CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, 72762 Reutlingen, Germany

About ESB Business School We are one of Germany's leading international business schools, and one of the first state institutions to offer integrated international degrees, which ESB Business School has awarded for 40 years now. ESB Business School is part of Reutlingen University, a state-owned university in Baden- Württemberg. With nearly 60 professors and around 2,400 students, ESB Business School is one of the biggest business schools in Germany. For many years, ESB Business School has consistently been at the top of all league tables in the university rankings carried out by specialist journals and rating agencies (e.g. CHE, Wirtschaftswoche, Junge Karriere). Our campus in Reutlingen has been the second home to many of our students from Germany and abroad. Anybody who has studied at ESB Business School and had the opportunity to experience the spirit of the school will always remain close to us through our alumni network. The large number of members of our alumni network, with its mentoring and recruiting programmes, offer privileged opportunities for career starts and advancement. Enthusiastic and proactive students are our trademark. Student life outside the classrooms is an important part of our programmes, and we support student-organized activities such as company contact fairs, public discussions and debates, relay tours, and other sports and cultural events. Our students work hard at their studies, but can also enjoy a good social life at Reutlingen University. Whether you are entering one of our undergraduate programmes, or are looking to further your career by taking one of our master's programmes, we have the right solution for nearly all business education requirements.

Our international study programmes - Bachelor’s level 1. International Business: BSc International Business – max. 30 ECTS / semester

Selection of courses

A broad range of International Business subjects are offered within the IB study programme. Information for the selection of courses for IB international students as well as a list of all courses offered during the coming semester can be found in the List of Courses. The course descriptions link gives you more information on the courses (e.g. lecturer, credits, content, goals). Please be aware that information in these documents (esp. language of instruction, availability of electives) is sometimes subject to change.

Reutlingen International Office (RIO) offers a range of pre-semester and regular courses for all international students. The semester courses are offered at all levels from beginners to advanced. More information on the German language courses is available at: http://www.reutlingen-university.de/en/international/language-courses-and-workshops.html

During the semester we have several specific events for our international students: the “Welcoming Session“ at the beginning of the semester, the workshop “Preparing academic papers and presentations – special course for international students“ and the „Night Abroad“ (international students together with Reutlingen students who have passed one semester at a partner university present the respective university to younger students). The Local Erasmus Initiative (LEI) regularly

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

organises social events and excursions for international students. Reutlingen International Office (RIO) under Prof. Veit offers German and Business German courses, excursions, social evenings etc.

Application and registration

If you want to apply for an exchange semester in the “BSc International Business” programme, then please complete the Application Form and send it as soon as possible by email ([email protected]).

International students are registered at the university during the welcome session at the beginning of the relevant semester. A full list of essential documentation for registration can be found in the ‘IB – GUIDE for International students ‘.

Documents and Dates

• Incoming Guide for International students 2012/2013 • List of Courses 2012/2013 • Course Descriptions 2011/12. Course descriptions for 2012/2013 available shortly. • Fact Sheet 2012/2013

Application and Enrollment

• Application Form • Enrollment Document

Dates

• Please refer to the Fact Sheet 2012/2013

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

2. International Operations Management: BSc International Logistics / BSc Production Management– max. 30 ECTS / semester

Selection of courses

International students mainly select courses from the following programmes:

• BSc International Logistics Management or Production Management (3.5-year programme) • MSc Logistics Management or Production Management (2-year programme)

Please note: it is important that you send us a list of the courses you would like to take during your exchange semester before you come here by choosing from the course offering mentioned below. We will give you pre-session information about course availability and timetabling. However, please be aware that this is sometimes subject to change.

Before lectures begin, you will be invited to a mandatory Welcome Session with our International Relations Officer, Academic Coordinators as well as with your “buddy-students”. The purpose of this meeting, besides offering an opportunity to get to know one another, is to finalize your course selection and timetable.

We offer the 6th semester courses in the two BSc study programmes Production Management and International Logistics Management exclusively in English. Taking into account the different academic calendars of our partner universities, these English courses finish earlier (in December for the winter semester and in May/ June for the summer semester).

International students seeking courses in English might also choose from several Business English courses as well as under certain conditions from a range of master courses :

Each fall, international students also have the chance to take part in courses offered as part of the university’s Kettering Programme (in addition to the regular English course offer), a tailor-made programme for international students which is taught entirely in English.

Application and registration

Please fill in our application form for incoming students and e-mail it (with your CV attached) to [email protected].

Application deadlines:

• May 15th for the winter semester (October start) • and November 15th for the summer semester (March start)

You will then get further information about the courses, relevant processes and important dates.

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

The Academic Calendar of our university is available here. Please note that most of the courses taught in English finish earlier (in December for the winter and May/June for the summer semester) in order to enable students from different partner universities to participate in these courses.

Documents and Dates

• Guide for exchange students • Application form for incoming students • Enrollment Document • Fact Sheet Business Engineering • Courses in English in summer 2013 • Courses in English in winter 2013/14

3. International Management: MBA in International Management, 15 ECTS / semester

Selection of courses

MBA students must earn a total of 15 Credit Points (ECTS), three points for each of five elective subjects (“Wahlpflichtfächer”) at ESB Business School. All electives in Reutlingen will be taught in two-week block modules comprising 30 teaching hours and various kinds of assignment work.

Participating students should be available in the appointed classroom during normal working hours starting from 08:15 on the first Monday morning of the module, or as otherwise advised by the teaching professor.

All electives will be taught in English.

A student has to register by email ([email protected]). The registration is binding and is also the registration for the examination in the elective subject.

The following pages give an overview and details of the electives which might be offered in the third semester. Only those electives will take place for which a sufficient number of students register. The dates for each elective will be determined and all participants notified after the selection procedure is complete. We reserve the right to make changes for reasons of organisational necessity.

Prof. Stefan E. Busch

Topic / Course Title: International Product Management: International Product Launch and Key Account Management

n Target Group: Students who are interested in international marketing for consumer goods.

n Pre-requisites for Participation: Marketing courses in 1st and 2nd semester.

n Course Coordinator / Professor(s) / Lecturer(s): Prof. Stefan E. Busch

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

n Course objectives: To prepare students for the job requirements of an international product manager

n Course Contents (brief description / course structure): - Basics of an international product launch of fast-moving consumer goods - Prepare a complete international product launch - Negotiations with local trade chains - Basics of international key account management - Role plays: Behaviour and motivation of an international key account manager

n Teaching Methods: - Lectures - Cases/Exercises - Presentations

n Duration / Credits: 30 teaching hours / 3 ECTS Credit Points

n Dates / Location: To be announced

n Exams: - Written project (80%) by individuals or groups, depending on number of participants, individually evaluated - Individual or group oral presentation (20%), individually evaluated

n Suggested Reading: - Kotler, Marketing Management, 13th Edition, 2009

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

Prof. Dr. Rolf J. Daxhammer

Elective 3rd Semester: International Financial Markets n Topic / Course Title International Financial Markets n Target Group Students who are interested in a career in Financial Services. Special emphasis on Investmentbanking and Behavioral Finance n Pre-requisites for Participation Economics. Introduction to Managerial Finance n Course Coordinator / Professor(s) / Lecturer(s) Prof. Dr. R. J. Daxhammer n Course Contents (brief description / course structure) Introduction to Financial Markets and the Financial Industry Money Market Debt Market Equity Market Foreign Exchange Market Behavioral Finance and Financial Crises n Teaching Methods Lectures, Cases/Exercises, Presentations n Duration / Credits 30 contact hours over two weeks/60 hours homework/3 ECTS credit points n Dates / Location To be announced n Exams Student Presentations and/or Final-Exam n Compulsory / Suggested Reading Bodie/Kane/Marcus (2010): Investments, Boston Nofsinger, J. R. (2008): The Psychology of Investing; Upper Saddle River (Pearson)

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

Prof. Dr. Dennis A. De

Elective, 3rd Semester: Entrepreneurship n Topic / Course Title: Entrepreneurship n Target Group: MBA Students n Pre-requisites for Participation: None in terms of specific courses but an interest in the development of business models and marketing would be helpful n Course Coordinator / Professor(s) / Lecturer(s): Prof. Dr. Dennis A: De n Course Contents (brief description / course structure): SME’s economic contribution Socio-economic environment and its influence on entrepreneurship Start-up typology Feasibility study, business planning & finance Business life cycle & growth Small business management Coping with global challenges n Teaching Methods: Seminaristic lecture. Case discussion

n Duration / Credits: Two weeks / 30 teaching hours / 3 ECTS Credit Points

n Dates To be announced n Exams: Presentations n Compulsory / Suggested Reading: Burns, Paul, Entrepreneurship and Small Business, Palgrave Macmillan, 2007 De, Dennis, Entrepreneurship Gründung und Wachstum von kleinen und mittleren Unternehmen, Pearson Studium, 2005 Drucker, Peter F., and Entrepreneurship, Collins Business, 2006

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

Prof. Dr. Jörg Fuss

n Topic / Course Title: Technology Marketing

n Target Group: - Students who are interested in a career in Technological Companies and Markets - Special emphasis on Inbound, Outbound and Project Marketing

n Pre-requisites for Participation: The marketing courses of 1st and 2nd semester are obligatory.

n Course Coordinator / Professor(s) / Lecturer(s): Prof. Dr. J. Fuß

n Course Contents (brief description / course structure): - Characteristics of innovative technology - Customer profiles - Communication content - Technology decision process - Communication channels / networks - Innovation Management (Inbound) - Benefit Design - Selling Arguments - R&D Management - Market Introduction, Case study - International Project Marketing with Case Study

n Teaching Methods: - Lectures - Cases/Exercises - Presentations

n Duration / Credits: 30 teaching hours / 3 ECTS Credit Points

n Dates / Location: To be announced

n Exams: Presentations

n Compulsory / Suggested Reading: - Kotler, Marketing Management - Mohr, Marketing of High-Technology Products and

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

Prof. Dr. Nello Gaspardo n Topic / Course Title: Leadership in a Change Management Process n Target Group: MBA students n Pre-requisites for Participation: No special pre-requisites. n Course Coordinator / Professor(s) / Lecturer(s): Prof. Dr. Nello Gaspardo n Course Objectives: - To discover and improve participants’ personal characteristics (charisma) - To develop communication skills, empathic approach, international awareness - To develop skills needed to convince colleagues, employees and subordinates, especially during the change management process - To learn to project ones best image by listening actively, speaking well and confidently - To develop skills needed to persuade listeners on controversial topics, solve conflicts, and overcome resistance to change - To develop skills needed to influence attitudes and actions of others and to motivate others to achieve organisational goals - To develop team leadership skills to choose the appropriate type of leadership to face up to challenging people and difficult issues according to the person characteristics of the counterpart n Teaching Methods: Very interactive with continuous simulations. Special case based on nautical idiom and metaphor: “We are all in the same boat”, and “Leading a business boat in international water”. n Duration / Credits: Two weeks / 30 teaching hours / 3 ECTS Credit Points n Dates : To be announced n Exams: Final presentation n Compulsory / Suggested Reading: A tailor-made manuscript will be distributed

Full participation is absolutely mandatory

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

Prof. Dr. Bodo Herzog n Topic / Course Title: Financial (Macro-) Economics and Financial Engineering n Target Group: MBA Students or Advanced Undergraduate Students n Pre-requisites for Participation: Mathematics, Statistics, Economics n Course Coordinator / Professor(s) / Lecturer(s): Prof. Dr. Bodo Herzog n Course Contents (brief description / course structure): Students will be familiar with current internationally accepted financial economic concepts. Moreover, they are able to understand and apply theoretical models and empirical studies taken from the latest official national and international economic and financial databases. • Students will have the persistence, integrity, and maturity to develop advanced tools that can be used responsibly and fully appropriate to the problem in hand • Students will evaluate and manage complex financial instruments in national and global contexts • Students will implement their models in reliable and useable software solutions • Students will effectively communicate difficult quantitative solutions to non-specialist users

Outline: 1. Introduction to Financial Economics and Financial Engineering 2. Idea and Concepts of Financial Engineering 3. Mathematical Concepts, Tools, and Models 3.1 Brownian Motions 3.2 Stochastic Differential Equations 3.3 Black-Scholes Formula 3.4 Financial Computations and Simulations with MATLAB 4. Applications to Economics and Finance

Teaching Methods: Lectures, Discussions and Presentations. Throughout the semester, extensive papers will be distributed; these are intended for students’ preparation and consolidation of the course material. In all sub-areas, homework sets will be distributed as well; these will be processed and prepared by students individually or in groups. n Duration / Credits: 30 contact hours over three weeks / 3 ECTS credit points n Dates / Location: To be announced n Exams: 1 hour exam, oral performance, and presentation n Compulsory / Suggested Reading: [1] Herzog, B. (2012), Financial Economics and Financial Engineering, Lecture Notes, ESB Business School, Germany.

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

[2] Miranda, M.J. and P.L. Fackler (2002), Applied Computational Economics and Finance, The MIT Press. [3] Mishkin, F.S. (2009), Economics of Money, Banking and Financial Markets, Business School Edition. [4] Neftci, S.N. (2009), Principles of Financial Engineering, Academic Press. [5] Neftci, S.N. (2000), An Introduction to the Mathematics of Financial Derivatives, Academic Press.

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

Prof. Dr. Robert LoBue n Topic / Course Title: Management Controlling n Target Group: Students interested in a career in company/organization Controlling and Finance as well as those interested in a Career in management with budget and financial performance responsibility. n Pre-requisites for Participation: Accounting, Finance & Economics courses in the 1st and 2nd semesters n Course Coordinator / Professor(s) / Lecturer(s): Prof. Dr. Robert LoBue n Course Contents (brief description / course structure): - Introduction to Financial Markets and the Financial Industry - Strategic Management Systems - Cost Behaviors & Management - Revenue Relationships & Models - Flexible Budgeting & Operations Forecasting - Capital Budgeting Requirements & Financing - Company Measurement & Control Systems n Teaching Methods: Seminar Lectures/Discussions, Cases/Exercises Presentations n Duration / Credits: 30 contact hours over two weeks/60 hours homework/3 ECTS credit points n Dates / Location : To be announced n Exams: Student Projects/Presentations and/or Final-Exam n Compulsory / Suggested Reading: Primary: R.N. Anthony & V. Govindarajan, Management Control Systems (2006). Horngren, C. T., Datar, S. M., Rajan, M. V., Cost Accounting: A Managerial Emphasis 14/e (2012). Supplementary: Merchant, K.A. & Van der Stede, W.A., Management Control Systems 3/e (2012). Horngren C. T., et.al., Introduction to Management Accounting 15/e (2010). Horngren C. T., Harrison, W. T., Oliver M. S., Financial Accounting, 9/e (2012).

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

Prof. Dr. Robert LoBue n Topic / Course Title Financial Analysis for Managers n Target Group Students interested in a career in company/organization Management with budget and financial performance responsibility as well as those interested in a career in Controlling and Finance. n Pre-requisites for Participation Accounting, Finance & Economics courses in the 1st and 2nd semesters n Course Coordinator / Professor(s) / Lecturer(s) Prof. Dr. Robert LoBue n Course Contents (brief description / course structure) - Introduction to Financial Markets and the Financial Industry - Financial Statement Analysis and Charting Methodology - Managers’ Influence, Control, & Performance Evaluation of Financial Results - Business Operating Cycles Linkages to Enterprise Financial System - Company Financial Reports Linkages to Financial Market Valuation - Roles and Responsibilities of Corporate Governance and Stakeholders - Non-Financial Measures & Sustainability n Teaching Methods Seminar Lectures/Discussions/Presentations Cases/Exercises n Duration / Credits 30 contact hours over two weeks/60 hours homework/3 ECTS credit points n Dates / Location To be announced n Exams Student Projects/Presentations and/or Final-Exam n Compulsory / Suggested Reading Primary: Jablonsky, S.F. & Barsky, N.P., The Manager’s Guide to Financial Statement Analysis 2/e (2001). Fridson, Martin S. & Alvarez, Fernando, Financial Statement Analysis: A Practitioner’s Guide 4/e (2011) and Financial Statement Analysis Workbook 4/e. Horngren C. T., Harrison, W. T., Oliver M. S., Financial Accounting 9/e (2012). Supplementary: Merchant, K.A. & Van der Stede, W.A. (2012), Management Control Systems 3/e, Prentice Hall, ISBN 9780273737612. Horngren C. T., et.al., Introduction to Management Accounting 15/e (2010). http://www.independent-stock-investing.com/Understanding-Financial-Statements.html http://cpaclass.com/fsa/ratio-01a.htm

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

Prof. Dr. W. Niehoff

n Topic / Course Title: International Trade and Finance

n Target Group: 3rd semester

n Pre-requisites for Participation: All courses in 1st and 2nd semester

n Professor/Lecturer: Prof. Dr. Niehoff

n Course Contents (brief description / course structure): - Risks and risk analysis in international context - Entry modes into foreign markets - Non-documentary terms of payment in international trade: money transfers, cheques, bills of exchange - Documents in international trade - INCOTERMS - Documentary terms of payment: collection terms, letters of credit - Short and long term foreign trade finance - International credit insurance: private and public services (Hermes)

n Teaching Methods: - Lectures - Seminar discussion - Group project - Presentation

n Duration / Credits: 30 contact hours over two weeks / 3 ECTS credit points

n Dates / Location: To be announced

n Exams: Project work and presentation in this field

n Suggested Reading: - Rugman/Collinson: International Business, Harlow, UK, 2006, 4th ed. - Brealy et al.: Fundamentals of Corporate Finance, NY, USA, 2004, 4th ed. - Eun, Ch., Resnick, B.: International Financial management, N.Y., USA 2007 - McGuigan, J.R. et al.: Contemporary Corporate Finance, Cengage Learning, USA, 2009 (International Student Edition) - Niehoff, Reitz: Going Global, Heidelberg/Berlin 2001 - Altmann: Außenwirtschaft für Unternehmen, UTB 2001

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

Prof. Dr. Marco Schmäh n Topic / Course Title: International Sales Management n Target Group: Students that are interested in service and sales topics in B2B markets n Pre-requisites for Participation: none n Course Coordinator / Professor(s) / Lecturer(s): Prof. Dr. Marco Schmäh n Course Contents (brief description / course structure): - Gain understanding of B2B Service and Sales in B2B markets - Find solutions for real B2B challenges - Value Based Selling - Solution Sales - Neuromarketing - Sales a strategic tool - Manage prices strategically - Fundamental and Advanced Selling skills - Fundamental Negotiation Skills - Selling to different customer behaviours n Teaching Methods: - Lecture - Role Plays - Group Work - Cases studys - Presentations n Duration / Credits: 30 contact hours over three weeks / 3 ECTS credit points n Dates / Location: To be announced n Exams: Paper and presentation n Compulsory / Suggested Reading: - Bußmann/Zupancic: Verkaufen von Profi zu Profi - Belz/Bieger: Customer Value - Homburg/Schäfer/Schneider: Sales Excellence

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

Prof. Dr. Stephan Seiter n Topic / Course Title: The Economics of International Trade and Money n Target Group: Students who are interested in international economics n Pre-requisites for Participation Module Economics Semester 1 n Course Coordinator: Prof. Dr. Stephan Seiter n Course Contents: The course will deal with important topics: • The Explanation of International Trade – From Adam Smith to our Days • Free Trade and Protectionism • Macroeconomics in Open Economies • International Monetary Systems - From Bretton Woods to Maastricht • Globalisation and Technological Change • Current Problems in International Economics • The Debt Crises in Europe • The Imbalance in Trade between China and USA • The World is (not) flat? n Teaching Methods: • Lecture • Discussions • Cases n Duration / Credits: Two weeks / 30 teaching hours / 3 ECTS credit points n Dates:To be announced n Exams: Two-hour written examination n Compulsory / Suggested Reading Krugman, P., Obstfeld, M. (2008), International Economics - Theory and Policy, 8th ed., Boston: Pearson Addison-Wesley. Additional readings will be distributed during the lecture.

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

Prof. Dr. Daniel Simonovich

Elective, 3rd Semester: Strategy Execution

Professor: Daniel SIMONOVICH

COURSE OBJECTIVES Surveys witness that two thirds of business and corporate strategies fail not due to poor strategy but poor implementation of strategy. This course will help you understand what goes wrong in strategy execution and how to set it right. This is critical because strategy work is 5% development and 95%execution. The eight sessions of the mini-elective are structured into four modules. To reflect the real world mastery of strategy execution, these modules combine and connect contemporary topics from strategy, OB/leadership, project management, management accounting and operations.

The first module (Overview of Strategy Execution) lays out the multitude of challenges and barriers when moving from strategy development to strategy implementation. Right from the start we will lookat achieving alignment between strategy, structure, processes, systems, people and culture. Emotional intelligence, power and influence are discussed as enablers when closing the gap between a current and a desired state.

In the second module (Implementation Planning) we will study the more “technical” side of strategy execution. We will explore the increasingly widespread concept of strategy maps as a tool for negotiating and tracking goals in execution. We also look at the programme management office (PMO), a recent practice for handling a portfolio of execution initiatives by ensuring resources, execution professionalism and sometimes political power.

The third module (Executing through Organisation and Accountability) highlights the need for aligning and realigning strategic intent with organizational capabilities and managerial competencies in response to changing external imperatives. We will also study how execution can be secured through accountability for demanding goals, if there is a psychological safety net for organizational learning.

In the last module (Executing trough Power, Empowerment and Emotions) we discuss howleaders can use power, build networks, empower some and disempower others to overcomeexecution barriers. We will also see how leaders must manage an organization’s collective emotions through skilful stakeholder interaction and compatible communication campaigns in order to push strategy execution over the finishing line. This course is designed for students who believe they will have responsibility for implementing a new strategy at some point in their career. Such positions include CEO's, senior line executives, and Chief Strategic Officers. Students who plan on working for major strategy consulting firms will also benefit from this experience.

COURSE MATERIAL: Given the recent development nature of the strategy execution area, there is no single book that satisfactorily covers all aspects of and links within strategy execution. Therefore, the readings consist of a collection of article, each addressing specific areas critical to successful execution.

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

Prof. Dr. Ralph Sonntag

Language of instruction: English

Lecturer Prof. Dr. Ralph Sonntag

Duration 30 teaching hours / 3 ECTS credit points

See overview plan Dates

Aims of the module: • Knowledge about various aspects of digital marketing and media management (intended learning outcomes)• Knowledge about typical processes and special instruments • Knowledge of existing business models and develop own business models • Mindset for the digital marketing and media management • Knowledge about actual trends • Transfer the knowledge to tasks of companies • Skills for self-dependent processing of tasks Digital Marketing Outline of syllabus • Fundamentals (contains also micro- and macro-environment) • Strategies, business models • Actual trends • Crossmedia, Viral Marketing and Social Media • Marketing mix o Product o Price o Place o Promotion (also search engine marketing) o People, Process • Relationship management

Media Management

• Media markets (contains also media policy, mass media theory) • Supply Chains • Business models (contains also behaviour in media organisations) • Digital strategies

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

• Parts of • Management of Newspapers and Journals • Management of Books • Management of Movies • Management of TV and Radio • Management of Internet • Management of computer games • International media management • Media law and ethics • Media planning Teaching and learning • Lectures and self-study approaches • Discussion in workshops • Discussion actual cases • Self-study consists of reading relevant journals and hearing podcasts Learning materials and Digital Marketing resources: • Lecture notes • ted.com podcast: http://www.targetinternet.com/category/digital- marketing-podcast/ • Chaffey, Dave et al.: Internet Marketing: Strategy, Implementation and Practice, Prentice Hall • Chaffey, Dave; Smith, PR: eMarketing eXcellence. Elsevier Further reading: Doyle, Peter: Value-Based Marketing, Wiley

Media Management

• Lecture notes • ted.com • Block, Peter; Houseley, William: Managing in the Media, Focal Press • Pringle, Peter K.; Starr, Michael F.; McCavitt, William E.: Electronic Media Management, Focal Press Further reading: Cottle, Simon: Media Organization and Production, Media in Focus, Sage

Target Group Students, who want to work in the marketing, new media and media branch

Exams To be announced

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

Prof. Dr. Philipp von Carlowitz n Topic / Course Title: Topics in Strategic Management n Target Group: This elective is open to MBA students interested in topics of strategic management and those that already have managerial experience and would like to strengthen their understanding of strategic orientation in management n Course Coordinator: Prof. Dr. Philipp von Carlowitz n Course Contents: Topics from the following fields will be covered by lectures and (group) presentations: − Strategy development − Strategy Implementation − Strategic Controlling − Strategy Planning n Teaching Methods: − Lecture − Discussions − Role plays − Cases n Duration / Credits: Two weeks / 30 teaching hours / 3 ECTS credit points n Dates: To be announced n Exams: To be announced n Compulsory / Suggested Reading To be announced

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

Prof. Dr. John J. Wargin n Topic / Course Title: Change, Transformations and Organizational Alignment – positions concepts, frameworks and practices to enable participants to understand key dynamics of change, transformations and organizational design and prepare them for change agent/ consulting roles. n Target Group: All MBA students n Pre-requisites for Participation: No special pre-requisites n Course Coordinator / Professor(s) / Lecturer(s): Prof. Dr. John Wargin n Course Contents (brief description / course structure): - Drivers of strategic change and formulation of change initiatives - Management of Change ( MOC ) concepts, practices and applications incl. multi-cultural aspects, applications in complex projects and MOC diagnostics - Corporate transformations: examples, success factors and frameworks Congruence/alignment: concepts and applications Design of organizations and leaderships incl. key organizational design theories, practical examples and best practices - Positioning of different consulting and business tools, assessments and techniques n Teaching Methods: - Case studies – including actual examples from a number of global corporations ( hi- tech and automotive industries ) - Articles and references - Student project n Duration / Credits: 30 contact hours over two-week period / 3 ECTS Credit Points n Dates: To be announced n Exams:Student Presentations and/or Final-Exam n Compulsory / Suggested Reading: 1. Galbraith, J.R., Downey, D. & Kates, A, 2002. Designing Dynamic Organizations. New York: American Management Association. 2. Nadler, D.A., & Tushman, M.L. 1997. Competing by Design. New York: Oxford University Press.

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

Prof. Dr. John J. Wargin n Topic / Course Title: The course “Consulting and Business Models” is a highly interactive course incorporating case studies, article reviews and project presentations. The course focuses on two topics which are very emblematic for our times:

1. Consulting as a vehicle to provide business advice and drive change; and

2. Business Models to transform competitive landscapes of industries. n Target Group: All MBA students. The course is recommended for students interested in gaining insights into consulting and business model innovation. The course “Management of Change, Transformations and Alignment” which is offered in summer semester is a complementary course focused on the people and organizational aspects of change. Both courses offer a complete framework for consulting, innovation and management of change. n Pre-requisites for Participation: No special pre-requisites n Course Coordinator / Professor(s) / Lecturer(s): Prof. Dr. John Wargin n Course Contents (brief description / course structure): The consulting part of the course introduces the participants to the FOCUS framework of structuring and executing consulting engagements, reviews key consulting tools including process modeling and scenario planning, and examines the aspects of client-consulting relationships and communication. The business model part of the course starts with the definition of business models and introduces the participants to the ‘business model canvas’ as a vehicle to model and examine business models.. n Teaching Methods: The different cases including Zipcar, Michelin, Skype and Mytaxi will be used to bridge the theory with actual business model innovation examples n Duration / Credits: 30 contact hours over two-week period / 3 ECTS Credit Points n Dates: To be announced n Exams: Student Presentations and/or Final-Exam

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

Registration Form for Electives

Your name: ______

Please indicate your priorities for the electives, marking the course you would most like to take with the number 1, your second choice with 2, down to the course you would least like to take with 16. Electives will only take place if enough students choose them.

This registration is binding and is also the registration for the examination in the elective subject.

Please return the completed form to [email protected].

Professor: Subject: Priority (1 to 16) Busch International Product Management / Key Account Mngmt. Daxhammer International Financial Markets De Entrepreneurship Fuss Technology Marketing Gaspardo Leadership in a Change Management Process Herzog Financial (Macro-) Economics and Financial Engineering LoBue Management Controlling LoBue Financial Analysis for Managers Niehoff International Trade and Finance Schmäh International Sales Management Seiter The Economics of International Trade and Money Simonovich Strategy Execution Sonntag Digital Marketing & Media Management von Carlowitz International Aspects of Strategic Management Wargin Change, Transformations and Organizational Alignment Wargin Consulting and Business Model Innovation

Date: ______Signature:______

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

Application and registration

Please fill in our application form for incoming students and e-mail it (with your CV attached) to [email protected].

Application deadlines:

• Application deadline for the summer semester: 1st December • Application deadline for the winter semester: 15st June

An application involves a certain amount of paperwork, i.e. filling in the official application form. The application form (in German) is available online: Enrollment Document

The following documents must then be sent by post to the admissions office of Reutlingen University: • The completed application form or the printed out data sheet which appears after the on-line application has been entered, with signature and date. Important: if this data sheet is not sent to us by post, the online application is invalid. • (Certified)* copy of document providing evidence of right to study in higher education (e.g. the German "Abitur" or "Hochschulreife"). • (Certified)* copy of final degree from undergraduate studies worth at least 210 ECTS. • Curriculum vitae (c.v.).

* Admitted applicants must hand in the certified copies of the original certificates together with the registration documents

Please send an additional c.v. by mail to [email protected]

Please note: • Your c.v. must be complete (no gaps) and signed. • Copies of school and university graduation certificates must be officially certified. • All school and university graduation certificates in languages other than German, English and French, must be translated into German and the concurrence of the translation with the original must be officially certified. • All applicants from outside Germany must send evidence of their command of German.

Full-time studies can be started in the summer or winter semesters. The summer semester starts at the beginning of March, the winter semester at the beginning of October.

Study Fee The study fee for the entire programme is € 4.500,-, payable in three instalments of € 1.500 per semester

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

General information on…

… German Language courses

German language courses and workshops offered by our International Office

Reutlingen International Office (RIO) offers a range of pre-sessional and regular German language courses for all international students. The semester courses are offered at all levels from Beginners to Advanced. Business German and online courses are also available. These semester courses are free of charge and ECTS credits are awarded for most of them.

RIO also runs two intensive pre-sessional German language and culture courses in September (3 weeks) and March (2 weeks) and also charges a minimum fee for that. We highly recommend these language courses to you as they will facilitate your start and integration at Reutlingen.

Finally, we would encourage you take advantage of the wide variety of workshops for both foreign and German students provided by RIO. You can find a list of this offering by clicking on the following link: http://www.reutlingen-university.de/en/international/language-courses-and- workshops/deutsch-und-interkulturelle-kommunikation.html

…Accommodation

There are several student halls of residence or dorms located near campus. Administratively and financially, the halls of residence are not part of the university, because they are owned and administered by the GWG Housing Association and the Tübingen Studentenwerk. We are, therefore, not able to reserve a room for you, nor can we exert direct pressure on the GWG to allocate a room to you. Nonetheless, in the allocation of rooms, international students are normally granted a certain preferential treatment.

It is crucial to apply for a room as soon as possible. Application forms can be found below. Here are the most important deadlines for submitting the application forms:

GWG Housing Association Studentenwerk Tübingen Summer Semester: 15th December Summer Semester: 15th January Winter Semester: 15th June Winter Semester: 15th June

You can find more information on accommodation and the application process in our ‘Incoming Guide for International students‘

CIEBS ESB Business School Knowledge Foundation @ Reutlingen University Reutlingen University Alteburgstrasse 150 Alteburgstrasse 150 72762 Reutlingen, Germany 72762 Reutlingen, Germany

…Important documents

…Visa

If you are not an EU citizen, you might need a visa to enter Germany. Please check the following website to determine whether a visa is required for your country of origin: http://www.auswaertiges-amt.de/EN/EinreiseUndAufenthalt/Visabestimmungen_node.html

This visa can only be obtained via the German embassy or Consulate in your country of residence. Please contact us if you need a “Letter of acceptance” in order to apply for a visa. Please note that it is your own responsibility to apply for a visa in time for your travel.

…Enrollment

When you arrive in Reutlingen, you will need the following documents in order to be registered as an international student (please don’t forget to organize everything in time):

1. A copy of your valid passport 2. A formal letter from your home institution certifying that you are registered there as a student for the period you are in Reutlingen. The letter must be written in German, French, or English and should clearly state what programme you are enrolled on. 3. A European Health Insurance Card (EHIC) for EU-students. Non-EU students must also provide evidence that they have health insurance during their stay in Germany. This may be in the form of a health insurance certificate or card from your insurance provider at home. Otherwise you will be required to purchase a student health policy here which costs approximately €55 per month. 4. 1 passport photograph 5. Your CV (in German) 6. 61,50€ fee for administration and student services

Please note: Fees for our MBA programme “MBA in International Management” differ.

…Residence permit

After registering with the city of Reutlingen (Bürgeramt), non-EU students will also have to go to the Foreigners' Registration Office (Ausländeramt) in Reutlingen City Hall (Rathaus) to apply for a residence permit (Aufenthaltsgenehmigung).

Please check the following website for further information: http://www.reutlingen- university.de/en/international/incoming-students/information-from-a-z/residence-permit.html