Business Entry Strategies, International

Curriculum Guideline

Effective Date:
Course Code
BUSN 3500
Business Entry Strategies, International
Commerce & Business Administration
Start Date
End Term
Semester Length
15 weeks
Max Class Size
Contact Hours
Method(s) Of Instruction
Learning Activities

Lectures, discussions, case study analysis, class presentations, and guest lectures on industry-specific subjects.

Course Description
This course examines how to analyze and evaluate potential markets based on a company’s specific abilities and requirements, and then create a plan to enter the most suitable markets smoothly and with confidence. Before entering any foreign market, a well-researched and well-planned strategy is required. The chosen strategy must be successfully implemented and managed, which includes demonstrating cultural competence and complying with applicable local and international laws.
Course Content
  1. Selecting a market entry strategy
  2. Finding the right partners
  3. Preparing an international business plan
  4. Establishing and managing direct and indirect exporting
  5. Establishing and managing franchisee/licensee relationships
  6. Negotiating contracts and partners agreements
  7. Establishing and managing foreign direct investments
  8. Managing international business operations
  9. Legal considerations in international trade
  10. International contracts and partnership agreements
  11. Protection of intellectual property in international trade
  12. Ethical considerations in international trade
  13. Aligning international initiatives with best practices and legal requirements
  14. Understanding culture’s impact on international trade
  15. Developing intercultural relationships
Learning Outcomes

At the end of the course the successful student will be able to;

  1. Perform a corporate strategic needs assessment;
  2. Select the most advantageous market entry strategy based on research and analysis of options and potential issues;
  3. Develop an international business plan including key business strategies with metrics to monitor success;
  4. Create a strategic plan for market entry using the international business plan;
  5. Develop, implement and monitor an organizational code of ethics/conduct that complies with relevant legal, political, regulatory and cultural norms;
  6. Establish and manage strategic alliances through use of research, evaluation, negotiation and continued communication;
  7. Use knowledge of target market’s culture to establish and maintain productive business relationships;
  8. Manage direct and indirect exports to maximize profit and ensure efficient distribution and control;
  9. Negotiate and manage foreign direct investment arrangements such as foreign mergers and acquisitions; and
  10. Plan for foreign franchising and licensing opportunities. 
Means of Assessment

Assignment(s)/Case Study(ies)/Quiz(zes)                    10 - 35%

Term Case Presentation                                              10 - 35%

Examinations                                                             30 - 60%*

Participation                                                              0 - 10%



* no one examination may be worth more than 40%

50% of non-exam assessments must be for individual work
Note: students must achieve a grade of at least 50% on the combined exam components to pass the course.

Textbook Materials

International Market Entry Strategies, FITT, latest edition (Free eBook download for students registered with FITT)

Lymbersky, Christoph, Market Entry Strategies, Management Laboratory Press, latest edition

Root, Franklin R., Entry Strategies for International Markets, Jossey-Bass, a John Wiley Subsidiary, latest edition


Or any alternative textbook that has been approved by the Business-Finance department.


BUSN 1210 OR currently active in the:
PDD International Business Management or
PBD International Supply Chain Management.





Which Prerequisite