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Second year New ProgrammeStudy Programme IBA 2006-2007 (D cluster and further)

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1.1
Introduction
1.2
Programmes
1.3
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2.2
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International Education
The International OfficePartner Universities

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3.1
Introduction
3.2
Educational Organisation
3.3
Financial Administration
3.4
Service Unit(;$0352&('85(6Enrolment for exams in Arnhem and Nijmegen
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Management and Staff IBMS
Student Support
Consultation
Board of Examiners and Board of Appeal

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6.2
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6.10.1,17(51$7,21$/%86,1(66$1'0$1$*(0(17678',(6 ,%06  ProfileStructure of the IBMS ProgrammendOverview of IBMS Study units, courses and credits, 2 yearnd
Examination Schedule 2 year
Option Courses
Year Abroad
Study Abroad
Placement
Graduation Assignment
Graduation
Study Delay in the Main Phase
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35()$&(This prospectus contains general and specific information for students on the International Business andManagement Studies (IBMS) degree programme for the academic year 2006-2007.
Descriptions of each course offered in the study programme form a major part of this prospectus. They givedetailed information on the objectives, topics, learning methods, method(s) of assessment, the course materials,
the workload and the number of Dutch credits.
The prospectus is an integral part of the separate ‘Teaching and Examination Regulations’ (TER) publication,
which states all exam regulations, and study requirements (e.g. negative binding study advice in the foundationyear) for IBMS students. Information given in these two publications is legally binding and thus provides theframework for successful co-operation between students and staff. Students are also referred to the HAN
Student Statute (www.han.nl), which lists the general requirements, obligations of students and rules of conduct.
In case of any queries relating to the study programme, please consult the IBMS Senior Study Career Coach(SSCC).
I wish everyone a successful academic year 2006-2007!

Arnhem, September 2006
W.G. de Groot
Director of International Programmes

Study Programme IBA 2006-2007 (D cluster and further)

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Arnhem Business School is a faculty of the HAN University of Professional Education (Hogeschool van Arnhem
en Nijmegen). The school was established as an independent institute for Higher Professional Education in thefield of business and management. Since its establishment, Arnhem Business School has grown rapidly andnow has over 4,000 students in Arnhem and Nijmegen.
Arnhem Business School is anchored in its region through the contacts with companies, Chambers ofCommerce, research institutes, entrepreneurial organisations and regional authorities. Arnhem Business School
increasingly carries out applied research for trade and industry and local authorities, creating a direct link with
future work environments for all its students.
Arnhem Business School offers a broad range of market-oriented courses, training students to take up various
positions on the international labour market. Educating students for business and management positions
requires continuous attention to the quality of education. Maintaining and improving the quality is guaranteed bysystematic evaluation and innovation of programmes in consultation with students, trade and industry, alumni
and the Ministry of Education (OC en W).


3URJUDPPHV$UQKHP%XVLQHVV6FKRROKDVWKHIROORZLQJIXOOWLPHVWXG\SURJUDPPHV
Accountancy (AC)Marketing (Commerciële Economie - CE)
International Business and Languages - (IBL)
Fiscal Economics (Fiscale Economie - FE)
Business Logistics (Logistiek en Economie - LE)Business and Law (Management, Economie en Recht - MER)
Small Business (SB)Financial Services Management (FSM)$QGWKH,)$SURJUDPPHVCommunication (CO)Finance and Accounting (Bedrijfseconomie - BE)
Human Resources and Quality Management (HRM)
International Business and Management Studies - (IBMS)
Logistics (LOG)
7KHVFKRRODOVRRIIHUVSRVWJUDGXDWHHGXFDWLRQMBA
MA International Business
MSc European Logistics, Transport and Distribution
This prospectus deals only with the International Foundation Year full-time study programme.
5HSHWLWLYH6WUDLQ,QMXU\ 56, Alongside desktop computers, the use of notebook computers has increased recently. Next to the many
advantages a notebook offers, there are also disadvantages. A notebook cannot be seen as a replacement for a
desktop computer. Due to increasing automation and the integration of secondary tasks in computer systems(e-mail, internet) the intensity of working behind a screen is still increasing. Research shows that approximately
50% of people working with computers frequently have RSI-related complaints in phase 1. More information canbe found in Appendix 1.

Study Programme IBA 2006-2007 (D cluster and further)

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$51+(0%86,1(666&+22/,QWHUQDWLRQDO(GXFDWLRQWhat does international education mean to Arnhem Business School?
,QWHUQDWLRQDO&XUULFXOXPApart from language training, much attention is paid to international aspects within all courses. This varies fromcourses like International Marketing, International Management and International Finance to intercultural
aspects within an organisation.
)RUHLJQ/DQJXDJHVInternational contacts require a good command of foreign languages. Arnhem Business School recognises thisand therefore pays great attention to foreign language training. Within the International Programmes one foreign
language, apart from English, is compulsory. Language training takes place in small groups in modern language
laboratories. Language learning, supported by study and/or placement abroad, leads to a high proficiency inforeign languages, which is increasingly more important when applying for a job.
6WXG\LQJ$EURDG
Students have the possibility within most programmes to study at a foreign university or business school. With
the International Programmes is compulsory to study abroad for at least one semester. The foreign universities
and business schools at which programmes can be attended are always institutes with which Arnhem Business
School has a good relationship, so that students can study as exchange students. In 2005-2006 over 120 thirdyear students obtained international experience in this way.
3ODFHPHQW$EURDG
Additional international experience is gained by carrying out a placement for a foreign company. This placement
abroad is compulsory within the IBMS programme. Arnhem Business School often assists with obtaining
placements, so that the quality of the placements and good counselling during placement is guaranteed. Most
placements are within Europe but it is also possible to do a placement outside Europe. In the latter case,students will often find the placement company themselves.
Students are encouraged to carry out their placement and study abroad in different countries, one of whichshould be in the student’s foreign language area.
*UDGXDWLRQ$VVLJQPHQW
Students of Arnhem Business School carry out a graduation assignment; in the case of IBMS students thisshould be with a company, which operates internationally. These assignments can be a continuation of a foreign
placement or can be obtained in co-operation with one of the Chambers of Commerce.
,QWHUQDWLRQDO7HDFKHUV
Education without international teachers or without teachers with international experience can never really beinternational education. Arnhem Business School employs several international lecturers, mainly for the
programmes that are internationally oriented. Foreign guest lecturers are frequently invited to lecture on
specialist or topical subjects.
,QWHUQDWLRQDO6WXGHQWVLQ$UQKHP
A majority of the IBMS students come from abroad. Arnhem Business School also offers students of partner
universities the possibility to study in Arnhem for one or two semesters as exchange students - in 2005-2006
over 120 students came to Arnhem to study for a semester. These exchange students follow courses from the
IBMS programme and will follow courses from the other International programmes in the future. A majority of the
IBMS students also come from abroad.
,QWHUQDWLRQDO&RRSHUDWLRQABS has been and is involved in a number of international co-operation projects throughout the world including
research, curricula development and technology transfer. Internationalisation is impossible without extensive
international contacts and therefore Arnhem Business School is a member of a number of European networks(amongst them 'Socrates') in order to facilitate international co-operation, in particular the exchange of students
and staff.
Study Programme IBA 2006-2007 (D cluster and further)5

'RXEOH'HJUHH3URJUDPPHVThe school has a number of double degree programmes with partner universities in France, Germany, Finland,
UK and Russia. Some students be given the opportunity to study at one of these universities and, on successful
completion of their programme, will be awarded the degree of the host university as well as that of Arnhem
Business School.
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The task of the International Office is to encourage and facilitate Arnhem Business School’s internationalisation.
The office stimulates and assists the staff of the study programmes in the realisation of all international
activities. The office is responsible for the:development and maintenance of relations with all foreign partner institutions;co-ordination of university networks;
application and administration of subsidies for international activities;
administration of subsidies to students for their international studies and placements;
accommodation of exchange students;
support of the Study Abroad Co-ordinators;
management of the Placement Abroad Co-ordinators.


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A complete list of all partner institutions is available at the International Office and on HAN Insite (Intranet).

Study Programme IBA 2006-2007 (D cluster and further)6
7+(25*$1,6$7,212)$51+(0%86,1(666&+22/ ,QWURGXFWLRQThis chapter deals with the most important aspects of the organisation of Arnhem Business School. Special
attention is paid to the departments with which the student will have direct contact during his/her studies.
(GXFDWLRQDO2UJDQLVDWLRQThis department is responsible for the planning of the education, the educational support and the (administrative
organisation of the) supply of information about the education process. To be able to perform this task the
department works with several people who, individually, take care of a part of the activities. A number of tasks
are performed within departments or units, e.g.
department Student Administration and Office for Exams/Finals
department of Planning and Organisation
Computer Centre
Notebook Service Centre
Media Centre.
+$1(PDLO
Students are expected to read the E-mail messages s/he receives from employees of the HAN on the HAN Email address.
6WXGHQW$GPLQLVWUDWLRQDQG2IILFHIRU([DPV)LQDOVHere all activities take place that are connected with the registration and the progress of the students. This
department also organises the exams.
For the following, apply to the Student Administration Office (Vraagpunt):filling out forms for deferment;
filling out forms for medical expenses insurance;change of address (in writing, please);declarations of enrolment;
replacement of student card (after payment of the amount due at the financial administration).

6WXGHQW&DUG
At the beginning of each academic year the student card will be issued. The student card is proof of enrolment
at Arnhem Business School but also a chip card with which all payments at ABS are made. The loss of the cardmeans loss of the debit amount on the card and extra costs for a new one.
:LWKGUDZDOGXULQJWKH$FDGHPLF<HDU
In this case the procedure is as follows: Report to the Student Career Coach or the SSCC and contact theStudent Counsellor for an exit interview. In some cases (e.g. if this is your first year of enrolment or in case you
are severely ill) a student can apply for disenrolment. In case of disenrolment there may be a right of getting thecollege fee refunded partially. Ask the Student Counsellor for the options and consequences. In other cases you
will be removed from the records on August 31 of the current academic year.
,QIRUPDWLRQDERXW0DUNVDQG([DPVThe Student Administration Office will send you a grade list to your home address after each semester. For
information about marks and exams first consult the Intranet and if you still have questions consult your SCC or
SSCC.
([HPSWLRQV
Students can apply for exemptions for part examination with the International Programmes director. Forms canbe obtained at the Vraagpunt.
&UHGLWV(DUQHG
Administration of credits earned and accounting for them to the Informatie Beheergroep at Groningen is also the
responsibility of the department.
3ODQQLQJDQG2UJDQLVDWLRQThe department’s main tasks are:Study Programme IBA 2006-2007 (D cluster and further)7-

preparing the daily, weekly and yearly schedule and supplying information about the educational activities
on the monitor (Planning Office);
preparing the timetables (students, lecturers and classrooms) and the examination schedules (Timetable
Office).

5HVHUYDWLRQRI&ODVVURRPVDQG)DFLOLWLHVYou can reserve classrooms, completing a form at the Vraagpunt. Meeting rooms and other facilities can bereserved at the CSP. In case of educational activities (e.g. projects) a classroom should be reserved at least fivedays in advance. It is also possible to use classrooms for other activities like congresses, guest lectures, etc.
This can only be done upon a written request made to the Vraagpunt.
,QIRUPDWLRQ0RQLWRUVThe monitors provide information about daily changes to lecture schedules from 08.45 hours. Circulating pages
show the information about the current day. Lecturers whose names appear on the monitor at 15.00 hours will
still be absent the following day.

&RPSXWHU&HQWUHThe Computer Center supports users of the computer facilities within ABS.
The activities comprise:technical management of the facilities;
support/supervision and assistance to users (help desk).
At the help desk staff will help you in case of problems with the equipment or programmes at school, and they
will assist you regarding the following:
software support;
printing on the laser printer;scanning of texts/pictures;
copying of packages for which SURF licenses have been obtained.
Opening Hours
The Computer Centre is open during the whole study year, daily from 09.00 to 17.00 hours. During holidays only
technical support (no desk service) is available from 10.00 to 16.00 hours.
Free Practical Training
Free practical training times for students are:daily from 09.00 - 17.00 hours;
during class periods on Tuesday and Thursday evenings from 17.00 - 19.00 hours.
Schedules are published on a weekly basis near all the computer rooms showing the lectures for the coming
week. Free training is possible on times that there are no lectures. Students who wish to reserve extra computer
time, for instance for a project, or final assignment, can make an appointment with the technical manager.
0HGLD&HQWUH
Daily from 08.30 - 16.30 hours and Tuesday evenings from 18.00 - 21.00 hours. During holidays there arelimited opening hours. Always consult the Media Centre publication board for this.
Lending
A maximum of four books or theses can be borrowed simultaneously. Magazines, bound volumes of magazines,
placement reports and loose-leaf reference books are not lent out; they can only be consulted in the Media
Centre. If books, reports, articles from magazines are not available in the Media Centre, they can be applied forvia the IBL (Inter Bibliothecaire Leenverkeer - Inter-Media Centre loan). More information can be obtained fromthe librarian. Borrowing time is four weeks. In case this period is exceeded a fine is payable.
Other Services
The following services are available in the Media Centre: an automated catalogue system, a computer with CDROM player, two telephones for projects, and Internet facilities. Arnhem Business School students may makeuse of the Openbare Bibliotheek (public Media Centre) in Arnhem and the KUN facilities in Nijmegen.

Study Programme IBA 2006-2007 (D cluster and further)

8

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)LQDQFLDO$GPLQLVWUDWLRQThis office manages the finances of Arnhem Business School. It is involved in drawing up the budget and theannual accounts. It does the accounting and controls the various budgets. Furthermore, it deals with matterssuch as the paying of rent, various statements of expenses, etc.

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Amongst other tasks, this department is responsible for carrying out the necessary maintenance, that after
closing hours the buildings are left in good order and that the prevailing house rules are observed. You can turnto this department for all kinds of services.
&RSLHVIn certain cases it is possible to have photocopies made for assignments within the framework of your study.
Especially when larger numbers of copies have to be made you should contact the Copy Shop. If you needcolour copies you should also contact the Copy Shop. In general copies are for your own account, unless - forprojects, etc. - other arrangements have been made. There are copiers available throughout the building for use
by the students, which can be operated with the student card.

Study Programme IBA 2006-2007 (D cluster and further)9(;$0352&('85(6(QUROPHQWIRUH[DPVLQ$UQKHP
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Students who wish to enrol for a modular examination are to do so within the normal registration period.
Students are allowed to enrol for an examination no more than two times.
In the event of illness, personal circumstances etc., the SSCC decides whether a third enrolment isallowed.

5HJLVWUDWLRQSHULRGVLQWKHDFDGHPLF\HDU
For exams in period 1(V1):20 September – 27 September 2006, 12.00 p.m.
For exams in period 2 (H1+V2):
29 November – 6 December 2006, 12.00 p.m.
For exams in period 3 (H2+V3):
28 February – 7 March 2007, 12.00 p.m.
For exams in period 4: (H3+V4):
9 May – 16 May 2007, 12.00 p.m.
For exams in the re-sit period (H4):22 June – 25 June 2007
Enrolment outside the registration periods mentioned above is only possible if the student pays administration
fee. The amount to be paid for this in the academic year 2006-2007 is ¼SHUFRXUVH.
To qualify for this procedure, students at the $UQKHPlocation are to follow the procedure below:
1. The student must go to the student information desk (µW9UDDJSXQW) and request to be registered for an
examination.
2. At the cash register, ¼ WLPHVWKHQXPEHURIH[DPLQDWLRQV ZLOOEHGHELWHGIURPWKHVWXGHQWFDUGDQGWhe
student will be registered for the examination by the student information desk.
3. The student will receive a receipt.
4. The student’s name will be automatically entered in the extra registration list.
In case of illness, personal circumstances or circumstances concerning the programme- or exam-organisation
the student does not have to pay the ¼7KH66&& or head of the exam department decides whether the¼KDVWREHSDLGRUQRW
3/($6(127(The student will remain responsible for the enrolment for examinations, also if enrolment takes place outside theregistration period. Therefore, always check your enrolment:%\FDOOLQJWKHHQUROPHQWOLQH
%\XVLQJWKH,1)2FRPSXWHUSURJUDPPH%\PHDQVRIWKH,QWUDQHW HQUROPHQWEvery period, the number of examinations that you are allowed to enrol for is published. You cannot enrol for an
examination more than two times per academic year via the computer.
What to do if a student is not admitted to an exam
/RFDWLRQLQ$UQKHP
If a student’s name turns out not to be on the registration list or the extra registration list, the student can still get
access to the exam by contacting the student information desk (µW9UDDJSXQW):
1. At the student information desk ¼LVGHELWHGIURPWKHVWXGHQWFDUG7KHVWXGHQWZLOOUHFHLYHDUHFHLSW
2. With this receipt the student will be admitted to the exam room, this will be allowed by the co-ordinator of
invigilators;
3. The student’s name is entered in the registration list.
4. After the exam, the exam office will investigate whether there was any administrative negligence on the partof the organisation. Should that be the case, the student will be notified and can have the student cardrecharged.
5. Exams taken by students whose name has been entered in the registration listZLWKRXWKDYLQJDUHFHLSWUHJLVWUDWLRQQRWH will be destroyed.

Study Programme IBA 2006-2007 (D cluster and further)10

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The above-mentioned procedure can be avoided by checking your registration in time:%\FDOOLQJWKHHQUROPHQWOLQH
%\PHDQVRIWKHHQUROPHQWSURJUDPPH,1)2%\PHDQVRIWKHLQWHUQHW HQUROPHQW

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Bags and coats must be placed in front of the room.
The invigilator may ask for a valid student card for identification at any time.
The student is to follow the instructions set by the invigilator.
It is not allowed to use any writing material other than the green pens provided by the invigilator.
It is not allowed to make notes in or add changes to his/her own work.
It is not allowed to make notes in or add changes to the answer keys of the exams.
It is not allowed to either take standard answer keys or exam questions with you or make copies ofthem, or to copy any of your own answers.
Carefully fill out all information required on the protest form.
Protests will only be dealt with if they are well founded with respect to content.
Exam review is only possible on set dates, which can be found in the ABS diary.
In case of any obscurities before and/or during the exam review sessions, please turn to the student
information desk.

Study Programme IBA 2006-2007 (D cluster and further)

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Director
Co-ordinator
AssistantAdmission OfficeSenior Study Career CoachStudy Career Coaches


Mr W.G.de Groot
Ms M. van Fruchten
Ms J. Geessink
Ms C. Huisman-Stolsz
Ms E. Giesbers
Ms K. Gierke-Goergens
to be appointed per group

room E 2.12
room E 2.10
room E 2.09
room E 2.06
room E 2.06
room E 2.02


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6WXGHQW6XSSRUWStudy Career Coaching
Each C- and D-cluster group of the new programme is provided with a coach for study career issues. Although
the student him-/herself is responsible for his/her choices and actions, the programme facilitates the studentwith a coach to help the student gain full responsibility throughout the 4 years. The 6WXG\&DUHHU&RDFK (SCC)
is the first in line of student support and guidance for standard matters involving the student’s development ofcompetencies, reflecting on study progress and development, study planning, making choices, managing study
career, etc.
Group meetings as well as individual meetings are part of the timetable.
For any non-standard matters, the SCC will refer students to the 6HQLRU6WXG\&DUHHU&RDFK (SSCC) of the
programme, who is second in line of student support. The SSCC needs to be involved immediately when
personal circumstances occur which MIGHT affect the study progress. At the moment these circumstances
occur, the student might have the idea that he/she can deal with the situation him-/herself, and does not need
any help. He/She might not bear in mind that the impact on concentration, exam preparation, performance etc.
might be higher than expected. Thus, it appears each year that students have not raised matters when thecircumstances occurred, but only far too late, often, when they realize that they qualify for a Negative Binding
Study Advice. At that stage, it is too late to refer to any circumstances that had an affect on the study progress,
and the students have to leave ABS. However, when the support staff knows about the circumstances on time,
the SSCC – depending on the situation – might provide special exam facilities, or set different targets (=minimum requirements) to be met within a certain period other than the standard requirements stated in the
Teaching and Examination Regulations.
So it is vital to keep in close touch with the Study Career Coaches. They don’t want to pamper you, but be able
to support you within the boundaries of the programme’s regulations.
&RQVXOWDWLRQ*URXS5HSUHVHQWDWLYHVIn September each group appoints a group representative and a substitute. The group representative keeps intouch with the IBMS director, supplies his/her group with information and represents his/her group during study
programme consultations.

3URJUDPPH&RXQFLO 23&
The regulations concerning the Programme Council (OPC) are laid down in a separate document. It meets todecide on all matters regarding the International Programmes study programme, including information andexam regulations.
6WXG\3URJUDPPH&RQVXOWDWLRQ
During the study programme the Director discusses the operational aspects of the education in the programmewith student representatives of the various years. They can advise the director. For matters concerning thefoundation year the Study Career Coaches (SCC’s) can play an advisory role.
7KH6WXG\3URJUDPPH V3URIHVVLRQDO)LHOG&RPPLWWHH
The Study Programme's Professional Field Committee advises the director and the staff regarding the recent
developments in the professional field and any resulting recommendations for the programme. This committee
consists of the director and 3 to 7 external members with an academic and/or professional background. If
possible former students with extensive professional experience will be members of the committee.
Study Programme IBA 2006-2007 (D cluster and further)12 %RDUGRI([DPLQHUVDQG%RDUGRI$SSHDO%RDUGRI([DPLQHUVThe Board of Examiners conducts the IBMS final examinations, as well as the IFA foundation final
examinations. The Chairman of the Board of Examiners takes care of the relevant examinations and everything
connected with them. The composition of the Board is:
Chairman
Mr Ch. Hidde
Substitute
Mr J. Meezen
Members
lecturers of the study programme
Secretary
Mr E. Boom
A student can contact the Chairman of the Board of Examiners in cases of appeal. To do so the student should
write an objection (typed) to the Chairman of the Board of Examiners. The letter should be sent to the attentionof the Secretary.
Before submitting an objection, carefully read the procedure laid down in the Teaching and Examination
Regulations (TER). For further information apply to the secretary, Ms R. Lankhorst.
The Board of Examiners sets the dates and times of the examinations and advises on examination regulations.
If there should be any disagreement as regards the way in which an examination has been arranged, anobjection in writing can be directed to the Chairman of the Board of Examiners. The objection should be sent tothe secretary, Ms R. Lankhorst.
%RDUGRI$SSHDO
The regulations for the HAN Board of Appeal have also been included in the Teaching and Examination
Regulations. If a student disagrees with a decision of the Chairman of the Board of Examiners, he/she canappeal in writing within 4 weeks to the HAN Board of Appeal.

Study Programme IBA 2006-2007 (D cluster and further)13 ,17(51$7,21$/%86,1(66$1'0$1$*(0(17678',(6 ,%06 
3URILOHThe IBMS study programme is a degree programme, which prepares students for middle and higher
management positions in the fields of international marketing, finance and management in the following type oforganisations:an enterprise which exports or imports products and services;an establishment of a foreign enterprise;a foreign establishment of an international enterprise;an enterprise abroad.
Examples of such positions are:international marketing manager
international sales manager
international product manager
international account manager
export manager
international purchasing manager
international market researcher
Graduates of the IBMS study programme need to:
be able to formulate international strategic policy;
recognise the meaning of marketing research, descriptive and mathematical statistics as well as reporting
techniques within the framework of a management position;
have knowledge and insight into the working of the whole market system and be able to properly react todevelopments in this system;
have skills in applying management techniques and methodologies;
have knowledge of the "commercial" instruments, have insight into their possible functioning as well as
have the skills to apply the instruments available in national and international markets;
have knowledge of the financial aspects of international entrepreneurship;
have sufficient language skills to be able to conduct business in a foreign country.
In other words: each IBMS graduate need to have:knowledge of the marketing of products and services on national consumer markets and international
industrial markets and its application in medium-sized companies;
knowledge of consumer behaviour;knowledge of marketing research and the statistical techniques needed for this as well as being able tocarry out marketing research independently;
knowledge of financing of international trade;a thorough knowledge of cultural aspects of international entrepreneurship;
very good written and spoken command of the English language;
knowledge of at least one other language at an operational level;
general knowledge of macro and business economics, business organisation,(international law) and automation of information processing;communication and social skills needed for international business.


6WUXFWXUHRIWKH,%063URJUDPPH

)RXQGDWLRQ<HDUDQG0DLQ3KDVH
The study programme is divided into a foundation year and a three-year main phase.
The foundation finals complete the foundation year and the finals complete the main phase.
6WXG\XQLWV&RXUVHVDQG&UHGLWVAs required by the Dutch Law, the IBMS study programme is divided into units of study and the study load isexpressed in credits. A study unit is a composition of theoretical and practical components. Within Arnhem
Business School the study units consist of courses. A course is a comprehensive quantity of theory or practicaltraining or other educational activity, offered in a period of 6 or 12 weeks and is concluded by assessments.

Study Programme IBA 2006-2007 (D cluster and further)

14

The normative study load per academic year is 1680 hours, composed of 42 weeks of 40 hours. A credit is a 28hour study load, so that the study load of an academic year is 60 credits. With a four-year study programme thetotal study load is 240 credits: 60 for the foundation year and 180 for the main phase. The credits of the IBMS
study programme are divided between several study units.
6HPHVWHUV&OXVWHUVDQG*URXSVThe academic year is divided into two semesters.
Also, the study programme per year is subdivided into two halves, called clusters. Each cluster comprises a
fixed set study units.
The clusters are:
A and Bclusters of the first year
C and Dclusters of the second year
E and Fclusters of the third year
G and H
clusters of the fourth year

(foundation year)(main phase)(main phase)(main phase)

All Main Phase students start with cluster C. The E and F clusters can be followed in either order.
In the fourth year the sequence is always: first the G-cluster, then the H-cluster.
The composition of the study programme is:
6HPHVWHU

Start in September

1A-cluster2

B-cluster

3

2

4

2

5
6

A-cluster

1
2ndyear C-cluster

B-clusterndyear D-cluster

2rd

3 year E (study abroad) orF (placement abroad)rd
3 year F (placement abroad) orE (study abroad)th7

4 year G-cluster*

8

4 year H-cluster**th

6HPHVWHU

Start in Februaryndyear C cluster3ndyear D-cluster

4

2

rd

3 year E (study abroad) orF (placement abroad)rd
3 year F (placement abroad) orE (study abroad)

5
6

th

7

th

8

4 year G-cluster*
4 year H-cluster*** G cluster only for those students who have completed their placement, unless the SSCC
otherwise.
** H cluster only for those students who completed their G cluster already.

has decided

Clusters are sub-divided into two periods of subsequently seven and six lecture weeks and examination weeks
following. A course covers one ore two periods. Courses are examined subsequently to the lecture weeks in thesame period. In general no more than 6 courses per period are offered simultaneously.
The students are placed in international groups in which they follow the courses of a certain cluster. The
maximum number of students in one group is thirty.
/DQJXDJHVAll IBMS students must study at least one foreign language. Students wishing to take more than one language
may do so (if it fits in with their timetable), but this is over and above their normal study load.
5HVLWVA student can re-sit an assessment in the examination weeks at the end of the period following the period inwhich the course has been offered or any other time the exam is offered within the academic year.
Study Programme IBA 2006-2007 (D cluster and further)

15

The rule for re-sits is: the last mark holds. The student is entitled to sit to enrol for an exam or assessment
covering the same course materials twice an academic year. If he/she takes a re-sit at a later stage, the exam
will cover the course topics covered in the period concerned.
It is the student’s responsibility to ensure that s/he is present in Arnhem for the exam and re-sit periods. Exams
and assessments cannot be faxed or sent to students while they are abroad.
)RXQGDWLRQ)LQDOV
See the IBMS Teaching and Examination Regulations (TER).

7KH³(FOXVWHU´ SDUWRIWKH([FKDQJH3URJUDPPH 
For students who are unable to spend their study abroad semester at a partner university abroad (the reasonsfor this must be discussed with either the SSCC or the Department Director and must be confirmed by both)Arnhem Business School has devised a programme of study, the “E- cluster”. Courses within this semester are
obligatory to 30 ECTS credits.
See the Insight (the intranet) for the “E cluster” courses.

Study Programme IBA 2006-2007 (D cluster and further)



16



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European Credit
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Weighing Factor
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Study Programme IBA 2006-2007 (D cluster and further)

17


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Study Programme IBA 2006-2007 (D cluster and further)18

$EEUHYLDWLRQVRIVWXG\XQLWVBCBusiness and Communication
CC
International Communication and Culture
ENInternational Enterprise
IE
International Environment
MP
Management Planning and BudgetingRE
Research$EEUHYLDWLRQVRIFRXUVHV
ACF
Accounting and Finance
BMG Business Management GameBUC Business Communication
DUT Dutch
ECN Economics
FRB
French
GEC/D German
IEN
International Enterprise
ILW
International Law
MINManagement Information Systems
MKT Marketing
MMP Marketing Management and Budgeting
MRE Research Methodology
OBH Organizational Behaviour
RES
Marketing Research
RST
Research and Statistics
SPL
Spanish/LVWRIH[WHQVLRQVIRUSDUWH[DPLQDWLRQVDVVHVVPHQWVAssessments during class:
A
as
C
DS
fs
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PP
pr
PR
R, RR
TS

=
=
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assignment
continuous assessment
participation
dossier
written assignment
hand-inlistening comprehension
oralpresentation
presentation and participation
project
presentation and reportreport, second reporttest (written or oral)

Assessments in exam weeks
1, 11
2
3
4
6

=
=
=
=
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written exampractical test using PC
listening comprehension
oral
other

Study Programme IBA 2006-2007 (D cluster and further)

19



2SWLRQPRGXOHVWithin the framework of the HAN regulation option courses it is stated that main phase students can choose
option courses in another department of ABS, at another faculty within the HAN or at another polytechnic oruniversity, up to a maximum of 11.44 EC.
If a student wants to make use of this arrangement, he/she will first have to consult the department director.
However, for IBMS students, the option courses of 30 EC are taken during the study abroad semester, at apartner university.
<HDUDEURDGIBMS students spend the E and F clusters abroad. The purpose of the E and F clusters is to increase thestudent’s exposure to and experience of other cultures and languages and to broaden and deepen theknowledge of subjects belonging to core areas of the programme. Students will spend the E-cluster studying at
one of the institutions throughout Europe, North America, Latin and South America, Africa, Asia and Australia,
and the F-cluster on a placement with a company abroad.
The Arnhem Business School standard is that students in IBMS go abroad both semesters, abroad being not
the student’s country of origin, and not the Netherlands.
Furthermore, Arnhem Business School requires a minimum of international experience during the study
programme: Each student must have been exposed to at least two different national cultural backgrounds.
This means that students who have completed their secondary education not in the Netherlands, studying IBMS
at Arnhem Business School have already covered one of these cultures by having come to Arnhem for theirstudies. These students must go abroad for al least one of the semesters, preferably the placement.
Students who have taken Dutch as their foreign language are advised to do their placements in the
Netherlands.
Students who have completed their secondary education in the Netherlands must go abroad for both semesters
to cover the two different cultures.
 6WXG\$EURDGIBMS students must study at a foreign university or business school for at least one semester. The Study
Abroad Co-ordinator (SAC) is responsible for the preparation and supervision of students during their study
abroad period. Detailed information can be found in the "Study Abroad" handbook.
6WXG\$EURDG&RRUGLQDWRUVDUH
Mr M. van den Bosch MBA
Ms Drs E. Helsen
Drs G. van Ooijen
Drs T. van Osch
Ms K. Gierke-Goergens
Mr J. Rance MBA
Drs G. van Ooijen

China, Taiwan, Indonesia, Thailand
Spain, Portugal, Latin America
France, Belgium
Scandinavia, UK / Ireland
Germany / Italy / Central and Eastern Europe / Greece
Australia / Canada / South Africa / USA / New ZealandFrance / Belgium

The department director approves students’ study plans. In principle the following procedures must be adheredto:make a preliminary decision about the order in which you will do the study and placement semesters,
where you want to go to and what you want to study;
hand in the completed "Application to go abroad” form to the Study Abroad
Co-ordinator for that country;submit a study plan for approval halfway through semester four;satisfy the “year abroad” requirements for going abroad;obtain formal approval for going abroad before the end of semester four.
There are several places where information about universities and countries can be obtained. The best sourceis the Media Centre and the International Office where one can surf the Internet for university web sites, look forprospectuses, brochures and general information about partner universities. For general information see theInternational Office web pages on Insite.

Study Programme IBA 2006-2007 (D cluster and further)

20

The "Study Abroad" handbook contains information about the necessary procedures and forms to be filled in.
The chosen study plan should be equivalent to 30 EC credits, where 1 credit represents approximately 28 hoursof study activities. The 30 EC credits in your study abroad programme should be spread over subjects notcovered in IBMS but logically linked to core areas of international business, finance and accounting, marketingand management and languages. It is strongly recommended to either study in the language of the target
country or in English and take a course in the language that is part of your programme.
Obtaining permission to go abroad depends on the following conditions:foundation finals must be passed
at least 30 EC from the C and/or D cluster must have been obtained after V3/H2, AND at least 45 EC
after H4 and the study units International Enterprise and Research must be completed
fulfilment of all SCC activities;
approval of the SCC
there are no insufficiencies in the chosen language of study abroad
Dutch students have to spend their E and F cluster abroad. Students from abroad have to spend at least their Eof F cluster abroad*. They are allowed to spend the E and F cluster abroad.
Notwithstanding the above requirements, the final decision for a student to study abroad lies with the
Department Director.
For double degree programmes specific conditions have been formulated; please consult the relevant Study
Abroad Co-ordinator and visit the special information session in October.
'XWFKJUDGHVDFFRUGLQJWRWKH(&PRGHO
3HUFHQWDJHRIWRWDOVWXGHQWV'XWFKJUDGHVYHUVXV(&DZDUGHGWKLVJUDGH
*UDGHV
$



  %  &  '  (  );
  )
'HILQLWLRQ([FHOOHQW
9HU\JRRG
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 3ODFHPHQW
3ODFHPHQWDEURDGFRRUGLQDWRUV

Ms Drs C. van der Meijs
Austria, Germany, Switzerland
Mr Dr H-H. Glöckner
Germany, Switzerland, Austria, Central and East Europe
Mr Drs G. van Ooijen
France, Belgium
Mr Drs N. Galbraith
UK, USA, Asia, South-Africa, Belgium
Ms Drs H. Metting van Rijn-Snippe
Australia, New Zealand, Asia Pacific, UK, USA
Mr A. van den Berg
UK, United States, Dutch Antilles
Ms Drs C. van Ellen
UK, United States, Dutch Antilles
Ms Drs L. Wiskerke
SpainArnhem Business School will assist students in finding a placement. This does not imply that for each student aplacement in the preferred country or company can be found. If a student wants a placement that fully meets
his/her requirements, it often means that the student will have to find one him/herself.

Study Programme IBA 2006-2007 (D cluster and further)

21

The placement co-ordinators are responsible for:developing and maintaining contact with placement companies;
supplying students with general information regarding placements;
assisting students in their efforts to find a placement;
advising and coaching students when they apply for a placement;
supervising and assessing the placement.
Detailed information about the placement is included in the publication "Placement Abroad".
*HQHUDO&KDUDFWHULVWLFVThe placement is an educational activity in which the student works in a professional situation for fiveconsecutive months. The level and contents of the activities must be attuned to the IBMS study programme.
The placement is scheduled in the F-cluster, normally following the study abroad programme scheduled in the
E-cluster.
Students can only start their placement with the following qualifications:foundation finals must be passed
at least 30 EC from the C and/or D cluster must have been obtained after V3/H2, AND at least 45 EC
after H4 and the study units International Enterprise and Research must be completed
fulfilment of all SCC activities;
approval of the SCC
there are no insufficiencies in the necessary language
&RQWHQWVDQGREMHFWLYHV
The aim of the placement is to make the student familiar with the professional aspect of the study programme.
The first two months are used to get a general idea of the organisation and the variety of activities. The
remainder part is spent on project-type activities.
0DLQREMHFWLYHVRIWKHSODFHPHQWlearning to use theoretical knowledge in practice; developing social skills;
understanding the structure and the functioning of a professional organisation;orientation for professional career and future job functions;observing the activities and work situations of employees in the organisation at
various levels.
5HFUXLWPHQWDQGVHOHFWLRQRIWUDLQHHVDQGSODFHPHQWVThe task of the Placement Co-ordinator is to secure placements. In this, he tries to meet the student’s
preference as much as possible, but this is not the main criterion in the selection of a placement. The main point
in securing and selecting placements is the question whether placements enable realisation of the abovementioned objectives.
3ODFHPHQWVWUXFWXUH (See also the “Placement Abroad" Handbook)$JUHHPHQWThe agreements with the companies are laid down in a placement covenant between Arnhem Business School
and the company providing the placement. A lecturer will supervise the student during the placement. The
company will assign a coach for in-company supervision.
$VVHVVPHQW
The information provided by the company coach, the supervisor, the placement co-ordinator and the student
him/herself are used for assessment. The supervisor gives a general assessment of the student after visiting thecompany. The final assessment is made by the supervisor and the co-ordinator.
Criteria for assessment include:
description of corporate activities;
definition of problems;
drawing conclusions based on data;practical handling of problems;
working speed;
observation of in-company rules;
independent work.

Study Programme IBA 2006-2007 (D cluster and further)

22

The assessment is based on the:student’s written interim reports;
supervisor’s reports;
assessment of the company coach;report made by the supervisor during "reporting day";initial and final placement reports.
A final report must be handed in with Arnhem Business School upon conclusion of the placement. No final
assessment of the placement can take place without this report.
*UDGXDWLRQ$VVLJQPHQWGA Co-ordinator:

Mr J. Rance

3UHUHTXLVLWHV
Students can only start their GA after having completed all their C, D, E, F and G clusters.
In exceptional circumstances the Department Director can decide to waive this rule. Before applying for thisexception, students must consult the SSCC (Main Phase).
$FTXLVLWLRQDQGUHJLVWUDWLRQ
Students should start acquiring their GA during G-cluster or earlier. At the end of G-cluster they must hand in a
GA registration form and preliminary proposal to the GA Co-ordinator who will approve the GA topic and assign
a supervisor/examiner.
Should a student not have acquired a GA by the end of G-cluster (last lecture week), he/she needs to contact
the SSCC, as it will be very likely, that the student faces a study delay.
Normally students start their GA directly after G-cluster. In case a student is not able to do so, he/she must
immediately contact the SSCC to discuss the study delay that will consequently arise.
A student must start his GA at least 6 months after having completed G-cluster.
When exceptional circumstances arise, that might lead to a further delay, the student needs to consult the
SSCC as soon as these circumstances occur.
'XUDWLRQ
Once a GA has been started, it has to be concluded and defended within one year from the date the GA has
been approved.
When exceptional circumstances arise, that might lead to a delay the student needs to consult the SSCC assoon as these circumstances occur.
Should a student not conclude the GA within this period, he/she has to find a new assignment.
'HIHQFH
To complete the GA part of the programme, the student has to• hand in the copies of his/her thesis with the exam office (at Vraagpunt),• inform the GA Co-ordinator about the date of the defence as agreed with the GA supervisor/examiner,nd
2 examiner, Company Coach,,• inform the Exam Office (via Vraagpunt) about the date of the defence as agreed with the persons
mentioned above (per the GA Defence Application Form)• book a room and the necessary equipment (at CSP).
For more details, please consult the GA-handbook on insite.han.nl.
*UDGXDWLRQFor your graduation, all grades need to be handed in with the Exam Office by the deadlines that apply for eachceremony, stated in the diary, so that the meeting of the Board of Examiners can take your application into
account.
A student, whose last grades are not handed in with the Exam Office by these dates, cannot graduate at therespective ceremony.
When exceptional circumstances arise, the student needs to contact the SSCC as soon as these circumstances
occur.
Study Programme IBA 2006-2007 (D cluster and further)

23



6WXG\GHOD\LQWKH0DLQ3KDVH

A student who has been offered Main Phase clusters (C up to H), but who has not taken any part examination in
the course of the current academic year, will be automatically disenrolled at the end of said academic year
without a diploma and will not been eligible for re-enrolment.
When exceptional circumstances arise, the student needs to contact the SSCC as soon as these circumstances
occur.
 3ODJLDULVP&KHDWLQJWKHXVHRI,QWHUQHWHWF
The TER sets out the rules regarding cheating, plagiarism and other forms of fraudulence for students at
Arnhem Business School. In cases where the Internet is used as a source of material for assessments, thismust be clearly stated and students should be aware that they are not allowed to submit as their own work
copied, downloaded or bought from the internet unless this is clearly stated in their assignment and used as
reference material. In cases where there is a suspicion that this has occurred, the department director will takeaction accordingly.
 3ODJLDULVP'RFXPHQWDWLRQA writer must cite the source of phrasing, ideas, or information of another writer in written work. Even if one
paraphrases or summarizes material from another writer, the source must be acknowledged. Not
acknowledging the phrasing, ideas or information of another writer constitutes plagiarism.

3ODJLDULVPDQG&KHDWLQJ
Plagiarism constitutes the appropriation of another person’s exact words or original thoughts or writing without
extending proper credit (using in-text citations and a works cited reference list) to the original source. As such,plagiarism exists as an illegal action—a type of theft that, in the business/professional world, for example, could
result in severe penalties against you.
Simply, plagiarism is not worth the effort; don't do it!
8QGHUVWDQGLQJDQG$YRLGLQJ3ODJLDULVPAt the very least, a paper/report with plagiarism will be considered an irregularity and is marked with “0”, so it isobviously important to understand and to avoid plagiarism.
Plagiarism occurs
1. when words or ideas from a source enter a paper without proper acknowledgment that the words orideas are not the writer's,
2. when words are copied from a source but are not put in quotation marks (even if acknowledgement isgiven to the source),
3. when the structure of sentences are copied from a source with just a few words in the original replacedwith synonyms, or
4. when a paper presents ideas in the same order as they appear in a source. Plagiarism would occur if
someone copied the organization and the progression of ideas from a source, even if the ideas are put
into the writer's own words.
One way to determine if plagiarism occurs in a paper is to ask the following question: Could the writer havewritten the paper exactly as it is without looking at the source that seems to have been copied? If the answer is"no," and if the writer does not cite the source properly, then the paper contains plagiarism.
A paper with plagiarism is marked with “0”, so it is obviously important to understand and to avoid plagiarism. Bevery careful to clearly distinguish your words and ideas from the words and ideas of your sources.
$92,'3/$*,$5,60²:+(1,1'28%7&,7(<2856285&(The administration and faculty of Arnhem Business School prohibit plagiarism, whether the language and theideas originate from a published source or from work done by another student. Commission of plagiarism and/or
cheating is an irregularity and measures will be taken (see TER).

Study Programme IBA 2006-2007 (D cluster and further)24+2:&5(',76$5($:$5'('$ZDUGLQJ&UHGLWV
Each study unit consists of several courses.
In some study units there is a combination of integrated assessments and separate assessments per course
and in others all units have separate assessments. For each study unit an amount of credits (EC) can beawarded.
A module may consist of a variety of educational activities. It may therefore consist of several assessments, 3 at
the most. The marks of single assessments will be treated as administrative units. This means that the markobtained for each assessment is allocated, published and linked to a weighting factor (WF). The weight of anassessment is the amount of WF.
The examination schedule describes how the 60 EC for the second year are divided over the units of study andhow the WF are divided over the assessments.
The total of the weighting factors in one study unit is 7.5 or 15. This corresponds with an equal amount ofcredits. The amount of credits for a study unit is 7.5 or 15 EC. Credits can only be awarded for a completed
study unit. This means that all assessments should have been passed (55/100).
In each study unit description you will find the prerequisites in order to award the EC for that study unit.

Study Programme IBA 2006-2007 (D cluster and further)

25



'28%/('(*5((678'(176&20,1*72$%6

During the past decade, ABS has developed double degree possibilities with a number of its foreign partner
universities to offer students from both institutions the opportunity to obtain the diplomas from two different
countries during the standard study period. Therefore, each year, some of the students from our partners havebeen selected for a double degree programme, meaning they will obtain also the ABS bachelor’s degree, once
they have graduated form their home institution, provided they have met the ABS requirements.
6HOHFWLRQDQGDSSOLFDWLRQ
Selection and applicationis taken care of by the partner universities who inform the ABS International Office
who then starts the students’ enrollment procedure. As these students opt for an ABS degree, they become partof the regular IBMS programme, not the Exchange Programme.
However, as they are new to ABS, the double degree students are welcome to join the introduction programmeof the Exchange Programme. Besides this, they also should join the short introduction for the particular IBMSyear which applies to their programme (second or fourth year).
3URJUDPPH
Double degree students are covered by bilateral contracts that have been agreed upon by the respective homeinstitution and ABS. As educational systems vary internationally and institutions have different structures, theprogrammefor individual double degree students at ABS can be different, depending on the partner university
the students originally come from.
Nevertheless, the overall UHTXLUHPHQWVIRUREWDLQLQJWKH$%6GLSORPD are the same for all double degree
students. All of the following requirements need to be met before a student can graduate from ABS:
Follow a programme of at least one year at ABS (minimum of 60 EC credits)
Follow the study plan defined by ABS and the home institution
Obtain a minimum of 40 points for each part examination at ABS
Obtain a weighted average of at least 55.000 for each study unit of the curriculum at ABS
Having graduated from the home institution
The IBMS Teaching and Exam Regulations at ABS and the details of the IBMS Prospectus of the respective
academic year(s), in which the requirements are laid down, apply also to double degree students.
In order to get acquainted with the most important regulations covering their studies at ABS, double degree
students are strongly advised to see the IBMS SSCC immediately upon their arrival. He/She will inform them on
the administrative details concerning their curriculum at ABS (“leerplan”), the group they have been put in,provide them with the publications covering their studies at ABS (relevant TER and prospectus), and point out
specific ABS regulations. The IBMS SSCCmonitors all main phase students’ progress in IBMS until graduation
and also double degree students can use his/her services.

6WXG\UHVXOWVThe result obtained for any kind of assessment will be administrated in its standard position in the student’s ABS
curriculum, that is, within the standard study unit.
Should the programme both partner institutions have agreed upon lead to the situation that a study unit is notconcluded by taking all its constituting parts at ABS, the open parts will be filled with the transferred grade thestudent has obtained when graduating from the home institution, as will the units that are not part of thestudent’s year at ABS. In this case, a study unit will be completed only after the student has graduated from thesending institution. Therefore, no statement about compensation and thus about having fulfilled therequirements set by ABS regulations can be made before this stage. On the other hand, by this procedure,
double degree students have the same opportunities with regards to graduating “cum laude” or “with distinction”
from ABS as students who spent the full four years with ABS have.
Although double degree students are carefully selected and thus are not expected to fail exams andassignments, situations may occur that lead to having to re-sit an exam. The regulations laid down in the TER
and Prospectus applies also in this case. Students will have to take their re-sits at ABS at the scheduled exam
periods/dates (see Prospectus, schedule of the academic year and the detailed exam schedule for each period).
For central exams the enrolment procedure applies also for re-sits. For central exams which students takeindividually or in pairs (e.i. oral exams), central enrolment is not enough: each student needs to contact also theexaminer to be scheduled for a certain time.
Study Programme IBA 2006-2007 (D cluster and further)26

*UDGXDWLRQ
After having graduated from the home institution, the student can apply for graduation at ABS by providing the
IBMS Board of Examiners with the following documents:
A certified copy of the diploma received from the home institution
A certified copy of either a final grade with the diploma or, if that does not apply to the home institution’s system,a final total grade list, stating EC or local credits for each grade mentioned
When the Graduation Assignment (GRA) has not been part of the student’s programme at ABS: a certified copyof the graduation assignment / thesis (paper version)
These documents should be sent toArnhem Business School
IBMS Department
Postbus 5171
6802 ED Arnhem
The Netherlands
The IBMS Board of Examiners will decide upon the candidate’s request for graduation. Upon a positive
decision, the candidate will be invited to the next JUDGXDWLRQFHUHPRQ\. Should the candidate prefer to receive
his/her ABS diploma earlier, he/she can make an appointment with the IBMS administrator about when he/shewill be coming to ABS to sign and collect his/her diploma. Due to the legal status of Dutch diploma’s it is notpossible to send diplomas by postal or other services.
NB:
Double degree students are expected to be aware of the fact that with a double degree programme, both
institutions’ requirements have to be met. Whatever ABS agrees to, is limited to their studies at ABS only anddoes not affect the requirements that have to be met at the home institution, and vice versa. Therefore, double
degree students are advised to keep close contact with BOTH institutions until their graduation.

Study Programme IBA 2006-2007 (D cluster and further)

27



:+$7:+2$1':+(5(,1,%06

The following table outlines summarises the main activities within IBMS, who is responsible and whom students
should contact.
:KDW
Administrative questions
Admission to IBMS
Application to IBMS
Books (information)
Communication with students / groups
Communication with staff
Complaint about assessment (after protest)
Complaints
Data and schedule of academic year
Declaration of enrolment
Double degree students
Dyslexia
Enrolment to IBMS
Exam enrolment(non-regular exams + re-sits)
Exam enrolment (regular exams + re-sits)
Exam organization
Exam schedules
Exam rooms
Excuse forms driving test
Exemption forms
Faculty council (student delegation)
Finding Tutor/lecturer
Formal requests concerning the programme
Flex-offices for lecturers
General questions
GradesHandicaps/disabilities(short time / permanent)
ID-cardIllness (long term)
Information concerning the programme
Lost/foundMissing compulsory parts(class/exams)
Module contents:KRZKHUH
“Vraagpunt”
IP director
In-take officers: Ms Salemans
Mr v. Osch
Ms E. Giesbers
Student Administration
IP Booklists:KHUH
B 0.07
C 0.02E 2.06
C 0.02E 2.06
intranet@student.han.nl
groups’ pigeon holes@han.nlpigeon holes
Secretary of the Board of Examiners E 1.04
Ms Lankhorst
Pigeon hole
Co-ordinator
Ms J. Geessink
E 2.09
Diary“Vraagpunt”
B 0.07
DD-co-ordinator
E 2.02
Ms K. Gierke-Goergens
SSCC
Ms K. Gierke-Goergens
E 2.02IB-groep, Groningen“Vraagpunt”
B 0.07Intranet/hotline“Vraagpunt”
Ms van der Spek
Publication board outside B 0.06
Intra-/internet
Whiteboard in mail hall ground floor
Personal schedule (intranet)“Vraagpunt”“Vraagpunt”
Box at “Vraagpunt”
Timetablee-mailDirector
Mr de Groot“Vraagpunt”
Intranet
Ms Rengelink
SSCC
Ms K. Gierke-Goergens“Vraagpunt”
SSCC
TER /Prospectus
co-ordinator/SCC/SSCC
CSP
Lecturer concerned
Advisor
Prospectus

Study Programme IBA 2006-2007 (D cluster and further)

B 0.07

B 0.07
B 0.07
B 0.07Intra-/internet
Flex-offices
E 2.12D 2.01, D 2.02,
B 2.02
B 0.07
B 0.06E 2.02
B 0.07

A 0.0128

Notebook problems
Overlapping exams
Personal data (check and change)
Personal/private problems
Photocopies
Large amount, binding, colour copies,
colour overheads
Printing (specialities)
Problems with timetables, schedules,
lecturers, organizational and curricular
aspects
Questions about timetables
Readers, workbooks, stationary
Reservation classrooms
Reservation conference rooms
Reservation equipment
Special exam facilities
Study progress and planning
SSCC
Suggestions/complaints to student
delegation of faculty council
Timetable (groups, lecturers)
Timetable changes
Tuition fees
Updating address etc.

Weekly schedules (lecturer)
Computer Helpdesk
SSCC“Vraagpunt”
Advisor
Copy shop

B 1.03E 2.02
B 0.07E 2.02
B 0.05

Copy shop
Co-ordinator
Ms J. Geessink

B 0.05“Vraagpunt”
Shop“Vraagpunt”
Central Service Point CSP
CSP
SSCC
SSCC
Ms. K. Gierke-Goergens

B 0.07Main hall
B 0.07
A 0.01
A 0.01E 2.02E 2.02E.202

E 2.09Box at “Vraagpunt”
Intra-/internet
Intra-/internet
Monitors
Financial Office
Ms Van Brederoode“Vraagpunt”

Ruitenbergln. 26
E 0.21
B 0.07

SCC = Student Career Coaches

Study Programme IBA 2006-2007 (D cluster and further)

29




'HVFULSWLRQVRI6WXG\XQLWVDQG&RXUVHV±&FOXVWHU


678'<81,7,QWHUQDWLRQDO&RPPXQLFDWLRQDQG&XOWXUH && JHQHUDOGHVFULSWLRQ,QWURGXFWRU\
In the study unit International Communication the job application procedure will be illuminated from different
perspectives. We will be dealing with preparing for applying for a job, writing job application letters and doing
interviews, and that from the perspective of the different cultural backgrounds of the languages offered. We will
also highlight similarities, exceptions and differences in approach between an English, a French, a German, aSpanish and a Dutch job application letter and the consecutive steps, like the interview, tests, the hiring process
and the impact of cultural differences on all of this.
&RXUVHV &RXUVH&RGH:HLJKWLQJ)DFWRU ZKHQDSSOLFDEOH 

Business Communication 3

CC-BUC3E

3.75

Dutch 5

CC-DUT5D

3.75

French 3 and French 4

CC-FRB3C/4C

3.75

German C1

CC-GEC1D

3.75

Spanish 5 and 6

CC-SPL5C/6C

3.75


7RWDO6WXG\8QLW(&*Students take BUC and make a choice of 1 of the 4 languages
/HFWXUHZHHN
Module
BUC3
DUT5
FRE3/4GEC1
SPL5/6















x
x
x
x
x

x
x
x
x
x

x
x
x
x
x

x
x
x
x
x

x
x
x
x
x

x
x
x
x
x

x
x
x
x
x















x
x
x
x
x

x
x
x
x
x

x
x
x
x
x

x
x
x
x
x

x
x
x
x
x

x
x
x
x
x


5HTXLUHPHQWVLQRUGHUWRDZDUGWKH(&For every separate assessment the minimum grade must be 55/100.
&RPSHWHQFLHV• The ability to explain the differences between national, organisational and occupational cultures and tooutline strategies for adapting to these differences in e.g. human resources management, marketingand intercultural communication.
• Understanding of the ethical, normative and social issues related to the professional practice andaccepting the responsibility for his actions.
• The ability to express oneself fluently and correctly in English, both in speech and writing.

Study Programme IBA 2006-2007 (D cluster and further)

30

•
•
•
•

The ability to express oneself at an intermediate level in a second foreign language (in addition to
English and one’s native language).
The ability to lead discussions, express ideas, make proposals, draft reports and give presentations.
The ability to make proper use of audio-visual aids in presentations.
The student can identify the relevant dimensions of cultures and has developed self-awareness of his
own cultural background. He is able to adapt his behaviour to the standards in other cultures and canmaintain an international network essential to his tasks.
The ability to know one’s strengths and weaknesses and to indicate how and when to improve theseweaknesses; the student knows the limits of his competencies and can critically evaluate and accountfor his own actions; he can take criticism and put it to good use. Takes initiative and works
independently.

2EMHFWLYHVThe objective of this study unit is to make students aware of the process of job application, both from theperspective of a (prospective) company, and from their own perspective, as an applicant. Furthermore theobjective is to make students aware of the (subtle) cultural differences between job applications in English andin other cultures. Students who did not opt for German can still get acquainted with job applications in German
and in the differences between German and Spanish job applications etc.

3URIHVVLRQDO3URGXFW
Job applications (process, procedures, cultural implications, job application letters, interviews)
Study Programme IBA 2006-2007 (D cluster and further)31

678'<81,7,QWHUQDWLRQDO&RPPXQLFDWLRQDQG&XOWXUHFRXUVHGHVFULSWLRQV&RXUVH%XVLQHVV&RPPXQLFDWLRQ&RXUVH&RXUVH&RGH:HLJKWLQJ)DFWRU ZKHQDSSOLFDEOH 

Business Communication 3

CC-BUC3E

3.75

'HVFULSWLRQIn the first period of 7 weeks (3 hours per week) attention will be paid to the application procedure. Students will
be given a grade on the basis of the entire procedure, which makes that presence is obligatory during the first
period; in the second period (2 hours per week) there will be 3 or 4 lectures about the theory, after which there
will be consultation hours.
2EMHFWLYHV
• To enable the student to experience all steps in an application procedure;• To enable the student to write a formal business report.
• Level of Common European Framework to be obtained: B2/C1&RPSHWHQFLHV• The ability to express oneself fluently and correctly in English, both in speech and writing.
• Understanding of the ethical, normative and social issues related to the professional practice andaccepting the responsibility for his actions.
• The ability to lead discussions, express ideas, make proposals, draft reports and give presentations.
The ability to make proper use of audio-visual aids in presentations.
7RSLFV• Writing a letter of application;• Taking part in a job interview, both as an interviewer and as an interviewee;• Report writing;• Giving feedback.
3URIHVVLRQDO3URGXFW• Letter of application;• CV;• Job interview;• Business report
6WXG\PDWHULDO
SyllabusStudy Programme IBA 2006-2007 (D cluster and further)32

$VVHVVPHQWs([DP&RGH:HLJKWLQJ)DFWRU

3HULRG
9+RWKHUCC-BUC3E.O

1.88

1, 3

CC-BUC3E.R

1.87

2, 4

$LGV5HPDUNV
During classStudents are given a grade for the wholeapplication procedure
During classStudents are given a grade for a reportabout a business topic, which is written ingroups of 2/3 persons&RXUVH'XWFK'&RXUVH&RXUVH&RGH:HLJKWLQJ)DFWRU ZKHQDSSOLFDEOH 

Dutch 5

CC-DUT5D

3.75

'HVFULSWLRQIn this course you will get acquainted with a number of aspects concerning applying for a job in the Netherlands
2EMHFWLYHV
• learning to have a good idea of personal strong – less strong points and how to use them;• getting an idea of personal preferences and how to use these;• job application advertisements: corporate image and communication;• job application letters and cultural impact;• job application interviews: do’s and taboos&RPSHWHQFLHV• The ability to explain the differences between national, organisational and occupational cultures and tooutline strategies for adapting to these differences in e.g. human resources management, marketingand intercultural communication.
• Understanding of the ethical, normative and social issues related to the professional practice andaccepting the responsibility for his actions.
• The ability to express himself at an intermediate level in a second foreign language (in addition to
English and his native language).
• The ability to lead discussions, express his ideas, make proposals, draft reports and give presentations.
The ability to make proper use of audio-visual aids in his presentations.
• The student can identify the relevant dimensions of cultures and has developed self-awareness of his
own cultural background. He is able to adapt his behaviour to the standards in other cultures and canmaintain an international network essential to his tasks.
• The ability to know his strengths and weaknesses and to indicate how and when he intends to improve
his weaknesses; he knows the limits of his competencies and can critically evaluate and account for his
own actions; he can take criticism and put it to good use. Takes initiative and works independently.
7RSLFV• Personal SWOT analysis;• Reading the newspaper in Dutch• Writing letters, especially job application letters in Dutch, respecting the Dutch cultural background andits peculiarities;• Doing a job interview in Dutch.
Study Programme IBA 2006-2007 (D cluster and further)

33

3URIHVVLRQDO3URGXFW
Job applications
6WXG\PDWHULDO
Syllabus Job Applications$VVHVVPHQWV([DP&RGH:HLJKWLQJ 3HULRG)DFWRU9+RWKHUCC-DUT5D.1

2.0

CC-DUT5D.O

1.75

2, 4

2, 4

$LGV5HPDUNV
None

2, 4

During class&2856()UHQFKDQG)UHQFK&RXUVH&RXUVH&RGH:HLJKWLQJ)DFWRU ZKHQDSSOLFDEOH 

French 3

CC-FRB3C

1.0

French 4

CC-FRB4C

2.75

&RXUVHGHVFULSWLRQ
After completion of this course you will have experienced, in French, the most important steps in an application
procedure, from the point of view of the candidate in the first place, but also from the point of view of the HRM
department. All language skills will be involved: listening, speaking, reading and writing. These skills will be
trained through various language acts and must be demonstrated in “SURIHVVLRQDOSURGXFWV”, some of them in
written form, others presented orally. For these products, you need to have a good command of the Frenchlanguage in the first place, but also to understand several aspects of French business culture and society. (Forexample, if you don’t know what the mention “%$&´ means in a French job advertisement, you would remain
unaware of the required level of academic education for that job.) And, last but not least, you have todemonstrate managerial know-how and be able to talk in French about HRM issues, related to this topic. (Forexample in a role play where you act as a HRM manager, discussing possible ways a new sales representative
should be paid: in France, your CV can mention your “SUpWHQWLRQV”, the salary that you think you are worth being
paid!)
During the first period, the theme will introduced mainly from the perspective of the company. Besides that,some time will be spent on finishing the last chapters of the grammar course that we started in the previous
year, in order to be able to write acceptable letters and reports in French during the second period.
During the second period we will focus more on the candidate and one of the obvious written professional
products you will produce then is the “lettre de candidature”, so is the “entretien de candidature” for the oral
aspect.
(QWU\UHTXLUHPHQWV
You are supposed to have successfully completed the French 1 and 2 modules of the foundation year. Students
coming from other institutions need to have French language skills corresponding to CEF A2 level, as we planto achieve a B1 level at the end of this course.

Study Programme IBA 2006-2007 (D cluster and further)34

&RXUVHREMHFWLYHV
Improvement, within the context of this topic, of all language skills: reading, writing, listening and speaking. All
professional products will be assessed on the basis of a CEF B1 level.
&RPSHWHQFLHV• Carrying out, in French, the common tasks related to selecting new personnel.
• Looking for a job in a French environment and applying for it
7RSLFV
Point of view of the HRM department:
•
•
•
•
•
•
•
•
•
•
•
•

Le profil du poste et le profil du candidat idéal
La rédaction de l’annonce
La préselection et la sélection des candidats
L’utilisation de formulaires
Les test psychotechniques
Le contrat de travail, le salaire, les conditions de travail, les avantages sociaux
La préparation de l’entretien de candidature par le Directeur du personnel
La présentation de l’entreprise et du poste vacant
Les phases de l’entretien de candidature, les négotiations,Embaucher un candidat / rejeter un candidat
Lettres écrites par le service RH: p. ex. La lettre de convocation, de rejet, d’embauchement
Compte rendu de l’entretien de candidature

Point of view of the candidate:
•
•
•
•
•
•
•

Chercher du travail dans la presse et sur l’internet
Auto-analyse du candidat: son “type” et ses points forts/faibles, sa biographie, ses objectifs de carrière
Se former une idée du poste proposé et se renseigner sur l’entreprise
Lettre de candidature + CV
Le système éducatif et les diplômes français
Se préparer à l’entretien de candidature
Se présenter à l’entretien de candidature

3URIHVVLRQDOSURGXFWVWritten:
Application letter, CV and other letters related to the topic.
Job advertisements, memos and other written documents related to the topic
Oral
Job interview, discussions by Management Team, some phone calls
6WXG\PDWHULDO
French internet sites related to all aspects of the topic (active research by students is part of the training)Video /DFDQGLGDWXUH
Handouts HRM aspects in French
Handouts vocabulary

Study Programme IBA 2006-2007 (D cluster and further)35

$VVHVVPHQWV([DP&RGH:HLJKWLQJ)DFWRU

3HULRG
9+RWKHU$LGV5HPDUNV

CC-FRB3C.1

1

1, 3

1, 3

General use of French, HRM vocabulary 1

CC-FRB4C.1

1

2,4

2, 4

Correspondence and other written documents
related to subject, HRM vocabulary 2

CCF-RB4C.O

1

2, 4

CC-FRB4C.C

0.75

1+2, 3+4

During class, Role play in pairs
Presence during class (2 points per week)&RXUVH*HUPDQ&

&RXUVH&RXUVH&RGH

German C1

CC-GEC1D:HLJKWLQJ)DFWRU
3.75



'HVFULSWLRQIn this course the student deals with the topic job application in the German speaking environment in various
ways: in reading, listening, writing and speaking.
(QWU\UHTXLUHPHQWVThe modules GEB1C and GEB2C must have been completed successfully. Students who have not passed
these modules at ABS need to have a command of the target language in all language skills on B1 level of theCommon European Framework.

2EMHFWLYHV
The student will improve all language skills within the context “Bewerbung”, preparing for B2 level.
&RPSHWHQFLHV
Intercultural adaptability and oral as well as written communication at intermediate level in German related tothe topic and skills of the course, including company structure, decision making and selection processes, andoccupational issues.
7RSLFV
Bewerbung
3URIHVVLRQDO3URGXFW
Dossier Bewerbung, Bewerbungsmappe (part of the dossier), Vorstellungsgespräch
6WXG\PDWHULDO
Besides the material listed in the book list: handouts, online material, material in multi-media lab

Study Programme IBA 2006-2007 (D cluster and further)36

$VVHVVPHQWV

CC-GEC1D.O:HLJKWLQJ)DFWRU
1.5

CC-GEC1D.A

1.5

1+2, 3+4

Grammaticus / during class

CC-GEC1D.Ds

0.75

1+2, 3+4

n.a. / during class([DP&RGH

3HULRG
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'HVFULSWLRQThis course will offer Spanish for specific communication purposes related to the near-future work field ininternational business. This course simulates the process of finding a placement in Spain. It will be a
combination of oral classroom language training and working out written assignments. These assignments will
be weekly assessed by the lecturer. In this way the skills and competence will be continuously assessed. Active
participation is an absolute must. There will be a written exam at the end testing the knowledge of grammar andvocabulary.
Prerequisites: advanced elementary level of Spanish comparable to the level reached by the end of the module
Spanish 4.

2EMHFWLYHV
At the end of this module students will be able to use Spanish at a low intermediate level and for specificcommunication purposes related to finding a placement in Spain. They will be familiar with and able to describe
the corporate identity, structure and culture of Spanish companies. They will be able to ask on the phone for
information about a placement. They will be able to formulate personal learning objectives and personal
competences relevant for a placement. They will be able to write a CV and an application letter. They will beable to find and read general information about Spanish cities and present this information in class. They will beable to arrange accommodation in Spain.
Level CEF: A2/B1&RPSHWHQFLHVThe student has the ability to express himself at a low intermediate level in Spanish, the ability to express his
ideas, make proposals, draft reports and give presentations and the ability to make proper use of audiovisual
aids in his presentation. He also has the ability to explain differences between national, organisational andoccupational cultures in e.g. human resources management and intercultural communication and is able toadapt his behaviour to the standards of other cultures and can maintain an international network essential to histasks.
7RSLFV• Cyber Spanish• Corporate identity, structure and culture of Spanish companies• CV’s and application letters in Spanish• Some useful phone call expressions and strategies• General and cultural information about Spain’s main cities• Accommodation• Personal and professional competences• Some main grammatical subjects
Study Programme IBA 2006-2007 (D cluster and further)37

3URIHVVLRQDO3URGXFW
• presentation• dialogues• written assignments:• description of the placement company• report about placement tasks and objectives including a personal SWOT analysis• CV• application letter
6WXG\PDWHULDO
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'HVFULSWLRQThis course will offer Spanish at an intermediate level for specific communication purposes related to the nearfuture work field in international business. This course simulates the creation of a publicity campaign. It will be a
combination of oral classroom language training and working out written assignments in small groups. These
assignments will be weekly assessed by the lecturer. In this way the skills and competence will be continuously
assessed. Active participation is an absolute must.
The student will learn how to conduct a meeting in Spanish, how to define and describe a product, how to
describe a target group and a publicity strategy. The student will be able to create and present a publicity
campaign. The student also will become familiar with general demographic features of a Spanish-speaking
country. The cultural awareness about these countries and target groups will increase.
Prerequisites: low intermediate level of Spanish comparable to the level reached by the end of the module
Spanish 5.

2EMHFWLYHV
At the end of this module the student will be able to use Spanish at an intermediate level and for specificcommunication about markets and target groups in the Hispanic world. He will be able to define and describe a
product. He will be able to become familiar with general demographic features of Spain, another Spanishspeaking country and/or Hispanics in the United States with the help of internet. He will be able to findinformation on the internet about a target group from one of the above mentioned countries and define anddescribe this target group. He will increase his cultural awareness about the target groups. He will be able to
make an advertisement for his specific target group and be able to explain why the advertisement is appropriate
for the target group. He will be able to participate in and lead a meeting and write the corresponding minutes.
He will be able to discuss and give presentations about the topics above mentioned.
Study Programme IBA 2006-2007 (D cluster and further)38

Level CEF: B1&RPSHWHQFLHVThe student has the ability to express himself at an intermediate level in Spanish, the ability to express his
ideas, lead discussions, make proposals, draft reports and give presentations and the ability to make proper useof audiovisual aids in his presentation. He also has the ability to explain differences between national,organisational and occupational cultures and to outline strategies for adapting to these differences in e.g.
marketing and intercultural communication. The student can identify the relevant dimensions of cultures and has
developed self-awareness of his own cultural background. He is able to adapt his behaviour to the standards inother cultures.
7RSLFV• Meetings and minutes• Product descriptions• Demographic descriptions• Target group descriptions• Publicity• Some main grammatical subjects
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• presentation• group conversation• written assignments• minutes• product description• demographic description• target group description• description of the publicity campaign
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Study Programme IBA 2006-2007 (D cluster and further)39
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This Study Unit is involved with all aspects of doing business in an international environment, and has the aim togain the students knowledge of and insights in all related issues of the subject.
:HLJKWLQJ)DFWRU ZKHQDSSOLFDEOH &RXUVHV&RXUVH&RGH

International Enterprise 1

EN-IEN1A

N/A

Accounting & Finance 3

EN-ACF3A

N/AInternational Law 2

EN-ILW2E

N/AManagement Information Systems 1

EN-MIN1B

N/A

Marketing 3

EN-MKT3A

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1. All non-integrated assessments have to be passed (minimum of 55/100); and2. The weighted average of all integrated assessments has to be 55/100 at least.

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&RPSHWHQFLHV• The ability to research and analyse relevant international business problems, to propose policy
goals and objectives.
• The ability to pro-actively seek and commercially evaluate business opportunities for new/existingproducts/services.
• The ability to take risks in order to optimise business profit.
• The ability to perform a country analysis on macro and industry level.
• The ability to formulate market entry strategies.
• The ability to actively contribute to group results.
• The ability to lead discussions, express ideas, make proposals, draft reports.
• The ability to evaluate investment opportunities, to contribute to the assessment of long-term andshort-term debt and equity financing and to contribute to managing financial risks (financial
management).
• The ability to apply relevant scientific insights, theories and concepts, to combine several subjects,
to gather information and draw conclusions in a methodical and reflective manner.

Study Programme IBA 2006-2007 (D cluster and further)40•The ability to act carefully and punctually and to produce output that is literate, numerate andcoherent.


2EMHFWLYHV
Deals with (strategic) decision making of internationally active companies related to marketing, legal andfinancial issues. Management information systems should support this decision making process.
In this Study Unit the student learns to recognise problems and solve these problems in a systematic way. The
problems are related to companies that are considering to enter a foreign market. To be able to solve these
problems an integrated application of knowledge from different fields of study is necessary. In the course‘International Enterprise’ knowledge from different fields of study are integrated: marketing, economics, finance,international law and finally management information systems. The method of education used in this course isproblem-based learning.

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,QWHJUDWHG$VVHVVPHQWV(more then one course involved)
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Study Programme IBA 2006-2007 (D cluster and further)

Dictionary
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International Enterprise

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N/A.

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'HVFULSWLRQThe method of teaching used in this course is problem based learning. The student is part of a groupconsisting of approximately 10 students. The students in the group come from different study streams(CE, IBL and IBS) and each group has a tutor. Meetings take place every week and last for 2 hours.
Presence during these meetings is compulsory. Students are expected to participate actively. In between
meetings the student is expected to look for relevant literature and other material in an
independent way, study the literature found and work (individually) on hand-in assignments. Further information
about the teaching method used in this course can be found in the workbook for this course (called ‘block book’)
and will be provided by the tutor during the first meeting.
2EMHFWLYHV
See the Objectives of the Study Unit International Enterprise above.
&RPSHWHQFLHV
Due to the high level of integration of this Study Unit the competencies for the separate courses are equal tothose for the Study Unit as a whole.
7RSLFV• Organizational structure and global control/steering• International Market Selection• Business ethics and corporate governance• SWOT and strategy formulation• Make or buy/outsourcing• International entry strategies• Transfer pricing• International transport and logistics• International consumer behaviour/CRM/International promotion strategies• International payments and risks
3URIHVVLRQDO3URGXFWManagement Briefings
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Syllabus / Reader / Block book

Study Programme IBA 2006-2007 (D cluster and further)42

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Accounting & Finance 3

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N/A.

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'HVFULSWLRQTheoretical background related to the financial items of the cases used within the Study Unit.
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To provide insight into the key features of international financing by companies and institutions, training skills toformulate a financial basis to marketing and business plans and provide reports with a relevant and sound(international) finance chapter.
&RPSHWHQFLHV
Due to the high level of integration of this Study Unit the competencies for the separate courses are equal tothose for the Study Unit as a whole.
7RSLFV• Cost allocation• Cost information• Balanced Score Card
• Decision Models• Financing & Capital Structure
3URIHVVLRQDO3URGXFWManagement Briefings
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Syllabus / Reader / Block book
$VVHVVPHQWV(only this course involved)([DP&RGH
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Dictionary; calculator (non-graphic).

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International Law 2E

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Study Programme IBA 2006-2007 (D cluster and further)43

'HVFULSWLRQTheoretical background related to the legal items of the cases used within the Study Unit.
2EMHFWLYHV
This course provides the students with an introduction to export-import practice and related legal issues ininternational trade law in general, including international commercial contracts.
&RPSHWHQFLHV
Due to the high level of integration of this Study Unit the competencies for the separate courses are equal tothose for the Study Unit as a whole.
7RSLFV• 3 IPL-Questions: conventions• Vienna sales convention• incoterms/ ways of exporting• agent or distributor/ways of payment• international transport: sea and road• sales contract• Concepts in international trade law• Legal framework export-import. International contracts• Transportation• Payment methods• Dispute resolution• Litigation• Agency / distributorship
3URIHVVLRQDO3URGXFWSales Contract&RXUVH0DQDJHPHQW,QIRUPDWLRQ6\VWHPV&RXUVH&RXUVH&RGH

Management Information Systems

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Deals with information flows to and from all internal and external sources within an international operatingcompany.
2EMHFWLYHV
Insight in and knowledge of modern information systems and how to use these to maximize performances of theseveral departments of an organization.
&RPSHWHQFLHV
Due to the high level of integration of this Study Unit the competencies for the separate courses are equal tothose for the Study Unit as a whole.

Study Programme IBA 2006-2007 (D cluster and further)44

7RSLFV
•
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Definitions and terminology
Information Systems within the enterpriseBusiness Process Re-engineering
E-Business, E-Commerce, E-Purchasing
Databases
Knowledge Systems

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&RXUVH 0DUNHWLQJ&RXUVH&RXUVH&RGH:HLJKWLQJ)DFWRU ZKHQDSSOLFDEOH 

International Marketing

EN-MKT3A

N/A.

'HVFULSWLRQTheoretical background related to the marketing items of the cases used within the Study Unit.
2EMHFWLYHV
The objectives of this short course is to provide students of the Study Unit International Enterprise with moredetailed information on International Marketing, specifically country/market selection and entry strategies.
&RPSHWHQFLHV
Due to the high level of integration of this Study Unit the competencies for the separate courses are equal tothose for the Study Unit as a whole.
7RSLFV• Entry Strategies• Macro - & Country Analysis• Sales Channel Management

Study Programme IBA 2006-2007 (D cluster and further)45

678'<81,7,QWHUQDWLRQDOHQYLURQPHQW ,( ±JHQHUDOGHVFULSWLRQ,QWURGXFWRU\This study unit provides the student with knowledge and understanding of the existence of and relations
between different constitutional law systems, economic systems, international treaties, international financialtransactions and economic developments.
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International Economics

IE-ECN2C

2.5

International Finance

IE-AFC4A

2.5

International Law

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5HTXLUHPHQWVLQRUGHUWRDZDUGWKH(&For every separate assessment the minimum grade must be 55
&RPSHWHQFLHV
The ability to outline and evaluate the key patterns and trends in international business activity, the different
approaches to internationalisation, the influence of increasing globalisation, international trade systems andfinancial relations and the role of several principal institutions on international business. The student canassess the impact of these trends on his own activities as well on the business policy.
The ability to apply relevant scientific insights, theories and concepts, to combine several subjects, to gather
information and draw conclusions in a methodical and reflective manner.
The ability to act carefully and punctually and to produce output that is literate, numerate and coherent.
2EMHFWLYHV
To acquire knowledge and understanding of the existence of and relations between different constitutional law
systems, economic systems, international treaties, international financial transactions and economic
developments
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An economic, legal and financial analysis of the international environment
Study Programme IBA 2006-2007 (D cluster and further)46

678'<81,7,QWHUQDWLRQDOHQYLURQPHQW±&RXUVHGHVFULSWLRQV&RXUVH,QWHUQDWLRQDO(FRQRPLFV&RXUVH&RXUVH&RGH

International Economics

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2.5

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Students are able to analyse the international dimension of (open) economies.
Students are able to apply a number of trade-theories and their implications for trade-policies, also in
combination with the Balance of Payments.
Students can describe the influence of exchange-rates (-systems) on the Balance of Payments.
Attention will also be given to EMU, Euro and optimum currency areas.
&RPSHWHQFLHV
The ability to outline and evaluate the key patterns and trends in international business activity, the different
approaches to internationalisation, the influence of increasing globalisation, international trade systems andfinancial relations and the role of several principal institutions on international business. The student canassess the impact of these trends on his own activities as well on the business policy.
The ability to apply relevant scientific insights, theories and concepts, to combine several subjects, to gather
information and draw conclusions in a methodical and reflective manner.
The ability to act carefully and punctually and to produce output that is literate, numerate and coherent.
7RSLFV• Trade theories and trade policy• The Balance of Payments• Exchange rates and exchange rate systems.
• Exchange rates: the EMU and the Euro
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Accounting and Finance 4

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2.5
47

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To provide insight into the key features of international financing by companies and institutions, Training skills toformulate a financial basis to marketing and business plans and provide reports with a relevant and sound(international) finance chapter.
&RPSHWHQFLHV
The ability to outline and evaluate the key patterns and trends in international business activity, the different
approaches to internationalisation, the influence of increasing globalisation, international trade systems andfinancial relations and the role of several principal institutions on international business. The student can assess
the impact of these trends on his own activities as well on the business policy.
The ability to apply relevant scientific insights, theories and concepts, to combine several subjects, to gather
information and draw conclusions in a methodical and reflective manner.
The ability to act carefully and punctually and to produce output that is literate, numerate and coherent.

7RSLFV• Compounded interest• Discounted Cash Flows and Net Present Value• Forwards, Futures and Options• Investment decisions• Currency exposure

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This course provides the students a general introduction to international Business Law. The emphasis
will be on basic the legal families of the world, international law, contracts and corporate law; enabling
the student to recognise, diagnose and solve business-related legal problems.
&RPSHWHQFLHVThe students will be trained to assess the legal problems that may arise while doing business internationally.
The students become aware of the differences in the legal systems of countries around the world in comparison
with the Dutch legal system.
7RSLFV• Legal families of the world . Legal principals of Dutch law• International law: the Vienna Convention on the International Sales of Goods• Compare Contract law of several countries• Corporate law.
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During class49

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,QWURGXFWRU\In this module the various languages will be more streamlined. Even more attention will be paid to thelanguages being used in a business environment. At the end of this module, students will not only be able tostudy or do their placement in an English speaking country, but also in a language area of their second
language.
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Business Communication 4

BC-BUC4E

3.75

Dutch 6

BC-DUT6D

3.75

French 5 and French 6

BC-FRB5C/6C

3.75

German D1

BC-GED1A

3.75

Spanish 7 and Spanish 8

BC-SPL7E/8E

3.75

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Credits for the study unit will only be awarded if students successfully participate in the Business Management
Game during the shift week
&RPSHWHQFLHV• The ability to express oneself fluently and correctly in English, both in speech and writing.
• The ability to express oneself at an intermediate level in a second foreign language (in addition to
English and one’s native language).
Study Programme IBA 2006-2007 (D cluster and further)

50

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•

•
•
•
•
•
•

The ability to lead discussions, express ideas, make proposals, draft reports and give presentations.
The ability to make proper use of audio-visual aids in presentations.
The student can identify the relevant dimensions of cultures and has developed self-awareness of his
own cultural background. He is able to adapt his behaviour to the standards in other cultures and canmaintain an international network essential to his tasks.
The ability to know one’s strengths and weaknesses and to indicate how and when to improve theseweaknesses; the student knows the limits of his competencies and can critically evaluate and accountfor his own actions; he can take criticism and put it to good use. Takes initiative and works
independently.
The ability to perform a variety of cost and revenue calculations and to transform these data into
information needed for decision making and the budgeting process (management accounting).
The ability to contribute to and evaluate key accounting summaries (profit and loss account, balance
sheet and cash-flow statement) and to outline the differences between various external reporting
standards (financial accounting).
The ability to actively contribute to a group product or result.
The ability to apply relevant scientific insights, theories and concepts, to combine several subjects, togather information and draw conclusions in a methodical and reflective manner.
The ability to define and analyse complex situations, to develop alternative solutions to problems thatare neither straightforward nor subject to standard procedures and to assess the effects.
The ability to act carefully and punctually and to produce output that is literate, numerate and coherent.

2EMHFWLYHVThe objective of this study unit is to streamline the oral and writing skills of students to such an extent that theywould have no problem in conducting tasks in a foreign business environment.
3URIHVVLRQDO3URGXFW
Meetings
Negotiations
Management Decisions concerning procurement, marketing, sales, production and financeStudy Programme IBA 2006-2007 (D cluster and further)51

678'<81,7%XVLQHVVDQG&RPPXQLFDWLRQ±FRXUVHGHVFULSWLRQV&RXUVH%XVLQHVV0DQDJHPHQW*DPH&RXUVH&RXUVH&RGH

Business Management Game 1

BC-BMG1C:HLJKWLQJ)DFWRU ZKHQDSSOLFDEOH 
N/A'HVFULSWLRQ
Workshop; during four days in the shift period students will participate in the management game. A
management team should at least consist of: general manager, marketing manager, logistics manager and afinancial manager.

2EMHFWLYHV
Running a company by making strategic and tactical decisions. You will play this game according to rules
representing the economic laws to which many Western companies are subject. The course provides insight
into financial and economic aspects, into interaction of business sections and it develops teamwork skills.
&RPSHWHQFLHV• The ability to perform a variety of cost and revenue calculations and to transform these data into
information needed for decision making and the budgeting process (management accounting).
• The ability to contribute to and evaluate key accounting summaries (profit and loss account, balance
sheet and cash-flow statement) and to outline the differences between various external reporting
standards (financial accounting).
• The ability to actively contribute to a group product or result.
• The ability to apply relevant scientific insights, theories and concepts, to combine several subjects, togather information and draw conclusions in a methodical and reflective manner.
• The ability to define and analyse complex situations, to develop alternative solutions to problems thatare neither straightforward nor subject to standard procedures and to assess the effects.
• The ability to act carefully and punctually and to produce output that is literate, numerate and coherent.

7RSLFV• GHFLVLRQVFRQFHUQLQJSURFXUHPHQWSURGXFWLRQ• marketing and personnel;• finance; how to make a liquidity survey;• advertising; negotiations.
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BC-BMG1C.C

N/A

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Study Programme IBA 2006-2007 (D cluster and further)shift$LGV5HPDUNV
Obligatory. Credits for the study unit will not
be awarded if BMG is not successfullycompleted.

52

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Business Communication 4

BC-BUC4E

3.75

'HVFULSWLRQIn the first period (three lessons per week) the subject to be dealt with is business meetings; every week thestudent will hold a meeting with fellow students on a business topic. Students will also give each other feedbackon their performance. Attendance during these classes is obligatory.
In the second period one hour per week is spent on the art of creative writing. One hour per week is spent on
negotiation training (in half groups). Since the grade for these negotiations is based on continuous assessment,
attendance is obligatory.
2EMHFWLYHV
To enable students to hold business meetings;
To enable students to negotiate in an English speaking environment;
To enable students to write letters, reviews, complaints, summaries, etc.
Level of Common European Framework to be obtained: B2/C1&RPSHWHQFLHV
The ability to express oneself fluently and correctly in English, both in speech and writing
Understanding of the ethical, normative and social issues related to the professional practice and accepting the
responsibility for his actions.
The ability to lead discussions, express ideas, make proposals, draft reports and give presentations. The ability
to make proper use of audio-visual aids in presentations.

7RSLFV• Meetings;• Negotiations;• Writing exercises.
3URIHVVLRQDO3URGXFWBusiness meetings;
Business negotiations;
Letters of complaint;
Reviews;
Summaries;
6WXG\PDWHULDO
Syllabus
$VVHVVPHQWVBC-BUC4E.as:HLJKWLQJ)DFWRU
1.5

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1.0

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1.25([DP&RGH

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During class
During class
Dictionaries

53

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Dutch 6D

BC-DUT 6D

3.75

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'HVFULSWLRQIn this course you will be dealing with research in Dutch in its many forms, starting with the basics and working
on extending your vocabulary, being able to discuss certain topics, doing a presentation about a business topic
in Dutch and writing a basic report about the presentations of other students.
2EMHFWLYHV• Reading the newspaper in Dutch• Research basics and report writing basics• Preparing and doing a presentation in Dutch about a business subject• Discussions in Dutch&RPSHWHQFLHV• The ability to explain the differences between national, organisational and occupational cultures and tooutline strategies for adapting to these differences in e.g. human resources management, marketingand intercultural communication.
• Understanding of the ethical, normative and social issues related to the professional practice andaccepting the responsibility for his actions.
• The ability to express himself at an intermediate level in a second foreign language (in addition to
English and his native language).
• The ability to lead discussions, express his ideas, make proposals, draft reports and give presentations.
The ability to make proper use of audio-visual aids in his presentations.
• The student can identify the relevant dimensions of cultures and has developed self-awareness of his
own cultural background. He is able to adapt his behaviour to the standards in other cultures and canmaintain an international network essential to his tasks.
• The ability to know his strengths and weaknesses and to indicate how and when he intends to improve
his weaknesses; he knows the limits of his competencies and can critically evaluate and account for his
own actions; he can take criticism and put it to good use. Takes initiative and works independently.
7RSLFV• Reading newspaper articles• Having discussions about business related topics• Preparing and doing a business related presentation• Doing research and report writing
3URIHVVLRQDO3URGXFWPresentation
Discussions in class and individual
Report about presentations visited
6WXG\PDWHULDO
Recent newspaper articles (to be handed out)Study Programme IBA 2006-2007 (D cluster and further)54

$VVHVVPHQWV(only this course involved)([DP&RGHBC-DUT6D.O:HLJKWLQJ)DFWRU
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BC-DUT6D.R

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French 5

BC-FRB5C

1.75

French 6

BC-FRB6C

2.00

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After completion of this course you will have experienced, in French, the most important steps in launching a
new product. All language skills will be involved: listening, speaking, reading and writing. These skills will be
trained through various language acts and must be demonstrated in “SURIHVVLRQDOSURGXFWV”, some of them in
written form, others presented orally. For these products, you need to have a good command of the Frenchlanguage in the first place, but also to demonstrate some creativity, analytical skills and be able to talk in French
about marketing issues, related to this topic. During the first period, the theory will be introduced in French,
during the second period we will focus more on specific products.
(QWU\UHTXLUHPHQWV
You are supposed to have successfully completed the French 3 and 4 modules of the previous semester.
Students coming from other institutions need to have French language skills corresponding to CEF B1 level.
&RXUVHREMHFWLYHV
Improvement, within the context of this topic, of all language skills: reading, writing, listening and speaking. All
professional products will be assessed on the basis of a CEF B1+ level.
&RPSHWHQFLHV• Discussions, in French, about strategical or operational aspects of launching a new product• Presenting a product• Negotiating a business offer• Useful calls and mails
7RSLFV• Le marketing, le marché, la segmentation• La notion du produit, son cycle de vie, sa classification, le portefeuille de produits• La combinaison produit-marché• Le rôle des 4 P• La communication et la publicité• La négotiation commerciale
3URIHVVLRQDOSURGXFWVWrittenDocumentation of new products, minutes of professional meetings
Commercial advertisements, memos and other written documents related to the topic
Study Programme IBA 2006-2007 (D cluster and further)

55

Oral
Discussions by Management Team, some phone calls, product presentation, negotiation
6WXG\PDWHULDO
French internet sites related to all aspects of the topic (active research by students is part of the training)Video <RSODLW&REUD
Handouts marketing in French
Handouts vocabulary$VVHVVPHQWV([DP&RGH:HLJKWLQJ)DFWRU

BC-FRB5C.1

1

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3
4

4
4

Presence during class, (2 points per week)
Correspondence and other written documents related
to subject, HRM vocabulary 2
No aids allowed
In class
Presentation / negotiation

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German D1

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3.75

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'HVFULSWLRQIn this course student deals with the topic Business in Germany in various ways: in reading, listening, speaking
and writing.
(QWU\UHTXLUHPHQWVThe modules GEB1 and GEB2 must have been completed successfully. Students who have not passed thesemodules at ABS need to have a command of the target language in all language skills on B1 level of theCommon European Framework.
2EMHFWLYHV
The student will improve his language command completing B2 level especially for the following skills: extensive
reading, presenting a topic, report-writing.
&RPSHWHQFLHV
Intercultural adaptability, planning and organizing, and oral as well as written communication at intermediatelevel in German related to the topic and skills of the course, including leading and participating in discussions,

Study Programme IBA 2006-2007 (D cluster and further)56

expressing ideas, making proposals, writing reports and giving presentations making proper use of audiovisual aids.

7RSLFV• Business in Germany

3URIHVVLRQDO3URGXFWBusiness Plan, choice of products for corporate communication, minutes, product presentation, corporate
presentation, evaluation and reflection reports
6WXG\PDWHULDO
Besides the material listed in the book list: handouts, online material, material in multi-media lab
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For this seminar, 100% attendance is required. This is a pre-requisite for obtaining a grade for any partassessed during class as well as for being admitted to the last part, GEC2A.4.
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1

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1.25

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2.25

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'HVFULSWLRQThis course will offer Spanish at an intermediate level (level2) for specific communication purposes related to
the near-future work field in international business. This course simulates the creation of an image
enhancement of a telecommunication company. It will be a combination of oral classroom language training andworking out written assignments in small groups. This is the situation in which the student will learn how to write
different kinds of business letters. The assignments will be weekly assessed by the lecturer. In this way theskills and competence will be continuously assessed. Active participation is an absolute must. The grammaticalskills and vocabulary will be tested at the end of the module in the form of a written exam. During the course
special attention will be dedicated to specific vocabulary related to business communication.
Prerequisites: intermediate level of Spanish comparable to the level reached by the end of the module Spanish
6.
2EMHFWLYHV
At the end of this module the student will be able to write different kinds of business texts in Spanish. He knows
know how to structure these texts and to use a convenient style and tone.
Level CEF: B1

Study Programme IBA 2006-2007 (D cluster and further)57

&RPSHWHQFLHVThe student has the ability to express himself at an intermediate level in Spanish, the ability to express his
ideas, lead discussions, make proposals, write business letters and give presentations and the ability to makeproper use of audiovisual aids in his presentation.
The student has the ability to explain the differences between organisational and occupational cultures and tooutline strategies for adapting to these differences in e.g. marketing and intercultural communication. The
student can identify the relevant dimensions of cultures and has developed self-awareness of his own cultural
background. He is able to adapt his behaviour to the standards in other cultures and can maintain aninternational network essential to his tasks.
7RSLFV• Business letters• Image enhancement• Publicity• Quotations• Minutes• Main grammatical subjects
3URIHVVLRQDO3URGXFW• presentation• conversation in groups• written assignments• business letters• written text consisting a strategy for image enhancement• quotation• minutes
6WXG\PDWHULDO
Handouts, internet, material in the multi-media laboratory.
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0.75
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0.5

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0.5

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1.5'HVFULSWLRQ

Study Programme IBA 2006-2007 (D cluster and further)58

This course will offer Spanish at an intermediate level for specific communication purposes related to the nearfuture work field in international business. This course simulates the following case: You work for the Dutch
Chamber of Commerce and have been assigned to prepare and hold an information session for entrepreneurs
who are considering doing business with Spain. Four economically important regions will be presented: theBasque Country, Catalonia, Madrid and Andalusia. Participants will receive an information folder, containing
detailed descriptions of the four regions. Additionally, an extensive media presentation will be given about thefour regions. The central question is: what products produced by the above mentioned regions are interestingenough to be launched on the Dutch market?
The second part of the classes will simulate a number of stages a Dutch entrepreneur goes through preceding
his business visit to Spain.
Prerequisites: intermediate level of Spanish comparable to the level reached by the end of the module Spanish
7.
2EMHFWLYHV
At the end of this module the student has gained an insight into the geography, demography, history, culture
and economy of four important Spanish regions: the Basque Country, Catalonia, Madrid and Andalusia. The
student will have consulted Spanish languages sources. The student will also be able to select a product.
Level CEF: B1
&RPSHWHQFLHVThe student has the ability to express himself at an intermediate level in Spanish (level 2), the ability to express
his ideas, make proposals, draft reports and give presentations and the ability to make proper use of audiovisual
aids in his presentation.
The student has the ability to explain the differences between national, organisational and occupational cultures
and to outline strategies for adapting to these differences in e.g. marketing and intercultural communication. The
student can identify the relevant dimensions of cultures and has developed self-awareness of his own cultural
background. He is able to adapt his behaviour to the standards in other cultures and can maintain aninternational network essential to his tasks.
7RSLFV• The Spanish geography, demography, history, culture, economy
3URIHVVLRQDO3URGXFW
• presentation• conversation in groups• written assignments• information folder about a Spanish region

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This Study Unit is involved with all aspects of making marketing plans and budgeting these plans accordingly.
The aim is to gain knowledge and insights in all related issues with regard to setting objectives, making choices,
work out these choices into a marketing mix and determine effects of profit and loss.

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Marketing Management and Planning 1

MP-MMP1C

5.00

Accounting and Finance 5

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1.25

Accounting and Finance 6

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Module
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1. All non-integrated assessments have to be passed (minimum of 55/100); and2. The integrated assessments has to be 55/100 at least.
&RPSHWHQFLHV• The ability to research and analyse relevant international business problems, to propose goals andobjectives.
• The ability to pro-actively seek and evaluate financially, business opportunities for new/existingproducts/services.
• The ability to take risks in order to optimise business profit.
• The ability to perform a market analysis on macro and industry level.
• The ability to formulate strategies.
• The ability to actively evaluate strategies on several criteria.
• The ability to lead discussions, express ideas, make proposals, draft reports.
• The ability to evaluate investment opportunities, to contribute to the assessment of long-term and shortterm debt and equity financing and to contribute to managing financial risks (financial management).
• The ability to apply relevant scientific insights, theories and concepts, to combine several subjects, togather information and draw conclusions in a methodical and reflective manner.
• The ability to act carefully and punctually and to produce output that is literate, numerate and coherent.

Study Programme IBA 2006-2007 (D cluster and further)60

2EMHFWLYHV
In this Study Unit the student learns to identify problems and propose solutions to these problems or challenges
in a systematic way. The problems or challenges are related to companies that are in an existing market. In
order to suggest solutions to these problems or challenges, knowledge from different fields of study, suchprinciples of marketing and finance, is necessary. In the course marketing and finance are integrated. The
teaching method in this course is problem-based learning by analyzing case studies and a computer casegame.
3URIHVVLRQDO3URGXFWManagement Reports of decisions and evaluation of these decisions,QWHJUDWHG$VVHVVPHQWV PRUHWKHQRQHFRXUVHLQYROYHG :HLJKWLQJ 3HULRG
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the game61678'<81,70DUNHWLQJ3ODQQLQJ %XGJHWLQJ&RXUVHGHVFULSWLRQV&RXUVH0DUNHWLQJ0DQDJHPHQW 3ODQQLQJ&RXUVH&RXUVH&RGH

Marketing Management & Planning 1

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2.50'HVFULSWLRQThe method of teaching used in this course is problem based learning. The student is part of a groupconsisting of approximately 5-6 students. The students in the group come from different nationalities. Meetings
take place every week and last for 1 hour.
Presence during these meetings is compulsory. Students are expected to participate actively. In between
meetings the student is expected to look for relevant literature and other material in an
independent way, study the literature found and work (individually) on hand-in assignments. Further information
about the teaching method used in this course can be found in the workbook for this course (called ‘block book’)
and will be provided by the tutor during the first meeting.
2EMHFWLYHV
After completing this 12 weeks course students will have an in-depth knowledge of the generalmarketing theory and will be able to apply it in writing a strategic marketing plan.
&RPSHWHQFLHV
Level 2
•
•
•
•
•
•

developing a vision of changes and trends in the external environment and developing relations,networks and chains
analysing policy issues, translating this into objectives and policy alternatives and preparing decision
makingDesigning, controlling and improving business process or organisational processes
Developing, implementing and evaluating a change process
Social and communicative competency (interpersonal organisation)
Self-directed competency (intra-personal, professional worker)

7RSLFV• Understanding Marketing Management• Capturing Marketing Insights• Connecting with Customers• Building strong brands• Shaping the market offerings• Delivering Value• Communicating Value• Creating successful long-term growth
3URIHVVLRQDO3URGXFW
A marketing plan in which the students shows the ability to evaluate and implement marketing decisions basedon an analysis of the internal and external factors influencing a company in an international businessenvironment. The ability to structure these decisions in a marketing
planning in accordance with the corporate planning of the company.

Study Programme IBA 2006-2007 (D cluster and further)62

6WXG\PDWHULDO
Hand outs, teaching notes
Assessments (only this course involved)([DP&RGH:HLJKWLQJ)DFWRU

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Course:Course Code:Weighting Factor (whenapplicable):

Accounting & Finance 5

MP-ACF5A

1.25

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To provide an insight into the way companies collect, classify and give information with respect to costs,
particularly in the field of company management
7RSLFV• Budget Control• Responsibility Accounting• Budget and Standards as keys to planning and control• Cost information for various decision and control$VVHVVPHQWV (only this course involved)

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To provide an insight into the way companies collect, classify and give information with respect to costs,
particularly in the field of company management
Study Programme IBA 2006-2007 (D cluster and further)

63

7RSLFV• Financial Planning• Performance Analysis• Capital budgeting• Cost Analysis
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Dictionary, calculator64678'<81,75HVHDUFK 5( ±JHQHUDOGHVFULSWLRQ,QWURGXFWRU\
Nowadays the former customs office on the A12 from the Netherlands to Germany houses a computer shop thattargets the customers in the border region. Suppose that the shop owner would like to know what his customers
think of his shop. One way of finding out would be to conduct a survey on customer satisfaction. He may also
want to know if there is a difference in the buying behaviour of the Dutch and the Germans. This too can be
discovered through market research.
When practicing your occupation as an IMBS graduate you will often have to conduct large or small scaleinternational research. Therefore it is important that you know what the processes of research are, how theresults should be analyzed, how a market research report is written and how the results are to becommunicated in the consultation that follows.
In this study unit you will -as a project group- conduct real life market research for an external client. You will
execute the research and present the results to the client yourself. The unit offers the guidance of a project tutor
who supervises the project process. Furthermore the unit has three modules in which the students learn thetheoretical foundations necessary to do marketing research in a professional way. The lecturers for MRE andRST are at the same time monitoring, supervising and assessing the intermediate and final products of thestudents’ project.
The module "Marketing Research" aims at further deepening and broadening the knowledge, skills and attitudes
gained in the first year.

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Marketing Research

RE-RES1D

7.5

Research Methodology

RE-MRE1C

2.5

Statistics

RE-RST3B

2.5

Organizational Behaviour

RE-OBH2B

2.5
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MRE1C
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2
No
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4
No
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X
No
5
No
X

1

: In period I-week 4 the groups have to present and defend their project plan proposals. There are no
RST3 and MRE classes.
2: In period I-week 7 the groups have to present and discuss the details of their research plan to their
RST3 and MRE lecturer. This plan includes the specifics about how they plan to collect the necessary
data and the questionnaire (when they use one).
3: In period II-week 4 each project group makes an appointment with their RST3 lecturer to discuss theirdata analysis so far.

Study Programme IBA 2006-2007 (D cluster and further)65

4: In period II-week 5 there is an extra opportunity to consult the RST3 lecturer about data analysis and
SPSS.
5: In period II-week 6 the groups have to present and defend the first draft of their final report.
3UHUHTXLVLWHV
All students followed:••

the course MAN1 in the foundation year, in which the 7S-model has been explained already, and BUC 3
in the C-cluster.
the modules RST1B and RST2B in the foundation year, in which both descriptive and inductive
statistics are introduced.


5HTXLUHPHQWVLQRUGHUWRDZDUGWKH(&In order to receive the credits for this study unit, the student will have to get a minimum of 55/100 points for allassessments (RES1D, MRE1C, RST3B, OBH2B,).


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IB-RE-MRE1C
x
x
x
IB-RE-RST3B
xx
x
IB-RE-RES1D
x
x
xx
IB-RE-OBH2B
xxx

IB-RE-MRE1C
IB-RE-RST3B
IB-RE-RES1D
IB-RE-OBH2B*HQHULFFRPSHWHQFLHV     
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2.
intercultural adaptability
4.
organizational policy development
5.
entrepreneurial management
6.
international marketing management
*HQHULF,%06FRPSHWHQFLHV

1.
leadership2.
co-operation
3.
communication
4.
analyzing and information processing
5.
creative problem solving
6.
planning and organization
7.
learning and self development8.
ethical responsibility.

2EMHFWLYHV RIWKHVWXG\XQLW 
1For more information of the competencies see: course information. For explanation of the competencies see:
HAN insite; Fem; IBMS; documents; Framework Competencies International Business and Management
Studies.

Study Programme IBA 2006-2007 (D cluster and further)66

On completion of this project a student can:• determine and defend an appropriate research methodology to the assessors• plan and execute a qualitative and a quantitative marketing research• correctly input, process and analyze data using SPSS to produce relevant information• interpret, assess and evaluate research results, report the findings and draw conclusions• translate the results of research and analysis into relevant recommendations including suggestions forfurther areas of research• give a correct representation of the information, results of analysis, conclusion and recommendations
resulting from the survey in a survey report and in an oral presentation.
• make a professional use of his oral and writing skills and to communicate in English in a correct andconvincing way.

3URIHVVLRQDO3URGXFW RIWKHVWXG\XQLW 
The final report and presentation of the research project for an external client.
Sub-products:
1. Debriefing
2. Project plan
3. Detailed research methodology,
7RSLFV RIWKHVWXG\XQLW • individual project skills• working in a task orientated group• social and communicative skills• personal skills and attitude• work attitude and commitment• develop and controlling a detailed project time plan
• writing a project proposal• effective use of the internet• analysis of the research problem area
• designing and applying questionnaires, conducting personal interviews• statistical analysis of data
• written reporting and presentation of research results, conclusions and recommendations/HDUQLQJPHWKRGVThe work form in this module is competency orientated and project based. Students work in a multi-nationalgroup of 8-10 persons to conducts a market research for an (external) client. The students independently
manage the process, guided by a series of part-assignments and a project tutor who supervises the projectprocess.
The group meets at least once per week and attendance is compulsory.
Knowledge gained from the modules Marketing Research (MRE1), Statistics (RST3) and Organizational
Behaviour (OBH2) is integrated into this project and relevant skills are developed.
The module is supported by modules from other study units of the D cluster, in particular the modules BusinessCommunications, Marketing Management and Planning, Accounting and Finance, and one Foreign Language.
The project form and procedures are described in the Syllabus Marketing Research.
Study Programme IBA 2006-2007 (D cluster and further)67678'<81,75HVHDUFK±FRXUVHGHVFULSWLRQV&RXUVH0DUNHWLQJ5HVHDUFK&RXUVH&RXUVH&RGH

Marketing Research

RE-RES1D:HLJKWLQJ)DFWRU
7.5

'HVFULSWLRQThe project group will execute a marketing research for an external client and present the results to the client.

2EMHFWLYHV
After completion of this module students should know about and understand the role of marketing research inthe management of business. In addition to that they will have experienced marketing research techniques andcan translate the results of research and analysis into relevant recommendations including suggestions forfurther areas of research.
They also are able to reflect at their project skills and have improved their project skills.

7RSLFV• Marketing research• Project skills
&RPSHWHQFLHVProfession-related IBMS competencies:• intercultural adaptability• organizational policy development• entrepreneurial management• international marketing management.
Generic IBMS competencies:• leadership• co-operation• communication• analyzing and information processing• creative problem solving• planning and organization• learning and self development• ethical responsibility.
Marketing research competencies.
The student is able to:2• design and execute a marketing research project- manage the project including planning, control, budget- conduct formal meetings- deal with research problems- act carefully and punctually and produce output that is literate, numerate and coherent• reflect on his strengths and weaknesses and indicate how and when any weaknesses can be improved• give a critical evaluation of his own actions, stand up for them and integrate any criticism into his actions• have an ambitious, achievement orientated, co-operative, creative, motivated, and committed attitude• express himself fluently and correctly in English both in speech and writing.
2

See also: MRE and RST competencies

Study Programme IBA 2006-2007 (D cluster and further)

68

3URIHVVLRQDO3URGXFW
The final report and presentation of the research project for an external client.
Sub-products:
0. Debriefing
1. Project plan
2. Applied research methodology
3. Code book and primary analysis

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3.75

RE-RES1D.PR

3.75

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During the project, group assignments
During the project, individualassignments&RXUVH5HVHDUFK0HWKRGRORJ\

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Research Methodology

RE-MRE1C:HLJKWLQJ)DFWRU
2.5

'HVFULSWLRQThe aim of this module is to provide a comprehensive and straightforward overview of the practice of market(ing) research, the techniques and the day-to-day tasks of the researcher.
2EMHFWLYHV
After completion of this module students should know about, and understand the role of marketing research inthe management of business. In addition to that they will have experienced marketing research techniques.
&RPSHWHQFLHVProfession related IBMS competencies:• organizational policy development• entrepreneurial management• international marketing management.
Generic IBMS competencies:• communication• analyzing and information processing• planning and organization• learning and self development• ethical responsibility.
Research methodology competencies.
The student is able to:• apply relevant scientific insights, theories and concepts, to combine several subjects, to gather
information and draw conclusions in a methodical and reflective way• conduct a internal and external analysis, a personal/in depth interviewing, desk research, field research
Study Programme IBA 2006-2007 (D cluster and further)

69

•
•
•
•
•
•

write a project plan, including purpose, main question, sub-questions, problem definition, researchmethodology
conduct a marketing research including methodology and questionnaire design, SPSS analysis of fieldresearch
write a report and present findings
deal with research problems
act carefully and punctually and to produce output that is literate, numerate and coherent.
express himself fluently and correctly in English both in speech and writing.

7RSLFV• defining the research problem and determining research objectives• research design• using secondary data and online information databases• qualitative research methods• survey data collection methods• designing a questionnaire• determining how to select a sample

3URIHVVLRQDO3URGXFW
The final report and presentation of the research project.
Sub-products:
1. Debriefing
2. Project plan
3. Applied research methodology
4. Code book and primary analysis
6WXG\PDWHULDO
• (Graphical) Calculator• SPSS for Windows (in 2006-2007 version 14.0.2)$VVHVVPHQWV RQO\WKLVFRXUVHLQYROYHG([DP&RGH:HLJKWLQJ)DFWRU

RE-MRE1C.1

2.5

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Statistics 3

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2.5'HVFULSWLRQIn this module we study the process of collecting, editing and analyzing survey data and reporting the results
within the context of a marketing research project. We use the statistical software package SPSS for Windows.

Study Programme IBA 2006-2007 (D cluster and further)70

2EMHFWLYHV
• Mastering the fundamentals of gathering, editing, analyzing and presenting the data that are collected
while conducting market research surveys. You are able to apply the survey and statistical techniquesfrom the foundation year modules RST1 and RST2 in the real-live context of your own marketing
research project.
• Mastering the software package SPSS for Windows to such an extent that you can apply it in your own
marketing research project.
• Developing a critical attitude towards the actions of gathering, editing, analyzing and presenting data
and towards the results that are obtained, both by you and by others.
&RPSHWHQFLHVProfession related IBMS competencies:•••

organizational policy development
entrepreneurial management
international marketing management.

Generic IBMS competencies:
•
•
•
•
•

communication
analyzing and information processing
planning and organization
learning and self development
ethical responsibility.

Statistical competencies.
The student is able to:
•
•
•
•
•
•
•
•

apply relevant scientific insights, theories and concepts, to combine several subjects, to gather
information and draw conclusions in a methodical and reflective way
conduct a internal and external analysis, a personal/in depth interviewing, desk research, field research
write a project plan, including purpose, main question, sub-questions, problem definition, researchmethodology
conduct a marketing research including methodology and questionnaire design, SPSS analysis of fieldresearch
write a report and present findings
deal with research problems
act carefully and punctually and to produce output that is literate, numerate and coherent.
express himself fluently and correctly in English both in speech and writing.


7RSLFV• measurement in market(ing) research• determining the size of a sample• non-sampling error in market(ing) research• basic data analysis: descriptive statistics• testing of hypotheses• t-test and anova• association and chi2-test.

3URIHVVLRQDO3URGXFW
The final report and presentation of the research project.
Sub-products:
1. Debriefing
2. Project plan
3. Applied research methodology
4. Code book and primary analysis.
Study Programme IBA 2006-2007 (D cluster and further)71

6WXG\PDWHULDO• SPSS for Windows (in 2006-2007 version 14.0.2)• Web site RSTNET, accessible through the school’s web site INSITE ARNHEM BUSINESS SCHOOL.
• Handout with additional examples and assignments for class discussion (to be handed out in class)$VVHVVPHQWV RQO\WKLVFRXUVHLQYROYHG ([DP&RGH

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2.5

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During class.
In order to pass RST3 students form groupsof two or three and together on a case study
in which they have to show that they havemastered both the statistics and the SPSS
techniques that have been discussed.
The (common) grade is based on thesolutions they hand in.

&RXUVH2UJDQL]DWLRQDO%HKDYLRXU&RXUVH
Organizational Behaviour&RXUVH&RGH
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2.5

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'HVFULSWLRQIn OBH2B there are 6 classes during a period of 13 weeks and each class has 3 lecture-hours. A specific OBHtheme will be programmed in each class, in connection with the experiences of the students in their research
project. Sometimes to support their activities (e.g. the internal analysis of a company) and other times as areflection (e.g. organizational culture) or a strong example of the theory.
In each lesson students will have an active role, in order to make their (organizational) behaviour as current as
possible. So we will also discus the actual behaviour of the students in class.
Before attending class students have to read some chapters from the advised literature.
During the weekly classes the lecturer and the students will discuss the main topics that were dealt with in the
obligatory reading.
We will use a set of different teaching and learning theories. The strategy of the lectures will be imparted
principles, concepts and methodological guidelines.
2EMHFWLYHV
• organizational behaviour• the first level of analysis in the organizational behaviour model• factors that influence the personality of a person in relation to productivity, absenteeism, turnover,organizational citizenship and job satisfaction• motivation theories and the relationship between these theories and their application in the workplace.
Study Programme IBA 2006-2007 (D cluster and further)72

&RPSHWHQFLHVProfession related IBMS competencies• intercultural adaptability• organizational policy development• entrepreneurial management
Generic IBMS competencies• leadership• co-operation• communication• creative problem solving• planning and organization• learning and self development• ethical responsibility
Organizational behaviour competencies.
The student is able to:• describe what organizational behaviour is• describe the first level of analysis in the organizational behaviour model• describe the way a company is organized on the basis of knowledge of the most importantprinciples of organization• determine the factors that influence the personality of a person in relation to productivity, absenteeism,
turnover, organizational citizenship and job satisfaction• describe several motivation theories and explain the relationship between these theories and theirapplication in the workplace• express himself in English both in speech and writing• reflect on personal behaviour in connection with theoretical maters of organizational behaviour.
7RSLFV• analysis of an organization• communication• perception and decision-making• motivation concepts and their application• group behaviour• approaches of leadership• conflict and negotiations• organizational culture$VVHVVPHQWV RQO\WKLVFRXUVHLQYROYHG 

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Study Programme IBA 2006-2007 (D cluster and further)

4$LGV5HPDUNV

73

$33(1',;
56,
Working with desktops as well as notebooks has increased dramatically lately. Though there are many
advantages to this, it certainly comes with some disadvantages too. A notebook cannot be seen as areplacement for a desktop: it is, and will remain, a compromise.
The intensity of VDU work is still increasing in the Netherlands, due to further automation and the integration of
secondary activities in computer systems, such as e-mail, internet, train timetables, etc.) Research shows that
50% of people doing VDU work have RSI-related symptoms in stage 1 (see section 2), all the more reason why
it is important to be on the alert for this.
 :KDWLV56,DQGZKDWLVLWFDXVHGE\"
RSI is the abbreviation for Repetitive Strain Injury. It is an umbrella term for various pain symptoms in the neck,shoulders, arms, wrists and hands, nowadays also known as CANS (complaints of the arm, neck and shoulder).
These complaints are caused by a chronic strain on the muscles, tendons and nerves. This strain is aconsequence of working in a static posture for a long time (mostly causing neck and shoulder aches) and/or
combined with strain caused by repetitive movements (mostly causing pain in the wrists, hands and arms).
 +RZWRUHFRJQLVH56,"
RSI can be divided in three stages, with the accompanying symptoms:- Stage 1
The part of the body that aches is easily recognised. Symptoms are tiredness, cramp, a numb feeling. The
pain occurs especially during or directly after stressful work. There is a clear connection between the pain
and what it is caused by. After some rest, the symptoms become less severe.
- Stage 2
The pain spreads to other parts of the body. Symptoms are severe tiredness, irritation, a tingling feeling,
loss of strength. The pain also occurs in the evening and can wake you up at night. The pain does notdisappear that easily anymore and also occurs when doing other kinds of work. Recovery lasts longer thanin stage 1.
- Stage 3
The pain is chronic. Physical signs are sometimes visible, such as swellings or a change in skin colour, andthe body temperature can change. The pain is extremely tiring, and tingling.
 +RZWRDYRLG56,"
Posture and workplace:- At home, connect your notebook to a monitor, if possible, so that you sit/stand in front of the monitor in agood working posture.
- Use a good chair, adjusted to the right height.
- Make sure the height adjustable arm rests support your arms, or use your desk to rest your arms on. See toit that your shoulders are relaxed, not raised, and that you sit with a straight back.
- Avoid working in a cold, damp working room. Cold has a negative effect on your muscles and can therefore
be conducive to causing RSI.
- Prevent strain caused by a static sitting posture and strain caused by repetitive movements: variation in
and/or interrupting VDU work is essential for preventing RSI-related symptoms.
Method:- If you work on your notebook, use a separate mouse as much as possible. Your mouse should at least be
flat, the cord should be long enough.
- Regularly alternate using the mouse right-handedly and left-handedly.
- If you work on your notebook at home often and long, make sure you have a separate keyboard and a standto place your monitor on.
- Make sure you have good lighting at home, enabling you to see well and preventing reflections on yourscreen (reflections can force you to assume a wrong posture and it can cause your eyes to become tired).

Study Programme IBA 2006-2007 (D cluster and further)74

Working time:- Notebooks do not meet the requirements set for a VDU workplace (Working Conditions Decree VDU work).
As mentioned above, using a notebook is only a compromise. Preferably, do not use the notebook longer
than two hours a day and use the facilities offered by the Faculty of Economics and Management Studies asmuch as possible (classrooms with computers, hiring notebook stands and separate keyboards).
- Restrict the number of hours of VDU work (this includes using internet!) to a maximum of 6 hours a day.
- If it is necessary to work more than two hours (writing your term paper, completing tasks), connect yournotebook as advised under Posture and Workplace.
- After two hours of VDU work, take a 10-15-minute break or change to other activities.
- At home students can use WorkPace. This computer screen tachograph helps to remind you of taking a
break and the need for exercise. To receive the codes necessary for downloading this programme from
Ergodirect.nl please contact the ICT Helpdesk.
Summary- Do not do VDU work for more than 6 hours.
- Preferably, do not use your notebook more than two hours a day. If this is impossible, connect it to acomputer with a separate keyboard and mouse. If you are at the faculty, use the computers available in theclassrooms or studies.
- Make sure you adopt a good posture when you work.
- Regularly change from VDU work to other kinds of activities.
- Vary between a sitting posture and a standing posture (bar tables).
- Exercise regularly; 30 minutes of exercise a day works miracles.
 :KDWVKRXOG\RXGRLI\RXKDYHTXHVWLRQVRU56,UHODWHGSDLQ"- Contact the working conditions co-ordinator at the Faculty of Economics and Management Studies, Ms T.D.
Hristova (tel.: 026-3691153 or send an e-mail: Tzveta.Hristova@han.nl).
- If there are technical problems, contact the Notebook Service Centre (tel.: 026-3691115 or 3691127).
Technical problems can also cause RSI-related symptoms (irritation, incorrect posture).
- If you have physical complaints, contact your GP, call Seneca (tel.: 024-3245791) or go to the advisor of
Arbo Unie (working conditions union) at HAN University of Professional Education, Ms D. Swart (tel. 0243722712).
- For more information, visit:www.RSI-vereniging.demon.nl, www.tifaq.com, www.fnv.nl/Marcel.

Study Programme IBA 2006-2007 (D cluster and further)75