The course aims at providing a set of theoretical and practical tools to manage the firm’s internationalization process. Choices related to emerging market entry and to competition in business-to-business contexts will be particularly focused. Starting from the analysis of strategic decisions, some operational choices will be presented as well, including a focus on relational selling.
The exam consists of a written test to assess accurate knowledge, followed by an oral exam. The oral exam is compulsory only for those students that have obtained a particularly high mark in the written test, for all other students it is optional.