Research traditions in International Sales Management

Time: 18 – 21.04. 2016

Place: University of Eastern Finland, Kuopio

Learning Goal and Objectives:
Recently, the importance of sales management in international context has been widely recognized, yet, there is a lack of courses offering high-level understanding of the relevant theories and research traditions. Hence, this course sets as its learning goal that students will familiarize themselves with theoretical and methodological approaches to the study of international sales management, which can be divided into following objectives: Knowledge related: The students will be able to describe and explain the body of theoretical and methodological approaches used in the study of sales management in international context. Skills related: The students will be able to carry out critical analysis of scientific articles and other academic texts and apply their ideas to the student’s own research.

Instruction and Examination: Four instruction days offered by internationally recognized Professors. Study material: a set of articles specified by the teacher. Examination: Based on participation and term paper.

Credits: 6 ECTS

Grading: 1-5

Prerequisites: Earlier studies of marketing and international business preferable.

Admittance: 25 students, based on application. Apply by sending an e-mail and your research plan to the course coordinator Markus Raatikainen, no later than 10.03.2016. (NB: Extended deadline)

Professor Dr. Lynette Ryals, Cranfield School of Management
Professor Dr. Ellen Pullins, University of Toledo
Professor Dr. Petri Parvinen, Aalto University
Professor Dr. Mika Gabrielsson, University of Eastern Finland

Course coordinator and contact information:
Markus Raatikainen;