You can choose between two different majors on the MBA in International Business Management & Leadership,
each comprising four or five seminars as alternatives to courses on the General Management track. The group sizes taking these special tracks are generally smaller than ten, which generates an intensive learning experience.
Explore the three options below to help you select the most appropriate for your professional objectives.
The General Management track of the MBA focuses on honing skills in the areas of change management in organisations and leadership of transformation processes. Markets, customers’ requirements, technologies and the availability of resources are changing increasingly quickly, as are the political and financial conditions under which companies have to work. As a result, cutting-edge managers need to act as consultants, making and implementing incisive decisions for their own organisations. Moreover, the roll of manager is increasingly moving towards that of technical, methodological and personal advisor for the team and colleagues instead of the archetypal boss.
Nowadays, tasks and problems are tackled and solved in the form of projects, which calls for skills in strategy development, change management and project management coupled with process development, implementation of systems, and market and analysis development. These topics are worked on in the seminars on Strategy and Change Management, Project Management & Organizational Redesign, and International Market Analysis & Development. The seminar on Projects in semester 4 offers a unique opportunity to apply the entire spectrum of knowledge covered in the MBA and consultancy tools in a real work setting.
This major comprises the following modules:
Entrepreneurship and Change Management
The module on “Entrepreneurship and Change Management” focuses on honing skills in these two key areas. Markets, customers’ requirements, technologies and the resources available are changing increasingly quickly, along with the political and financial framework in which companies have to work. As a result, managers and entrepreneurs have to act as consultants, developing and implementing fundamental changes for their own organisation. This seminar therefore teaches the basic principles of entrepreneurial thinking and action together with how to implement business strategies with the aid of change management instruments and managing organisational culture. Students will learn, among other things, how to use change management concepts and the key success factors for managing change. They will also learn practical change management instruments, including the concept of corporate culture as an instrument of entrepreneurial design.
International Market Analysis & Development
The main objective of this module is to enable participants to conduct a primary analysis in international market research with the aim of developing or strengthening a market position. The following secondary objectives support this aim.
Students will be able to:
The objective of this course is to teach students to recognise the importance of intercultural intelligence for international business. They will develop their awareness and ability to analyse various cultural patterns in order to adapt their thoughts and behaviour for communicating in international business.
The major in International Sales Management examines the growing importance of sales management for the success of products and companies. In many sectors, above all the increasing harmonisation of products and highly intense competition present particular challenges to sales teams. Innovative sales concepts, customer-centric advice and effective sales processes and systems can often be used, for example, to (more than) compensate for a lack of unique selling points for the actual product. At the same time, the sales approach also plays a fundamental role for complex, innovative products that call for accordingly detailed explanation, thus influencing economic success. As a result, the field of sales is becoming more strategically significant for company management. Empirical studies underpin the high relevance of sales to success. Besides being satisfied with products, satisfaction with sales and service is a key loyalty factor for customers – or the lack thereof a reason for losing them. In the B2B sector, powerful Key Account management plays a major role in this respect, which must precisely aligned with the international sales structures and target groups.
This major also considers the different demands placed on sales in B2C and B2Bactivities and in the product and service sectors. Lecturers from the consumer and business-to-business sectors share their expertise in these fields.
The major in International Sales Management covers the following four pillars of topics:
This topical module presents the key strategic lever of a sales concept and explains it in the context of an overarching objective and strategy system. This encompasses, for example, the issues involved in establishing and planning a sales system, organising wholesale and retail functions, and coordinating and managing sales agents (internal and external sales). The increasing convergence of fixed and online sales channels is becoming more and more important, exerting new demands for innovative sales formats and multi-channel strategies. International Sales Strategy addresses sales topics at both national and international level, for example, outlining the different strategies for establishing and managing global or multinational sales systems and examining practice-based case studies. The different strategic areas of decision-making are elucidated, then discussed and evaluated in relation to various sectors, customer groups and products.
Sales Channel Management
This topical module addresses the management and coordination of complex sales organisations and their intrinsic sales channels. We address the key questions:
In addition, we will be looking at strategic leadership approaches in conventional trade and retail management. Overall, Sales Channel Management & Alignment addresses how to establish, coordinate, manage and organise complex sales systems and the sales channels and agents involved. The global aim is a holistic sales channel approach in which the individual sales channels and agents one complement one another and focus on customers.
Sales Structure and Key Account Management
“Sales business is people business…” – the objective of this topical module is to teach knowledge of how a sales organisation and agents can be managed as target groups, while ensuring high market conformity. Sales are the key interface between the customer and the brand. They give the product a face. The shift from sellers’ to buyers’ markets also brought about a strategic departure from purely transactional to proactive customer relations management. That’s by no means to say that customer care is restricted to the actual purchasing stages, but rather that customer relations have to be managed throughout the entire period that a product is used. A core aspect of this module is Key Account Management (KAM) concepts, which (for example) must be attuned to the sales strategy, corporate objectives and customers’ requirements. You will also learn about customer-centric approaches to management, which can be complemented with effective and integrated performance management tools.
The project week is designed to gain “real” experience and tackle existing strategic concepts and innovative solutions in sales. A key element is visiting renowned companies and sharing experiences with company representatives. The complexity of sales is reflected in the range of the companies visited – including eCommerce, traditional industrial companies (B2B sector) and premium suppliers in the B2C sector. The project week is rounded off with students working on a practical task and then presenting and discussing the results, the idea being to implement acquired knowledge in a practical and application-focused didactic approach.
The MBA majoring in International Supply Chain Management teaches substantial knowledge of logistics and Supply Chain Management in an international setting. It was designed to enable managers to plan, introduce and manage logistical processes.
No other sector of industry is growing as a quickly as logistics. With a volume of more than 260 billion euros, it is the third-largest sector of the German economy – and it’s becoming more and more crucial, which is why the demand for training in logistics is also changing.
Identifying the right strategy and objectives is essential for planning effective logistics processes. This calls for appropriate performance measurement and controlling. The focus of the MBA in Supply Chain Management therefore lies on a holistic approach to the logistical system. Above and beyond this, managers are expected to know the basic principles of production management so they can implement the relevant processes efficiently. It is therefore important to know and simulate all the internal logistical processes, and to be able to handle and reduce the interfaces within this network.
Students taking this major learn about SAP as an additional IT instrument for handling the internal flow of information relating to processes and workflows. They are also taught about working with suppliers and logistics service providers, evaluating outsourcing strategies and negotiating tenders with the aim of being able to manage the optimum logistical network. Case studies and real projects in industry, retail and service providers form key components of the project week.
This major comprises the following modules:
Strategic Supply Chain Management
The aim of this course is to provide an overview of all aspects of supply chain management – both its role within an organisation and internal and external interfaces and synergies. Participants will learn how important it is that logistics systems work not only efficiently, but – even more so – effectively. The requisite strategic instruments will be demonstrated and used to gauge and manage the performance of logistics systems.
Internal Logistics Processes
This course teaches you the knowledge you require to plan, implement, monitor and optimise your internal logistics processes. We will conduct simulations to address these aspects, achieve the optimum material flow, and analyse technical and logistical processes.
Management of Supply Chain Networks
Because most warehouse and transportation activities are outsourced to external service providers (LSPs), participants will learn about all the relevant aspects of outsourcing to enable them to identify the most effective supply chain network for the right modes of transport, warehouse types and couriers. This course also reveals the challenges involved in managing an LSP company and how logistics service providers have to perform their own calculations in order to offer industrial and trading companies the required prices and contracts. Tender management and negotiating projects in contractual logistics are also key aspects of this course.
Supplier and Inventory Management
The aim of this course is to familiarise participants with all aspects of stock planning within the supply chain. Besides the relevant instruments and concepts for managing stock (VMI, KANBAN, JIT), participants will be given all the pertinent information regarding procurement and the crucial aspects of management for collaborating with suppliers. The right selection, evaluation and the corresponding management of relations with suppliers are also key topics on the course, together with the right procurement strategies and processes.
Participants prepare and conduct genuine projects (in the roles of project manager or staff) for discussion throughout this course. During this project week, participants will also visit several companies, thus offering a unique opportunity to explore and deepen the entire spectrum of knowledge covered on the MBA Supply Chain and Logistics in a selection of actual business fields.