 60 % Final examination (Précisez la nature pour l'évaluation finale / Explain type for final examination) QCM - Quizz, Etude de cas - Case study Evaluation des étudiants Student Assessment Méthodes d’enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Site(s) web / Web sites Contrôle continu Continuous Assessment 40 % préciser nature / Explain type QCM - Quizz Etude de cas - Case study Présentation orale - Presentation Rapport écrit / Dissertation - Report / Dissertation Participation - Class participation Examen intermédiaires - Mid-term examination Autre - Others 0% 40 % 0% 60 % 0% 0% 0% Nb midterms : 0 Format de cours / Course format TD / Tutorials Activités d’apprentissage / Learning activities Cours interactifs / Interactive lectures - Etudes de cas / Case studies Indicative course outline from this year. Cases and examples are likely to change 1. Introduction. Overview & introduction 2. Expanding abroad. The 'flat world' vs 'istance still matters'. 3. Exploring the cultural dimension in marketing 4. International context & industry dynamics. 5. Transnational strategies & global branding. 6. Organisational challenges of internationalisation: structure and culture 7. Worldwide innovation & learning: managing knowledge and ideas 8. Ideas and markets: taking new products and ideas into new markets 9. Exam Lectures obligatoires / Required readings : Mandatory course book: Transnational Management: Text, Cases & Readings in CrossBorder Management Christopher Bartlett, Paul Beamish 6th edition (2010), McGraw Hill Lectures Recommandées / Recommanded readings : Students are encouraged to read additional articles and cases from the book Links are provided on the Knowledge course site Modalités de délivrance du cours (par campus si différent) Course delivery modes (per campus if different) P a g e 30 | 55 Nombre CM Amphi / Number of Lectures Durée CM Amphi (en heures) / Lecture duration (in hours) 0 0 Nombre TD / Number of Tutorial classes Durée TD (en heures) / Tutorial class duration (in hours) Autres (Distance learning, etc…) (en heures) / Other (in hours) Campus 3 9 Préciser les spécificités de programmation (TD journée, cadencement spécifique des séances) / Specify if full-day tutorial class, different schedules 0 Digital Marketing Code du cours Course Code Nom du cours Course name MSC.IMBM2.MKOPT.0046 DIGITAL MARKETING (OPTION) Crédits Credits 4 Période d'enseignement Teaching period Spring Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Campus Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par campus Instructor(s) names by campus Descriptif du cours / Course description Face à Face Contact hours Distanciel Distance learning 27 0 Autonomous personal &/or team work 23 Evaluation Durée totale Total 3 27 International Marketing and Business Development Dept. Marketing optional Lille, Paris, Sophia Exchange students not allowed If other Marketing Fundamentals. IMPORTANT NOTE: this course takes place in Fall for Sophia and Paris and in Spring for Lille GARNIER Marion Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other From commercial web sites through to mobile marketing or buzz, digital marketing is an essential part of 'what we do in marketing'. Understanding the range and potential of what is happening in this area is less an option than a necessity. This course provides an overview of this exciting field. Students will acquire theoretical and practical knowledge in the e-commerce area: online consumer behaviour, fundamentals in building and managing a web site, online marketing mix, online merchant activities, database management, Community Management, online communication. P a g e 31 | 55 Thémes / Topics Use of Internet for information, promotion, distribution and sales purposes, online consumer behaviour, fundamentals in designing and managing corporate or organisation A l’issue de la formation, vous serez capable de / As a result of this module, you will be able to: Connaissances / Knowledge and Understanding (subject specific) Résultats d’apprentissage / Intended Learning Outcomes and Skills Know and understand stakes and specifics of Internet strategies, online revenue models, website development and management process, website usability, specifics of merchant web site management (BO, visibility, e-merchandising, CRM), and strategic and technical stakes of online communication. Suggest an adapted e-commerce strategy. Suggest solutions for web site management and online communication Aptitudes cognitives / Cognitive skills Understand and analyze e-commerce. Define web strategy and revenue models. Define an operational plan of online activity and store management. Elaborate an operational plan for online communication Attitudes / Key transferable skills Develop a critical analysis of strategic and technical aspects of web sites. Anticipate evolutions and motivations. Develop analytical capacities, critical sense, diagnostics, and website management skill Ethical and social understanding Working in group. Critical thinking about the role and stakes of e-commerce in society. Indiquer les learning objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) / Indicate which learning objectives the course contributes to (based on the program curriculum mapping) Contribution aux objectifs pédagogiques du programme / Contribution to learning objectives LO2.1 : To contribute substantively to the product of a group and demonstrate leadership skills : LG2 : Graduates should be able to work effectively in a multicultural team LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l’Assurance of Learning Non / No pour l’année en cours ? Evaluation finale (DS) 30 % Final examination (Précisez la nature pour l'évaluation finale / Explain type for final examination) QCM - Quizz Evaluation des étudiants Student Assessment Méthodes d’enseignement Teaching Methods Contrôle continu Continuous Assessment 70 % préciser nature / Explain type QCM - Quizz Etude de cas - Case study Présentation orale - Presentation Rapport écrit / Dissertation - Report / Dissertation Participation - Class participation Examen intermédiaires - Mid-term examination Autre - Others 0% 0% 0% 100 % 0% 0% 0% Nb midterms : 0 Format de cours / Course format TD / Tutorials Activités d’apprentissage / Learning activities Cours interactifs / Interactive lectures - Projet / Project-based learning P a g e 32 | 55 Plan de cours Course Plan Bibliographie References Site(s) web / Web sites E-commerce environment. Back office and Front office (database management, logistics, ergonomics, referencing). Online brand strategy. Online communication. Lectures obligatoires / Required readings : Provided on Knowledge platform Lectures Recommandées / Recommanded readings : Provided on the Knowledge platform Provided on the Knowledge platform Managing an Export Project Code du cours Course Code Nom du cours Course name MSC.IMBM2.MKELE.0078 MANAGING AN EXPORT PROJECT (ELECTIVE) Crédits Credits 4 Période d'enseignement Teaching period Spring Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Campus Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par campus Instructor(s) names by campus Descriptif du cours / Course description Face à Face Contact hours Distanciel Distance learning 27 0 Autonomous personal &/or team work 15 Evaluation Durée totale Total 0 27 International Marketing and Business Development Dept. Marketing optional Lille Exchange students allowed Anglais / English If other M1 marketing FELIX Michel Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other This module focuses on a firm’s essential activity in international business: Exporting is becoming increasingly important as companies in all parts of the world step up their efforts to supply and service markets outside their national boundaries. This elective is entirely dedicated to address this issue: How to manage an export project? Its overall P a g e 33 | 55 objective is to enable students to apply the methodology which allows handling export operations, from the selection of the fitted offer for the target markets, up to the market entry solutions and the control and the follow up of the export sales. Starting from real projects, students will be invited to study an export opportunity and will have to propose a commercial plan in using “the stage by stage method” learnt in this elective, including a diagnosis and some commercial recommendations. This method is illustrated by numerous case studies in order to be capable to carry out an export project in a situation as close as possible to that of an export manager. Thémes / Topics A l’issue de la formation, vous serez capable de / As a result of this module, you will be able to: Connaissances / Knowledge and Understanding (subject specific) Understand the motives that underlie the export decision in small and medium sized companies, as well as in the bigger ones, Understand methods which allow us to assess whether the selected offer can create value on a market or not. Be able to use secondary data (internal and external) to analyse the commercial potential of a foreign market in B2B and B2 Be able to appreciate the lawful and physical accessibility of the target market, Understand how to conduct, collect and analyse primary research (qualitative and quantitative) to capture the conditions to make the project successful. Aptitudes cognitives / Cognitive skills Résultats d’apprentissage / Intended Learning Outcomes and Skills Be able to choose and apply the most suitable methods available at each stage of the overall export approach, according to the market situation Understand the motives that underlie the export decision in small and medium sized Be able to critically analyse case studies, illustrating for each of them a particular stage of the overall approach, Apply critical thinking skills and intellectual adaptability to develop valuable market entry solutions, Be able to highlight, among a massive amount of data, that which is useful to set up an international MIS and to make right export decisions. Attitudes / Key transferable skills Be able to interact and work professionally in a team context, Use his own cultural and linguistic knowledge about a target market to propose the right export offer at the right place, Apply specific interests or economic and societal concerns to export offer Think “outside the box” in developing arguments and solutions, Build expertise in an export zone Develop a sense of export opportunities. Ethical and social understanding Be able to interact and work professionally in a team context, Be able to take charge of a real export project, proposed by IRD (Regional Institute for development) and Business France. Think “outside the box" and be able to present your own Export Plan to the heads of the little or medium size firms selected with the cooperation of IRD or Business France. Contribution aux objectifs pédagogiques du programme / Contribution to learning objectives Indiquer les learning objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) / Indicate which learning objectives the course contributes to (based on the program curriculum mapping) LO1.1 : To recognize potential ethical dilemmas : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments LO1.2 : To select the best course of action to follow in order to behave as responsible managers : LG1 : Graduates should behave as responsible managers in order to deliver sustainable performance in complex environments P a g e 34 | 55 LO2.1 : To contribute substantively to the product of a group and demonstrate leadership skills : LG2 : Graduates should be able to work effectively in a multicultural team LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO4.2 : To apply theories and key concepts in the field of the management of knowledge assets, technological progress and innovation : LG4 : Graduates should be able to manage in the global knowledge economy LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l’Assurance of Learning Non / No pour l’année en cours ? Evaluation finale (DS) 100 % Final examination (Précisez la nature pour l'évaluation finale / Explain type for final examination) Présentation orale - Presentation, Rapport écrit / Dissertation - Report / Dissertation Evaluation des étudiants Student Assessment Méthodes d’enseignement Teaching Methods Plan de cours Course Plan Contrôle continu Continuous Assessment 0 % préciser nature / Explain type QCM - Quizz Etude de cas - Case study Présentation orale - Presentation Rapport écrit / Dissertation - Report / Dissertation Participation - Class participation Examen intermédiaires - Mid-term examination Autre - Others 0% 0% 0% 0% 0% 0% 0% Nb midterms : 0 Format de cours / Course format Cours magistral / Lecture - TD / Tutorials Activités d’apprentissage / Learning activities Projet / Project-based learning - Etudes de cas / Case studies How to start your Export Project? The entry modes suggested: some questions which are of interest to choose your market entry mode, The objectives of the Export Project: characteristics, export report, scheduling. The “stage by stage” method: A firm, an offer, a target The selection of the export offer: Is this offer able to create value? On which target markets? The different value to create : potential value, value in exchange, value in use, Methods to assess the export offer value (Value analysis, functional value, consumption scenario, blue ocean strategy), three case studies – Danone and the French Roll- (video case), Gillette, and Nintendo Wii. The choice of the target markets: How to choose the markets which have the best potential for the export offer? The methods to determine markets with economic potential and more interesting outlets, The Market indicators: location and distance, demography, economy, transport infrastructures, .…,Two case studies: Aqua bear AB and Tata Nano cars (video case), The lawful and physical accessibility of the target markets. - The evaluation of the potential demand for your offer on the target market P a g e 35 | 55 The economic potential of the demand on the target market (analog method, demand of import, ratios in chain, visible consumption, experts’ opinion), The potential of commercial access for the demand, (competitors, distribution, intermediaries, national channels, communication), The customer’s decisionmaking process analysis on the tarkeg market. The DUAL method. Case study: avocado Carmel and the Eastern European markets, Bibliographie References Site(s) web / Web sites Nombre CM Amphi / Number of Lectures 0 Lectures obligatoires / Required readings : Students are expected to come to class having read as mandatory readings: - The entitled document “Managing an Export project: Methodology of an export project – Part One-- - The course book required by the module “International Marketing” of MSc International Business: Hollensen.S, (2011), “Global Marketing”, 5th edition, Pearson, Prentice Hall Lectures Recommandées / Recommanded readings : NA These sites will be proposed in the document “Managing an Export Project: Methodology of an export Project” Modalités de délivrance du cours (par campus si différent) Course delivery modes (per campus if different) Durée CM Autres Préciser les spécificités de Durée TD (en Amphi (en (Distance programmation (TD journée, Nombre TD / heures) / heures) / learning, etc…) cadencement spécifique des Number of Tutorial class Lecture (en heures) / séances) / Specify if full-day Tutorial classes duration (in duration (in Other (in tutorial class, different hours) hours) hours) schedules Campus Lille 9 0 3 0 P a g e 36 | 55 Quality-Based Marketing Code du cours Course Code Nom du cours Course name SC.IMBM2.MKELE.0069 QUALITY-BASED MARKETING (ELECTIVE) Crédits Credits 2 Période d'enseignement Teaching period Spring Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Campus Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par campus Instructor(s) names by campus Descriptif du cours / Course description Face à Face Contact hours Distanciel Distance learning 15 0 Autonomous personal &/or team work 8 Evaluation Durée totale Total 2 15 International Marketing and Business Development Dept. Marketing elective Lille Exchange students allowed If other Basic Marketing course VERLIEFDE Henri Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other This course aims to equip students with a comprehensive understanding of Quality Management through the development of knowledge, skills and expertise in the subject. The educational experience also aims to develop participant’s intellectual and personal skills to feel able to implement Quality Management as leverage in their Marketing Projects. Thémes / Topics P a g e 37 | 55 A l’issue de la formation, vous serez capable de / As a result of this module, you will be able to: Connaissances / Knowledge and Understanding (subject specific) The student is expected to : -Utilize process analysis methods and communication tools to improve Quality of services -Adapt and apply Problem solving methods to his day to day job -Implement Quality standards into customer-supplier relationships -Apply permanent improvement (PDCA) into assignments -Initiate and utilize Customer needs and satisfaction research methods -Participate to auto-evaluation via Excellence models to improve Marketing Projects -Design and master companies know-how, Quality labels and sustainable Offer Aptitudes cognitives / Cognitive skills Résultats d’apprentissage / Intended Learning Outcomes and Skills The student is expected to : -Identify Quality Management Systems into Marketing operations -Know the various forms and culture related to Quality Management Understand and apply costs of Quality -Understand how process improvement can identify waste and non-value-added activities Attitudes / Key transferable skills The student is expected to : -Run the company marketing policy and strategy in the respect of Quality requirements -Manage on the customer – supplier relationship with regard to a long term win-win deal -Share a quality strategy according to specific marketing objectives -Decide about quality references and labeling on packaging and communication Ethical and social understanding The student is expected to : •Develop an in-depth understanding of Quality Management and the different ways it contributes to competitive advantage and advancement of society •Identify and measure effectiveness of Quality management systems for Marketeers •Evaluate feasibility and opportunity to apply quality management systems in Marketing Projects •Understand and apply Quality management tools as well as problem solving methods Contribution aux objectifs pédagogiques du programme / Contribution to learning objectives Indiquer les learning objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) / Indicate which learning objectives the course contributes to (based on the program curriculum mapping) LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l’Assurance of Learning Non / No pour l’année en cours ? Evaluation finale (DS) 50 % Final examination (Précisez la nature pour l'évaluation finale / Explain type for final examination) Rapport écrit / Dissertation - Report / Dissertation Evaluation des étudiants Student Assessment Contrôle continu Continuous Assessment 50 % préciser nature / Explain type QCM - Quizz Etude de cas - Case study Présentation orale - Presentation Rapport écrit / Dissertation - Report / Dissertation Participation - Class participation Examen intermédiaires - Mid-term examination Autre - Others 0% 100 % 0% 0% 0% 0% 0% Nb midterms : 0 Format de cours / Course format P a g e 38 | 55 Méthodes d’enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Site(s) web / Web sites Cours magistral / Lecture - TD / Tutorials Activités d’apprentissage / Learning activities Cours interactifs / Interactive lectures - Etudes de cas / Case studies COURSE OUTLINE 5 times 3H 1.Concepts and understandings related to Quality Management: a.Why – How – for Who Quality Management? b.The close links between Marketing & Quality Management c.Quality Management as a keystone of Sustainable Development – the Ford “triple bottom line” case study d.Quality Management key concepts 2.Process Management : a.PDCA & ISO processes b.Customer path process management & improvement c.Process ID & process breakdown method d.Case study 3.Image and Ethic behavior: a.Design process as Added Value Offer – “Linking Customer satisfaction to product design: a key to success for Volvo” case study b.ISO 26000 - Social Responsibility standards c. Labels and Signs to be handled with care! d.Case study - FCB consumer response process method 4.Service and Customer care a.The Kano service model – class workshop b.Purchasing decision process case study c.Benchmarking – best practices in marketing d.Problem solving as a valuable Image leverage 5.Sustainable strategic planning a.Excellence models as a Marketing Management standard b.EFQM c.Designing a Responsible Marketing Plan The PricewaterhouseCoopers Sustainable Performance model d.What’s in for You… Lectures obligatoires / Required readings : Course documents Quality Based Marketing – Henri Verliefde Lectures Recommandées / Recommanded readings : THE QUALITY IMPROVEMENT HANDBOOK Ed ASQ Quality Press ISBN-10: 0873896904 OSER LE MARKETING DURABLE Concilier marketing et développement durable Christophe Sempels, Marc Vandercammen Éd Pearson ISBN-10 2-7440-7357-1 SERVICES MARKETING Christopher Lovelock and Jochen Wirtz Ed Pearson ISBN-10: 0-13-610721-4 http://asq.org/knowledge-center/index.html http://www.iso.org/iso/home.html http://www.efqm.org/en/ P a g e 39 | 55 Business Development Code du cours Course Code Nom du cours Course name MSC.IMBM2.STCOR.0041 BUSINESS DEVELOPMENT (CORE) Crédits Credits Période d'enseignement Teaching period 4 Spring Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Campus Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par campus Instructor(s) names by campus Descriptif du cours / Course description Face à Face Contact hours Distanciel Distance learning Autonomous personal &/or team work Evaluation Durée totale Total 27 0 18 0 27 International Marketing and Business Development Dept. Marketing core Lille, Paris, Sophia Exchange students allowed If other none SPIER Peter Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other This course explores the challenges of business development in an original and experiential way, combining use of a MOOC, case-study-based input and testimonials, structured input on essential notions and an entrepreneurial group project that culminates in a pitch to an audience of professors and business professionals. This has very much a 'flipped course' in which formal teaching gives way to coaching anf projectbased learning. This culminates in a pitch similar to the kind you can see in the BBC's Dragon's Den series - though our dragons are much kinder! Business development is a broad term that involves seeking new market opportunities, whether new products, new customer groups, new channels, and developing a winning value proposition. It requires a global, strategic vision of the market and the business, with an understanding of the underlying business model and finance and an awareness of competitive dynamics. It thus brings together many of the skills acquired through different courses, including the Advanced Strategy course. It is essential for new businesses, but also for existing companies in more established markets. Although the paradigm used here is that of NEW business development, thus giving the experience an P a g e 40 | 55 entrepreneurial flavour, the purpose is to gain a 360° sense of how a business works, and this will be useful in all sorts of situations, whether in a business unit, working with clients, or working out how to align the interests of players in an ecosystem Thémes / Topics Developing a targeted value proposition and a marketing concept/Testing the concept/understanding the market, it's drivers and the ecosystem/working with channel partners and other players in the ecosystem/understanding business models and how to make money/understanding financials, cash flow and other essentials/doing an effective pitch/working as a team A l’issue de la formation, vous serez capable de / As a result of this module, you will be able to: Connaissances / Knowledge and Understanding (subject specific) Résultats d’apprentissage / Intended Learning Outcomes and Skills better apprehend the concepts and approaches necessary for identifying and developing new business concepts Aptitudes cognitives / Cognitive skills stimulate an interest in new business opportunities, how to identify and how to develop them Attitudes / Key transferable skills developing a spirit of entrepreneuship with an awareness of how to work together with partners and team members Ethical and social understanding Certain projects may be based on social entrepreneurship Indiquer les learning objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) / Indicate which learning objectives the course contributes to (based on the program curriculum mapping) Contribution aux objectifs pédagogiques du programme / Contribution to learning objectives LO2.1 : To contribute substantively to the product of a group and demonstrate leadership skills : LG2 : Graduates should be able to work effectively in a multicultural team LO2.2 : To recognize and use positively the various dimensions of diversity : LG2 : Graduates should be able to work effectively in a multicultural team LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l’Assurance of Learning Non / No pour l’année en cours ? Evaluation finale (DS) 0 % Final examination (Précisez la nature pour l'évaluation finale / Explain type for final examination) Evaluation des étudiants Student Assessment QCM - Quizz Contrôle continu Continuous Assessment 100 % préciser nature / Explain type QCM - Quizz Etude de cas - Case study Présentation orale - Presentation Rapport écrit / Dissertation - Report / Dissertation 0% 0% 40 % 40 % Nb midterms : 0 P a g e 41 | 55 Participation - Class participation Examen intermédiaires - Mid-term examination Autre - Others Méthodes d’enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Site(s) web / Web sites Nombre CM Amphi / Number of Lectures 20 % 0% 0% Format de cours / Course format TD / Tutorials Activités d’apprentissage / Learning activities Cours interactifs / Interactive lectures - Projet / Project-based learning - Etudes de cas / Case studies - Personal guided study Introduction and project launch Access to MOOC Structured input: Case studies with testimonials Value propositions Business models Financials Making a busines plan Preparing the pitch Final pitch Lectures obligatoires / Required readings : Lectures Recommandées / Recommanded readings : A full bibliography will be available on the Knowledge platform available on the Knowledge platform Modalités de délivrance du cours (par campus si différent) Course delivery modes (per campus if different) Durée CM Autres Préciser les spécificités de Durée TD (en Amphi (en (Distance programmation (TD journée, Nombre TD / heures) / heures) / learning, etc…) cadencement spécifique des Number of Tutorial class Lecture (en heures) / séances) / Specify if full-day Tutorial classes duration (in duration (in Other (in tutorial class, different hours) hours) hours) schedules Campus 0 0 27 3 0 The cours involves use of a MOOC and projectbased learning Using SPSS Code du cours Course Code Nom du cours Course name MSC.IMBM2.MKELE.0099 USING SPSS (ELECTIVE) Crédits Credits Période d'enseignement Teaching period 2 Spring Charge de travail Student workload Face à Face Contact hours Distanciel Distance learning Autonomous personal &/or team work Evaluation Durée totale Total P a g e 42 | 55 15 Programme Program Départements Department Module Type de cours Course type Campus Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par campus Instructor(s) names by campus Descriptif du cours / Course description Thémes / Topics 0 10 3 15 International Marketing and Business Development Dept. Marketing elective Paris, Lille, Sophia Exchange students allowed Anglais / English If other Intermediate marketing Mohammed Slim BEN MIMOUN Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other On the basis of a concrete marketing research problem, the course will teach step by step which statistical procedure to use with SPSS, identify the options available, and most importantly, how to interpret the results. understanding a dataset (basic manipulations)/descriptives/testing for differences/relationship among variables A l’issue de la formation, vous serez capable de / As a result of this module, you will be able to: Connaissances / Knowledge and Understanding (subject specific) Résultats d’apprentissage / Intended Learning Outcomes and Skills Understand the practical implementation of statistics in marketing research. Aptitudes cognitives / Cognitive skills Understand how to construct an SPSS data file Create and define variables and labels Manipulate data and variables Calculate and understand descriptives Understand the differences and relationships among variables Attitudes / Key transferable skills Critical analysis of marketing data and synthesis of main findings Effective problem solving in marketing research Ethical and social understanding Ethical issues in data manipulation and analysis Contribution aux objectifs pédagogiques du programme / Contribution to Indiquer les learning objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) / Indicate which learning objectives the course contributes to (based on the program curriculum mapping) LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline P a g e 43 | 55 learning objectives LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l’Assurance of Learning Non / No pour l’année en cours ? Evaluation finale (DS) 100 % Final examination (Précisez la nature pour l'évaluation finale / Explain type for final examination) QCM - Quizz Evaluation des étudiants Student Assessment Méthodes d’enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Contrôle continu Continuous Assessment 0 % préciser nature / Explain type QCM - Quizz Etude de cas - Case study Présentation orale - Presentation Rapport écrit / Dissertation - Report / Dissertation Participation - Class participation Examen intermédiaires - Mid-term examination Autre - Others 0% 0% 0% 0% 0% 0% 0% Nb midterms : 0 Format de cours / Course format TD / Tutorials Activités d’apprentissage / Learning activities Cours interactifs / Interactive lectures - Devoirs / Assignments Introduction & Basic Manipulations with Dataset Descriptives & Test of Differences Associations among Variables Relationships among Variables Evaluation Lectures obligatoires / Required readings : None Lectures Recommandées / Recommanded readings : Janssens, W., Wijnen, K., DE Pelsmacker, P. and Van Kenhove, P. Marketing Research with SPSS- Prentice Hall (2008). Site(s) web / Web sites Nombre CM Amphi / Number of Lectures Modalités de délivrance du cours (par campus si différent) Course delivery modes (per campus if different) Durée CM Autres Préciser les spécificités de Durée TD (en Amphi (en (Distance programmation (TD journée, Nombre TD / heures) / heures) / learning, etc…) cadencement spécifique des Number of Tutorial class Lecture (en heures) / séances) / Specify if full-day Tutorial classes duration (in duration (in Other (in tutorial class, different hours) hours) hours) schedules Campus 0 0 5 3 0 The course will be delivered in seminar format P a g e 44 | 55 Persuasive Communication Code du cours Course Code Nom du cours Course name MSC.IMBM2.MKELE.0071 PERSUASIVE COMMUNICATION (ELECTIVE) Crédits Credits 2 Période d'enseignement Teaching period Spring Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Campus Course open to students in exchange Langue d'enseignement Teaching language Face à Face Contact hours Distanciel Distance learning 15 0 Autonomous personal &/or team work 7 Evaluation Durée totale Total 1 15 International Marketing and Business Development Dept. Marketing elective Lille, Paris Exchange students allowed Anglais / English If other Pré-Requis Prerequisite No previous course knowledge is required but to have an open, enquiring mind and to be willing to engage in lively classroom discussions around the relevant topics. IMPORTANT: this course takes place in Fall for Paris and in Spring for Lille. Responsable du cours Course leader WALKER Sandra Nom des intervenants par campus Instructor(s) names by campus Descriptif du cours / Course description Thémes / Topics Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Marketing managers need to lead projects involving both internal and external stakeholders; leadership skills are thus paramount. The emphasis is on understanding and putting leadership into action, attracting the relevant players to a project and keeping them onboard. This training is aimed at increasing personal influence at all levels in an organisation. It presents carefully-chosen communication tools and techniques that can be effective in a wide variety of situations: from attracting stakeholders to a project to overcoming objections and individual resistance to change. Leadership, communication, influence, team dynamics, understandiong stakeholders P a g e 45 | 55 A l’issue de la formation, vous serez capable de / As a result of this module, you will be able to: Connaissances / Knowledge and Understanding (subject specific) Résultats d’apprentissage / Intended Learning Outcomes and Skills Recognize issues and concepts relating to leadership: • Formulate a successful approach to persuasive communication situations: adapting the personal communication style accordingly • Recognize group dynamics relating to decisionmaking meetings • Understand how to dynamize a transversal team towards project deliverables • Develop awareness of one’s own natural communication approach • Understand how to analyse and adapt to a team member in a negative communication situation • Be familiar with some Emotional Intelligence and NLP concepts Aptitudes cognitives / Cognitive skills • Analyse information • Create recommendations • Formulate critical questions • Display lateral thinking • Make a summary Attitudes / Key transferable skills Present a project vision and goals • Present ideas to team members or stakeholders with impact • Overcome objections one-to-one or facing a group • Display an adaptive range of interpersonal communication techniques to build productive relations with stakeholders • Encourage team members towards goal achievement • Lead an effective decision making or problem solving meeting Ethical and social understanding • Understand what constitutes ethical decisionmaking on projects • Know the basics of ethical reasoning Indiquer les learning objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) / Indicate which learning objectives the course contributes to (based on the program curriculum mapping) Contribution aux objectifs pédagogiques du programme / Contribution to learning objectives LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l’Assurance of Learning Non / No pour l’année en cours ? Evaluation finale (DS) 50 % Final examination (Précisez la nature pour l'évaluation finale / Explain type for final examination) Evaluation des étudiants Student Assessment QCM - Quizz Contrôle continu Continuous Assessment 50 % préciser nature / Explain type QCM - Quizz Etude de cas - Case study Présentation orale - Presentation 0% 60 % 0% Nb midterms : 0 P a g e 46 | 55 Rapport écrit / Dissertation - Report / Dissertation Participation - Class participation Examen intermédiaires - Mid-term examination Autre - Others Méthodes d’enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Site(s) web / Web sites Nombre CM Amphi / Number of Lectures 0% 40 % 0% 0% Format de cours / Course format Cours magistral / Lecture Activités d’apprentissage / Learning activities Cours interactifs / Interactive lectures - Etudes de cas / Case studies Leadership Concepts • Introduction to leadership development • Self-awareness of personal style • Decisionmaking skiils Interpersonal Communication Skills • The communication concept • Awareness of one’s personal influence style • Building empathy: understanding one’s counterpart, building bridges and influencing Effective Presentation Techniques • Creating audience impact • Visual, verbal and paraverbal elements Persuasive Team Meeting Dynamics • Group dynamics in a meeting • Handling questions • Overcoming objections Lectures obligatoires / Required readings : Lectures Recommandées / Recommanded readings : Leadership theory and Practice, Peter G. Northouse, 3rd edition 2004, Sage Publications Inc NLP Business Masterclass, Molden, David, Pearson Education, 2001 World's Most Powerful Leadership Principle: How to Become a Servant Leader Hunter, James C., Crown Publishing Group, Inc, 2004 http://www.quadrant1.com http://www.12manage.com http://www.ted.com http://www.mckinseyquarterly.com Modalités de délivrance du cours (par campus si différent) Course delivery modes (per campus if different) Durée CM Autres Préciser les spécificités de Durée TD (en Amphi (en (Distance programmation (TD journée, Nombre TD / heures) / heures) / learning, etc…) cadencement spécifique des Number of Tutorial class Lecture (en heures) / séances) / Specify if full-day Tutorial classes duration (in duration (in Other (in tutorial class, different hours) hours) hours) schedules Campus 0 0 5 3 0 Important note: this course takes place in Fall for Paris and Spring for Lille Essential Selling Skills Code du cours Course Code Nom du cours Course name MSC.IMBM2.MKELE.0116 ESSENTIAL SELLING SKILLS (ELECTIVE) P a g e 47 | 55 Crédits Credits Période d'enseignement Teaching period 2 Spring Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Campus Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par campus Instructor(s) names by campus Descriptif du cours / Course description Thémes / Topics Face à Face Contact hours Distanciel Distance learning Autonomous personal &/or team work Evaluation Durée totale Total 15 0 0 0 15 International Marketing and Business Development Dept. Marketing elective Lille, Paris, sophia Exchange students allowed Anglais / English If other none SPIER Peter Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other This short course provides students with an introduction to a range of basic sales techniques. Another elective - essential negotiation skills - provides a broader approach to negotiation. This course focuses on selling and sales techniques, from product presentation, cold calling... through to more complex situations. Throughout, the emphasis will be on developing students' ability to 'connect' with the other person, to communicate, and to defend value. Students who wish to acquire a full set of skills are advised to go on to follow the Sales, negotiation and key account management course, where various solution selling and KAM approaches will be fully explored. It is a 'must' for students who wish to follow a career or spend their first years in sales. It will help to build confidence and cover the kind of techniques used in companies. The course will be interactive, and students will be expected to participate fully. The skills developed in the course will certainly be useful elsewhere: selling ideas, pitching for resources... engaging with the client/presenting a product or service/doing a sales pitch/communicating value/defending value/buidling truts and relationships P a g e 48 | 55 A l’issue de la formation, vous serez capable de / As a result of this module, you will be able to: Connaissances / Knowledge and Understanding (subject specific) Résultats d’apprentissage / Intended Learning Outcomes and Skills better understand and master different selling situations Aptitudes cognitives / Cognitive skills understand the sales process and the various factors that influence the situation Attitudes / Key transferable skills ability to interact with others, get a point across, build trust and relationships Ethical and social understanding learning the importance of the point of view of others Indiquer les learning objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) / Indicate which learning objectives the course contributes to (based on the program curriculum mapping) Contribution aux objectifs pédagogiques du programme / Contribution to learning objectives LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l’Assurance of Learning Non / No pour l’année en cours ? Evaluation finale (DS) 0 % Final examination (Précisez la nature pour l'évaluation finale / Explain type for final examination) QCM - Quizz Evaluation des étudiants Student Assessment Méthodes d’enseignement Teaching Methods Plan de cours Course Plan Contrôle continu Continuous Assessment 100 % préciser nature / Explain type QCM - Quizz Etude de cas - Case study Présentation orale - Presentation Rapport écrit / Dissertation - Report / Dissertation Participation - Class participation Examen intermédiaires - Mid-term examination Autre - Others 0% 0% 0% 60 % 40 % 0% 0% Nb midterms : 0 Format de cours / Course format TD / Tutorials Activités d’apprentissage / Learning activities Cours interactifs / Interactive lectures Group pre-work: 4 hours Prepare your group sale to other groups Module 1: 4 hours The Selling Blocks Module 2: 3 hours Your Job, Your Money, Your Business, YourTerritory Module 3: 4 hours Your value to me, the customer Work group: prepare your upcoming sales Module 4: 4 hours Your group sells to other groups P a g e 49 | 55 Bibliographie References Site(s) web / Web sites Nombre CM Amphi / Number of Lectures Lectures obligatoires / Required readings : Readings will be made available on the Knowledge platform Lectures Recommandées / Recommanded readings : Readings and a bibliography will be made available on the Knowledge platform Links will be provided on the Knowledge platform Modalités de délivrance du cours (par campus si différent) Course delivery modes (per campus if different) Durée CM Autres Préciser les spécificités de Durée TD (en Amphi (en (Distance programmation (TD journée, Nombre TD / heures) / heures) / learning, etc…) cadencement spécifique des Number of Tutorial class Lecture (en heures) / séances) / Specify if full-day Tutorial classes duration (in duration (in Other (in tutorial class, different hours) hours) hours) schedules Campus 0 0 5 3 Cliquez ici pour entrer du texte. 0 Product Management Code du cours Course Code Nom du cours Course name MSC.IMBM2.MKCOR.0036 PRODUCT MANAGMENT (CORE) Crédits Credits Période d'enseignement Teaching period 4 Spring Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Campus Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par campus Face à Face Contact hours Distanciel Distance learning Autonomous personal &/or team work Evaluation Durée totale Total 27 0 30 3 27 International Marketing and Business Development Dept. Marketing core Lille, Paris, Sophia Exchange students allowed Anglais / English If other Knowledge in marketing: marketing research (qualitative & quantitative research), segmentation, targeting, positioning. PINCHAUD Gabrielle Belo Horizonte Lille Paris P a g e 50 | 55 Instructor(s) names by campus Descriptif du cours / Course description Thémes / Topics Sophia Suzhou Raleigh Other This course enable students to fully explore the function of a product manager through the various subjects he/she has to deal with. This course is as close as possible to “real-life marketing” and is good training for students aiming at becoming a product manager. The aspects of both strategic and operational marketing are developed thanks to real cases. These cases are created thanks to partnerships with leading companies in two different sectors of activities ( fast-moving-consumer goods and services). The course starts with theory, including advanced theory such as research publications, and moves on with several case studies. The subjects that are developed are the following: presentation of the function of a product manager, the analysis of the market, the marketing plan, the development and launch of a new product, operational marketing and communication. During this course, students will also be given practical advice to fully understand the role of marketing in the firm and be able to work cross-functionally. Product Management, FMCG, Services A l’issue de la formation, vous serez capable de / As a result of this module, you will be able to: Connaissances / Knowledge and Understanding (subject specific) Résultats d’apprentissage / Intended Learning Outcomes and Skills The student is expected to understand the functions of a product manager. He/she will - be able to conduct the analysis of his/her market and recommend a marketing plan - be able to manage a range of products based on present and future performances - use the adequate leverage to increase the performance of her/ his product - be able to recommend and implement operational marketing Aptitudes cognitives / Cognitive skills The student is expected to work on theory, including advanced theory such as research publications, and be able to link the theory to real-life marketing. Attitudes / Key transferable skills The student will increase his/her ability to work in an international team Ethical and social understanding The student is also expected to have her/his own opinion on marketing decisions linked to ethic issues. Indiquer les learning objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) / Indicate which learning objectives the course contributes to (based on the program curriculum mapping) Contribution aux objectifs pédagogiques du programme / Contribution to learning objectives LO2.1 : To contribute substantively to the product of a group and demonstrate leadership skills : LG2 : Graduates should be able to work effectively in a multicultural team LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline P a g e 51 | 55 Cours soumis à évaluation dans le cadre de l’Assurance of Learning Non / No pour l’année en cours ? Evaluation finale (DS) 50 % Final examination (Précisez la nature pour l'évaluation finale / Explain type for final examination) Etude de cas - Case study Evaluation des étudiants Student Assessment Méthodes d’enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Site(s) web / Web sites Contrôle continu Continuous Assessment 50 % préciser nature / Explain type QCM - Quizz Etude de cas - Case study Présentation orale - Presentation Rapport écrit / Dissertation - Report / Dissertation Participation - Class participation Examen intermédiaires - Mid-term examination Autre - Others 0% 0% 40 % 40 % 0% 20 % 0% Nb midterms : 3 Format de cours / Course format TD / Tutorials Activités d’apprentissage / Learning activities Etudes de cas / Case studies SESSION 1 Syllabus including a presentation of the two cases, The objectives of a Product/Brand Manager Tools and metrics useful for a PM SESSION 2 Creating the Product. Case N°1: 1st draft SESSION 3 Managing the Product (1) Quizz SESSION 4 Managing the Product (2) SESSION 5 Case N°1: your recommendation SESSION 6 The marketing Plan (1) SESSION 7 The marketing Plan (2) SESSION 8 Case N°2: your recommendation SESSION 9 Exam training SESSION 10 Final exam Lectures obligatoires / Required readings : Market-based management 6th edition (Roger J. Best, Pearson) Lectures Recommandées / Recommanded readings : Marketing Management (European edition; Kotler) Nielsen, TNS, Skema data bases P a g e 52 | 55 Nombre CM Amphi / Number of Lectures Modalités de délivrance du cours (par campus si différent) Course delivery modes (per campus if different) Durée CM Autres Préciser les spécificités de Durée TD (en Amphi (en (Distance programmation (TD journée, Nombre TD / heures) / heures) / learning, etc…) cadencement spécifique des Number of Tutorial class Lecture (en heures) / séances) / Specify if full-day Tutorial classes duration (in duration (in Other (in tutorial class, different hours) hours) hours) schedules 0 0 Campus 3 9 0 Sales, Negotiation and Key Account Management Code du cours Course Code Nom du cours Course name MSC.IMBM2.MKOPT.0048 SALES, NEGOTIATION AND KEY ACCOUNT MANAGEMENT (OPTION) Crédits Credits Période d'enseignement Teaching period 4 Spring Charge de travail Student workload Programme Program Départements Department Module Type de cours Course type Campus Course open to students in exchange Langue d'enseignement Teaching language Pré-Requis Prerequisite Responsable du cours Course leader Nom des intervenants par campus Instructor(s) names by campus Descriptif du cours / Course description Face à Face Contact hours Distanciel Distance learning Autonomous personal &/or team work Evaluation Durée totale Total 27 0 9 0 27 International Marketing and Business Development Dept. Marketing optional Lille, Paris, Sophia Exchange students allowed If other The course is designed to follow on after the fall semester courses: the complete negotiator/essential negotiation skills and Essential selling skills SPIER Peter Belo Horizonte Lille Paris Sophia Suzhou Raleigh Other Many students will spend time selling, whether products, services, projects, ideas… All students will spend time negotiating, both in their professional and their personal lives. However prevalent the notion that one is ‘born’ a good salesperson or negotiator, these skills can and must be developed. More important still, students will understand that both are most enjoyable and satisfying activities. A good number of students studying P a g e 53 | 55 marketing and business development will begin their careers in sales and business development positions: be prepared! The emphasis of the course is resolutely on the sales and key account management side of things. It is well suited for those who are considering spending time in sales. It will therefore be different in tone and purpose to the more general negotiation skills courses on offer. It would be useful for students to have followed the essential selling skills elective and the negotiation skills courses on offer in the fall semester. The course will be interactive and require students to take part in sales & negotiation simulations. Testimonials and participation of professional partners will keep the approach aligned with the needs of the market and allow insight into the dynamics, tone and sources of leverage of different types of negotiation and business sector. Through these encounters, students will gain insight into the different worlds of sales: fmcg, industrial, services... and become fluent in adapting to different types of sales situations. The course in Sophia and Paris will culminate in a sales challenge in which a number of companies will take part. The aim of this exercise is for students to discover different types of sales approaches and environments and to have the opportunity to apply what is learned in a sales simulation with one of the companies. Thémes / Topics Sales and key account management/transactional selling/ relationship selling/solution and problem-solving selling/insight selling/challenger sales/nature of different types of selling situations/sales process and cycle/decision-making processes/buyer personas/selling techniques/communicating and defending value A l’issue de la formation, vous serez capable de / As a result of this module, you will be able to: Connaissances / Knowledge and Understanding (subject specific) Résultats d’apprentissage / Intended Learning Outcomes and Skills Students will develop a better understanding of the sales and KAM functions Aptitudes cognitives / Cognitive skills studnets will develop an ability to move from one kind of sales situation to another, using diferent sources of leverage and gaining insight into the concerns of the different clients Attitudes / Key transferable skills the abilities to sell, to listen, to adapt are valuable in many situations, as, too, is the kind of situational intelligence developed thorugh the course approach Ethical and social understanding some situations may raise issues linked to ethics and sustainability Indiquer les learning objectives auxquels contribue le cours (en se basant sur le curriculum mapping du programme) / Indicate which learning objectives the course contributes to (based on the program curriculum mapping) Contribution aux objectifs pédagogiques du programme / Contribution to learning objectives Evaluation des étudiants Student Assessment LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates should be able to communicate in an international environment LO3.2 : To produce clear, well organized written communication : LG3 : Graduates should be able to communicate in an international environment LO5.1 : To analyze and apply advanced concepts in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline LO5.2 : To assess a business issue and formulate solutions in a specialized discipline : LG5 : Graduates should be able to think critically and to assess business issues in a specialized discipline Cours soumis à évaluation dans le cadre de l’Assurance of Learning Non / No pour l’année en cours ? Evaluation finale (DS) 50 % Final examination (Précisez la nature pour l'évaluation finale / Explain type for final examination) QCM - Quizz P a g e 54 | 55 Contrôle continu Continuous Assessment 50 % préciser nature / Explain type QCM - Quizz Etude de cas - Case study Présentation orale - Presentation Rapport écrit / Dissertation - Report / Dissertation Participation - Class participation Examen intermédiaires - Mid-term examination Autre - Others Méthodes d’enseignement Teaching Methods Plan de cours Course Plan Bibliographie References Site(s) web / Web sites Nombre CM Amphi / Number of Lectures 0% 0% 30 % 0% 30 % 0% 40 % Nb midterms : 0 Format de cours / Course format TD / Tutorials Activités d’apprentissage / Learning activities Cours interactifs / Interactive lectures - Etudes de cas / Case studies Introduction to sales and KAM/transactional sales techniques/making an effective pitch/communicating value/solution selling and problem-solving approaches/mastering the sales cycle/discovery and probing techniques/understanding your partner's business/building trust/insight selling techniques/challenger sales techniques/Sales challenge with companies Lectures obligatoires / Required readings : available on Knowledge platform Lectures Recommandées / Recommanded readings : Bibliography and other resources available on Knowledge platform Links available on Knowledge platform Modalités de délivrance du cours (par campus si différent) Course delivery modes (per campus if different) Durée CM Autres Préciser les spécificités de Durée TD (en Amphi (en (Distance programmation (TD journée, Nombre TD / heures) / heures) / learning, etc…) cadencement spécifique des Number of Tutorial class Lecture (en heures) / séances) / Specify if full-day Tutorial classes duration (in duration (in Other (in tutorial class, different hours) hours) hours) schedules Campus 0 0 9 3 0 The organization for the sales challenge will be different from that for normal courses and will be announced at the beginning of the course P a g e 55 | 55