Department of Management

International Industrial Management

My Studies

 

Curriculum

1. Semester

| Optional course (FR) | Coursecode: 170590115 Second Foreign Language 1 (Free elective course) 2 SWS 2 ECTS
Leadership Competences | Integrated course (iL) | Coursecode: 170590106 Change Management 2 SWS 2 ECTS
Content of the lecture
• Basics of Change Management
• Types of change
• 3 phase model by Lewin
• Kotter's 8-Step-Process

Success factors
• Human factor in the change process (vision, leadership, communication, participation und integration, selling ideas).
• Success factors, Kotter's 8-Step-Process
• Employee behaviour in the change process, change curve
• Triggers and obstacles for change management

Case Studies
• Implementing the learned skills based on case studies

Language of instruction: German/English
Leadership Competences | Integrated course (iL) | Coursecode: 170590105 Social Competences & Conflict Management 2 SWS 2 ECTS
Content of the lecture
• Intrapersonal Competences
o Individual Psychology
o Self-concept/ self-esteem
o Topic-centred interaction
o Riemman's model
• Interpersonal Competences:
o Social Thinking /Attributions theory
o Social Influence /Conformity
o Social Relations / Relationships
• Social Competencies and new media
• Non-violent Communication
• Different types of conflicts
• Appearance and conflict analysis
• Conflict diagnosis and conflict progression
• Levels of conflict escalation in directions

Language of instruction: German/English
Lean Production | Integrated course (iL) | Coursecode: 170590104 Factory Panning & Lean Production 3 SWS 4 ECTS
Layout panning
• Lean management
• Planning systems of target planning
• Pre- and rough planning
• Ideal and real layout planning

Analysis of sources of loss and optimisation
• Lead times
• Transport
• Stock
• Material flow
• Waiting times
• Overproduction
• Process methods
• Rejects and rework

Knowledge of tools and concepts such as:
• Kaizen
• Kanban
•Poka Yoke
• 5S
• Heijunka
Lean Production | Integrated course (iL) | Coursecode: 170590103 Quality & Risk Management 2 SWS 2.5 ECTS
Content of the lecture:
Advanced methods of quality management
• EFQM
• Six Sigma
• Quality management in the value chain (QM value stream analysis)
• Quality management at delivery and despatch
• traditional QM methods
• Norms (ISO 9001, TS 16949 etc.)

Language of instruction: German/English
Operations Analytics | Integrated course (iL) | Coursecode: 170590107 Operations Analytics & Simulation 2 SWS 3 ECTS
• Illustration and application of real decision making problems or simulation model
• Development of an algorithm to solve the problem
• mathematical optimisation
• Optimisation of transport and loading
• Graph theory and critical path analysis (optimising routes, spanning trees, Simplex applied to graph theory, CPM, MPM, PERT)
• Queuing theory and simulation
• Qualitative and quantitative forecasting systems
• IT systems to solve complex optimisation issues
• Predictive Analytics
Supply Chain Engineering I | Integrated course (iL) | Coursecode: 170590101 International Marketing & Market Research 2 SWS 2.5 ECTS
Content of the lecture:
• Importance and positioning of international and strategic marketing within an enterprise.
• Methods, instruments and channels of international marketing management.
• Significance of sales in marketing management
• Strategies geared towards the market, competitors, dealers, suppliers and buyers, with a backdrop of doing international business.
• International, global and multinational marketing strategies.
• Market entry strategies.
• Applying marketing instruments during the entire product and market life cycle.
• Tools and methods of market research.
• Case studies of successful and unsuccessful (international) marketing concepts from industry.

Language of instruction: German/English
Supply Chain Engineering I | Integrated course (iL) | Coursecode: 170590102 Purchasing and Supplier Management 3 SWS 4 ECTS
Goals and trends in Purchasing and Supplier Management
• Meta-study on purchasing trends
• Core tasks and central goals in purchasing

Derive purchasing strategies
• Material group management (e.g. MG classifications such as eClass, UNSPSC).
• Building the connection between corporate and purchasing strategies.
• Tech portfolio in purchasing
• ABC/XYZ analysis

Supplier Management
• Supplier scouting and assessment
• Supplier qualifications and "onboarding"
• Supplier evaluation and development
• Phasing out suppliers
• Leading negotiations

Organisational aspects in procurement management
• Centralised/decentralised purchasing
• Lead buyer concept
• Core competence of a purchaser

Special topics in procurement management & case study such as
• Degree of maturity management in purchasing and
• Case Study "Hi Tech"
Field Industrial Management & Engineering:
Industrial Management & Engineering | Integrated course (iL) | Coursecode: 170590114 Applied IT & Information Management 2 SWS 2 ECTS
• Digital transformation and trends in ICT
• Added value of ICT, ICT as a cost factor, risks of ICT
• Examples of communicating co-determination, professional expertise and analysis of methods for "solutions providers" in the field of ICT.
• Roles and tasks of a CIO in a company
• Corporate information systems
• Trends in the field of corporate information systems
• Trends in integrated business standard application software (enterprise resource planning systems):
- overview of SAP Business Suite as an example of an ERP system
- technical architecture
- business architecture
- overview of module and integration relations.
Industrial Management & Engineering | Integrated course (iL) | Coursecode: 170590111 Cost accounting and Management Accounting (Controlling) 2 SWS 3 ECTS
• Basics of leading with figures
• Subsystems of corporate accounting, in particular book keeping and cost accounting
• Integrated planning & budgeting
• Management accounting:
- Management accounting cycle and instruments
- Profitability analysis
- Forecasting
- KPI systems
Industrial Management & Engineering | Integrated course (iL) | Coursecode: 170590113 Logistics and Process Management 2 SWS 3 ECTS
Logistics:
• Logistics operations
• Logistical process chains
• Logistics costs and extent of service
• Logistical tasks
• Materials planning and planning production requirements
• Logistical key performance indicators
Process Management:
• Concepts and ideas of process management
• Identifying core and support processes
• Identifying and visualising processes
• Measuring process performance
• Systematic process design
• Dealing with and applying process management software tools
Industrial Management & Engineering | Integrated course (iL) | Coursecode: 170590112 Production & Quality Management 2 SWS 2 ECTS
• Plants, materials and Human Resources in Production
• Product development and design
• Production programme planning
• Production Logistics
• Layout planning
• Rollout planning
• Methods of quality assurance
• Ensuring quality in all areas of a company
• Philosophy and methods of TQM
• ISO 9000:2015
• ISO/TS16949
• Toyota Production System (TPS)
• Standardised production processes
• 5S-Concept
• Link to strategic management
• Deriving Q-Concepts/models/systems from corporate strategy
Field Production Technologies and Optimisation:
Production Technologies and Optimisation | Integrated course (iL) | Coursecode: 170590110 Advanced Production Technologies 2 SWS 3 ECTS
• Rapid prototyping/basic principles of additive manufacturing processes
• Laser processing
• Introduction to microsystems technology and nanotechnology
• New technologies for processing renewables, raw materials and new materials
• Technological trends in pharmaceutical production technology
• Technology trends in food production
• Technology for future zero-emissions manufacturing
• Challenges facing production engineering for Smart Manufacturing ("Industry 4.0")
• Integration with lean manufacturing
Production Technologies and Optimisation | Integrated course (iL) | Coursecode: 170590109 Process and Technological Assessment 4 SWS 5 ECTS
• Basic principles of assessing processes and technologies
o procecure models
o methods and instruments
o technical criteria
o business criteria
o energy balance in the aforementioned industrial sectors
o environmental consequences
in selected industries, for example:
o metal industry
o metal processing industry
o electronics industry
o polymer industry
o pharmaceutical industry
o timber industry
Production Technologies and Optimisation | Integrated course (iL) | Coursecode: 170590108 Process Engineering 2 SWS 2 ECTS
• Basic principles of Chemistry
• Basic principles of various differet processes and technologies in process engineering
• Processes, apparatus and plants
• Flow charts

2. Semester

| Optional course (FR) | Coursecode: 170590211 Second Foreign Language 2 (Free elective course) 2 SWS 2 ECTS
International Management | Integrated course (iL) | Coursecode: 170590207 Innovation Management & Entrepreneurship 1.5 SWS 2.5 ECTS
• Success factors, methods and concepts for a start-up and the early phases of founding a company.
• Entrepreneurs as drivers of innovation and the ideal innovation process.
• Entrepreneurship as the core of innovation friendly corporate culture
• Methods for identifying and analysing needs and potential for innovation in manufacturing companies
• Tools for creativity to help generate innovation
• Position and value of technological strategies within the framework of strategic management.
• Methods and tools for assessing technologies in the analytical fields of production, product and market.

Language of instruction: English/German
International Management | Integrated course (iL) | Coursecode: 170590206 International Management Accounting 2 SWS 2 ECTS
• Internationalisation of financial reporting (IFRS, US-GAAP)
• Basic principles of financial reporting in accordance with IAS/IFRS
- General rules and principles
- Sections of an annual report
• Fair Value as an assessment tool
- Identifying Fair Value - a three-stage-model
- Revaluation Model
- Impairment Test
• Selected aspects of realisation of proceeds
- Multiple Element Arrangments
- Construction Contracts (PoC)
• Major differences in analysing annual accounts reports according to IFRS and the Austrian Enterprise Code (UGB)
• Management Accounting aspects of IFRS
Law for Executives | Seminar (Se) | Coursecode: 170590205 Law for Executives 1 SWS 1 ECTS
Legal matters relevant to corporate executives with special attention paid to
• Labour law
o Employment contract
o Labour legislation codes
o Employee Protection Act
o Termination/Dismissal
o Procedural Labour Code
o Working Hours Act und the right to paid leave
• Selected aspects of the Constitutional Labour Act, for instance collective labour agreements, works agreements, works council.

Language of instruction: English/German
Law for Executives | Integrated course (iL) | Coursecode: 170590204 Law for Production & Procurement, Sales 3 SWS 3 ECTS
• Basic principles of trade law and related legal fields concerning purchasing.
• Selected and relevant aspects of civil law, for example confidentiality agreements, Letters of Intent, conflicting terms, deficiencies and corrective action, contract manufacturers vs. sub-contractors (service contract law/liability law).
• Relevant international treaties and legal regulations such as European Law or EU regulations; the WTO and its effects on international trade relations; civil and criminal product liability.
• Immaterial goods rights (samples, patents, licences) with particular attention to aspects of patent law when contracting a supplier.
• Insolvency law, in particular bankruptcy or a supplier - procedures and effects.
• Basic principles of Operating Premises Law (incl. parts of commercial law) and environmental protection law.
• Basic principles of Internet Law

Language of instruction: English/German
Research & Project | Integrated course (iL) | Coursecode: 170590208 Advanced Project Management 1 SWS 1 ECTS
Project Management
• Project content and time management
• Project assignment
• Project environment and risk analysis
• Structural project planning
• Planning project milestones
• Project roles
• Project controlling
Project controlling
• Project KPIs
• Earned-Value-Analysis
• Milestone trend analysis
• Finalization planning and documentation
Project communication
Research & Project | Project thesis (PT) | Coursecode: 170590210 Industrial Research Project 1 SWS 11 ECTS
Students work on practically relevant topics in cooperation with industrial companies, or on dedicated research topics of the study programme. Research is conducted for a period of around four months on a problem pertaining to industrial management. A solution is then presented and the measures implemented. Besides deepening their knowledge and skills, students learn aspects of customer awareness by implementing a pre-defined project assignment for either an industrial client or an internal client from the institute. The students have to control the entire process from the kick-off to the final presentation.

Accompanying the project report. Interacting with their staff and clients in a professional project setting.
Research & Project | Seminar (Se) | Coursecode: 170590209 Tools for Scientific Work & Research 2 SWS 2 ECTS
Based on the previous knowledge students gained in scientific work (lectures in the Bachelor's programme, writing term papers and a Bachelor's thesis), students will gain a greater insight into scientific work and research. The focus lies on the following aspects:
• Preparation: choosing a topic and planning a comprehensive piece of scientific work (research projects and diploma theses)
• Discussing methods
• Professional approach to literature and hermeneutic processes
• Conducting and evaluating studies
• Quantitative and qualitative analysis, especially developing questionnaires, data analysis and evaluation, documentation
• Critical appraisal
• Scientific argumentation (incl. theories, hypotheses, verifications and falsifications)
Stratetic Management | Integrated course (iL) | Coursecode: 170590201 Advanced Strategic Management 1.5 SWS 3 ECTS
• Basics of strategic management - strategic analysis, developing strategies, implementing strategies and strategic control (theory)
• Strategic analysis and developing strategies (case studies)
• Strategic fields of activity in corporate functional areas - selected functional strategies:
o Procurement
o Production
o Sales

Language of instruction: English
Stratetic Management | Integrated course (iL) | Coursecode: 170590203 CSR (Sustainable Development) 1.5 SWS 2.5 ECTS
• Social responsibility and basic principles of sustainable management
• Corporate Social Responsibility as relevant dimensions of value-oriented corporate leadership
• Sustainability strategies and their effects on classical strategic management
• Advancement of partial aspects of sustainable management, for example impact analyses of sustainability drives.

Language of instruction: English/German
Stratetic Management | Integrated course (iL) | Coursecode: 170590202 Strategic IT-Management 1.5 SWS 2 ECTS
• Effect of the "tool" ICT
• Value-oriented ICT management
• Cost and risk management in ICT with a special focus on IT-security
• Tasks of IT Enterprise Architecture Design (user level, data level, technology level)
• Strategic issues of ICT in enterprises

Language of instruction: English

3. Semester

| Optional course (FR) | Coursecode: 170590323 Intercultural Management (Free elective course) 2 SWS 2 ECTS
Field Smart Production & Services:
Leadership in Smart Production | Integrated course (iL) | Coursecode: 170590311 Intercultural Communication in Production 2 SWS 2 ECTS
Content of the lecture:
• Elements of Culture
• Taxonomies of Cultural Patterns
• Cultural Intelligence. Cultural Relativism & Cultural Bias
• Culture and Communication
• Corporate Culture and Production
• The Role of Language in Intercultural Business Communication and Verbal Communication Styles
• Nonverbal Language in Intercultural Business Communication

Language of instruction: English
Leadership in Smart Production | Integrated course (iL) | Coursecode: 170590310 Leadership & Human Resource Management in Production 2 SWS 2 ECTS
Content of the lecture:
• Developing and Implementing Strategic Human Resources Plans in advanced manufacturing
• The impact of ICT on Work • The evolving relationship between humans and machines • Staffing the Manufacturing Organization
• Smart procress manufacturing and its implications in HRM
• Compensation and Benefits
• Retention and Motivation in a highly digitalized environment
• Performance Management and Appraisal
• Managing Employee Relations
• International Human Resources Management
• Concepts and theories of Leadership; Role, Skills and Styles
• Leadership and Organizational Change. The leader in a virtual a digital environment
• Leadership in intercultural context

Language of instruction: English
Planning & Production Controlling | Integrated course (iL) | Coursecode: 170590305 Business Planning in Production 2 SWS 3 ECTS
Content of the lecture:
• Significance of business plans - from founding a company to company assessment within the context of mergers & acquisitions
• Preparation, concept and design of professional business plans
• Controlling of business ideas and investment with business plans
• Financial planning and engineering of major projects, with special respect towards challenges in an international environment, such as:
o Risk in international business
o tax and legal issues
o ensuring currency stability
o issues regarding customs and transport logistics (INCOTERMS)
o Guarantees
o Case studies with a special focus on manufacturing

Language of instruction: English
Planning & Production Controlling | Integrated course (iL) | Coursecode: 170590303 Management Accounting in Production 1 SWS 1.5 ECTS
• Correlation of production with other directly and indirectly related divisions of a business
• Significance, tasks and instruments of management accounting in production
• Optimisation tasks in production
• Production and productivity KPIs
• Cost-carrier accounting as a key instrument in management accounting in production
• Time-driven activity-based costing
• Methods of investment calculation from the perspective of production
Planning & Production Controlling | Integrated course (iL) | Coursecode: 170590304 Production Data Analysis & Big Data 1 SWS 1.5 ECTS
Content of the lecture:
• Data analysis in production
• Technical compilation and analysis of production data
• Using data mining in manufacturing companies
• Recognising data patterns with the help of data mining, to generate manufacturing strategies
• Analysis of production data generated by means of plant simulation

Language of instruction: English
Service Engineering & Production Lab | Integrated course (iL) | Coursecode: 170590308 Industrial Service Engineering 2 SWS 2 ECTS
Levels of "strategy/business model", "organisation & processes", as well as the possibilities of ICT are illustrated and elaborated. In particular:
• Definitions of service, service design and engineering, process models
• Material goods versus services and hybrid packages
• Methods and instruments such as: Service Blueprinting, Service Error and Impact Analysis, Capstone Model according to Karni, Requirements Analysis, Conjoint Analysis, Quality Function Deployment, Process Modelling, Training, Target Costing, Process Cost Accounting, Pricing, Creative Thinking, Degree of Maturity Model for Customer Orientation, Kano Model, Market Analysis
• Working conditions in providing services
• Project and organisational structure of services
Service Engineering & Production Lab | Integrated course (iL) | Coursecode: 170590309 Lab Advanced Production 2 SWS 5 ECTS
Content of the lecture:
A wide range of case studies in the field of Smart Production are available in the 4-Factory Lab:
• Modular Production System (MPS), incl. RFID connection with the ERP system
• Vertical IT-integration (ERP, MES and Shop-Floor Integration systems) for complete IT-suport of a fitting process
• Simulated environment to bridge the gap between technology and profitability; to make the impact of automation in production visible and more understandable (i.e. down times, profit & loss accounts)
• Internet of Things (IoT) starter kits to build and programme applications for industrially relevant assignments such as condition-based monitoring

Language of instruction: English
Smart Production I | Integrated course (iL) | Coursecode: 170590302 IT in Production 2 SWS 3 ECTS
• Problems that occur in production planning
• Concepts and application fields for Manufacturing Execution Systems (MES) in fine-tuning and planning
• Concepts and application fields for Advanced Planning Systems (APS)
• Differences between ERP/MES/APS systems
• Selection/Implementation of MES
• Use of simulation software to illustrate simple production processes
• MES applications in practice
• Holistic case study of production optimization
Smart Production I | Integrated course (iL) | Coursecode: 170590301 Smart Manufacturing & Simulation 2 SWS 3 ECTS
• Applying additive manufacturing processes (3D printing, laser sintering…)
• Tooling machines (leaser technology, micro-swaging, precision cutting)
• Finding potential for implementing new technologies
• Machine data entry, business data entry, incl. protocols
• Link-up with information systems/Control-Measurment technology (in-process measurement)
• Concepts for linking with Service Engineering
• Autonomous machines, which self-correct processes
• Simulation of use-cases (layout planning, analysing sources of optimization and loss).
Smart Production II | Integrated course (iL) | Coursecode: 170590307 Case Studies Global Operations & Services 2 SWS 3 ECTS
Content of the lecture:
Topics from real cases in production and supply chain will be discussed in this lecture. The following cases will be covered based on examples:
• Generating greater flexibility in works organisations and processes
• Standardising production methods
• Change Management (from a centralised to a de-centralised form of organisation)
• Selecting a global business location from a supply chain perspective

Language of instruction: English
Smart Production II | Integrated course (iL) | Coursecode: 170590306 Special Topics in Smart Production (Industry 4.0) 2 SWS 4 ECTS
Current developments in industry feature in this lecture. The following topics will be discussed based on examples:
• implementing collaborative robots
• applying autonomous machining
• fully automated warehouse
• MEMS (microelectromechanical systems) Technology
Field Supply Chain Engineering:
Leadership in Supply Chain | Integrated course (iL) | Coursecode: 170590322 Intercultural Communication in Supply Chain 2 SWS 2 ECTS
Contents of lecture:
• Elements of Culture
• Taxonomies of Cultural Patterns
• Cultural Intelligence. Cultural Relativism & Cultural Bias
• Culture and Communication
• Corporate Culture and Services
• The Role of Language in Intercultural Business Communication and Verbal Communication Styles
• Nonverbal Language in Intercultural Business Communication

Language of instruction: English
Leadership in Supply Chain | Integrated course (iL) | Coursecode: 170590321 Leadership & Human Resource Management in Supply Chains 2 SWS 2 ECTS
Contents of lecture:
• Developing and Implementing Strategic Human Resources Plans in the Supply Chain
• Staffing the Organization
• Human Resources Development
• Compensation and Benefits
• Retention and Motivation , considering the supply chain
• Performance Management and Appraisal
• Managing Employee Relations
• International Human Resources Management
• Concepts and theories of Leadership; Role, Skills and Styles
• Leadership and Organizational Change in the total supply chain
• Leadership in intercultural context

Language of instruction: English
Planning & Supply Chain Controlling | Integrated course (iL) | Coursecode: 170590316 Business Planning in Supply Chains 2 SWS 3 ECTS
Content of lecture:
• Significance of business plans: from setting up an enterprise to evaluating an enterprise within the context of mergers & acquisitions
• Preparing, conceptualising and devising professional business plans
• Controlling business ideas and investments with business plans
• Financial planning and engineering of (large) projects, with particular focus on the challenges of doing business in an international environment such as:
o risk in international business
o tax and legal issues
o securing exchange rates
o customs and transport logistics issues (INCOTERMS)
o Guarantees
• Case studies focussing on supply chains
Language of instruction: English
Planning & Supply Chain Controlling | Integrated course (iL) | Coursecode: 170590314 Management Accounting in Procurement 1 SWS 1.5 ECTS
• Success contribution factor of procurement
• Measuring pruchasing performance and success
• Significance and necessity of management accounting in procurement.
• Strategic vs.operative management accounting in procurement.
• Organisation of management accounting in procurement within a company.
• Goals, tasks, methods and instruments of management accounting in procurement.
• Selected instruments (in-depth): Total Cost of Ownership, Working Capital Management, KPIs and KPI systems, Target Costing, models of degrees of implementation
• Recommendations for management accounting in procurement
Planning & Supply Chain Controlling | Integrated course (iL) | Coursecode: 170590315 Management Accounting in Sales 1 SWS 1.5 ECTS
• Strategic vs. operative management accounting in Sales
• Internationally oriented management accounting in Sales (export)
• Structures, concepts, instruments
o Sales cost accounting
o Customer Releationship Management
o Sales KPIs
o International controlling: internal sales division vs. sales agencx
o The role of the managerial accountant in overseas sales
Supply Chain Computing | Integrated course (iL) | Coursecode: 170590319 IT in Procurement 2 SWS 3 ECTS
Content of the lecture:
• Processes of procurement and supply management: which interactions with the supplier(s) exist?
• Ability to derive requirements for ICT
• Dimensions of goals and potential in Procurement Comuting/Supplier Relationship Management
• spezcific functionalities and processes of ERP systems
• Advanced functionality and process scenarios in SRM systems
• Integrating ERP systems with internet-based portals (SRM systems)
• profitability analysis of SRM systems

Language of instruction: English
Supply Chain Computing | Integrated course (iL) | Coursecode: 170590320 IT in Sales 2 SWS 4 ECTS
Content of the lecture:
• Processes for "Sales": interaction with customers
• Deriving requirements for ICT
• ICT potential in Sales Computing
• Specific, sales-related functions and processes of ERP systems
• Integrating the sales division in other parts of a company (IT aspects)
• Structure and functionality or Customer Relationship Management (CRM) systems.
• Potential of CRM systems for sales and after-sales processes, and the field of services.

Language of instruction: English
Supply Chain Engineering II | Seminar (Se) | Coursecode: 170590318 Case Studies Technical Procurement & Technical Sales 2 SWS 3 ECTS
Content of the lecture:
The students train their skills in analysing scenarios, devising alternative strategies and decisions and have to present this both orally and in writing.
Knowledge transfer is by means of case studies, which may be presented by experienced guest lecturers. The students develop specific approaches to finding a solution with respect to the challenges one can expect in an international business environment. Cases include:
• Strategic Purchasing and Procurement in international business
• Smart Supply Chain Processes by using modern technologies
• Competitive Sales: Implementing Supply Chain Technologies for creating new business models for traditional industries
• Lean Management and Principles in Supply Chain Management

Language of instruction: English
Supply Chain Engineering II | Integrated course (iL) | Coursecode: 170590317 Special Topics in Supply Chain Engineering (Industry 4.0) 2 SWS 4 ECTS
Current topics in the field of supply chain, sales and procurement, which are not explicitly on the curriculum. The lecture is a scientific specialisation of content from previous courses. Topics include:
• Strategic Supply Chain Management and Mapping of Business Models (Supply Chain Operations Reference Model and Value Stream Mapping).
• Route Planning and Transport Optimization
• Smart Logistics Technologies and their implications on processes and business results.
• New Business models in the Supply Chain applying Internet of Things
• Maturity Models in Purchasing
Supply Chain Management | Integrated course (iL) | Coursecode: 170590312 Customer Relationship Management 2 SWS 3 ECTS
Contents of the lecture:
• Concepts and approaches customer-centred corporate leadership
• Sales processes and structures
• Importance and organisation of CRM in (internationally oriented) industrial corporations.
• Lead Management
• CRM tasks
• Key Account Management
• Elements of a CRM system
• Implementing a CRM system

Language of instruction: English
Supply Chain Management | Seminar (Se) | Coursecode: 170590313 Supply Chain Simulation 2 SWS 3 ECTS
Contents of the lecture:
Conducting a simulated company game (currently TOPSIM Logistics) with several groups of students, who act as companies competing against each other on the market.
The focal points of the simulation game are in the fields of logistics, purchasing, sales and production planning, as well as the impact on corporate success - especcially business parameters.
The students gain the following learning effects from the simulation game:
• Controlling the key functions of a virtual enterprise
• Making decisions involving risk and uncertainty
• Team and management communication

Language of instruction: English

4. Semester

Global Economics | Integrated course (iL) | Coursecode: 170590401 Global Economics 1.5 SWS 2 ECTS
• Basic principles of macro economics
• International economic development
• International monetary policy
• Monetary policy and the European Currency Union

Language of instruction: English/German
Master Thesis | Diploma Thesis (DA) | Coursecode: 170590403 Diploma thesis/Master Thesis 0 SWS 23 ECTS
• Analysis of the assignment
• Devising and developing new, theoretical principles; assessment of different alternative solutions, also based on contemporarily incomplete research.
• Independetly developing a solution to the problem
• Completing a final, scientific paper in the form of a Master's thesis.
Master Thesis | Seminar (Se) | Coursecode: 170590404 Seminar Master Thesis 1 SWS 1 ECTS
The diploma candidates should be supported in their scientific work in a type of research seminar. Open questions are not only clarified by 1:1 information transfer, but by presenting the problem(s) to the group, thereby solving them for all who are present. Presenting the content and parts of chapters in a scientific manner, helps encourage debate over open, content-related questions in the group.
Product Lifecycle Management | Integrated course (iL) | Coursecode: 170590402 Product Lifecycle Management 1.5 SWS 2 ECTS
• Basic principles of product, production, after-sales and end-of-life management
• Basic principles of Product Lifecycle Management (PLM)
• Risks and opportunities of PLM
• Analysis and processing of data, which transpire throughout the entire product lifecycle
• Notice of discontinuation and management of product discontinuation
• Obsolescence
• Processes, models and methods of PLM which support business processes
• IT systems in PLM

Language of instruction: English/German
Elective Subjects:
Negotiation Elective Module | Integrated course (iL) | Coursecode: 170590405 Elective Module 1: Negotiations 2 SWS 2 ECTS
• Interests, divergent views and tension in a negotiation
• Self- and external motivation
• Preparation for a negotiation as a key element
• Psychology of negotiations and fair play
• Different negotiating tactics (win-win vs. confrontation)
• Expression and effect of body language
• Leading negotiations
• Recognising unfair negotiating tactics
• Negotiating options instead of sticking to principles
• Leading negotiations from a strong/weak position

Language of instruction: English
Negotiation Elective Module | Integrated course (iL) | Coursecode: 170590406 Elective Module 2: Elective in the Department of Management 0 SWS 2 ECTS
It is possible to select a subject from all study programmes within the Department of Management at FH JOANNEUM (pending approval). Lectures in Master's programmes at other departments/universities require pre-approval from the Head of the Study Programme. The lecture must comprise 2 ECTS.