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Gestão Comercial e Vendas

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Publication in the Diário da República: Despacho n.º 12803/2021 - 29/12/2021

4 ECTS; 2º Ano, 1º Semestre, 14,0 T + 35,0 PL + 14,0 OT , Cód. 600216.

Lecturer
- Sílvio Manuel Valente da Silva (1)

(1) Docente Responsável
(2) Docente que lecciona

Prerequisites
Not applicable.

Objectives
Build case studies from an analytical and operational point of view. Identify and isolate factors leading to success and failure within the trade and services sectors. Develop analytical capacity. Develop presentation and public discussion skills.

Program
1-Methodologies.
1.1-What is a methodology.
1.2-Construction of a case study in commerce and services management.
1.3-Formal rules.
2-Case studies.
2.1-Analysis and discussion of case studies.

Evaluation Methodology
The evaluation system is continuous, based on: Test (50%); Participation in classes, attendance, punctuality and presentation of case study analysis (50%). Exam: Test(100%).

Bibliography
- , . e Enz, C. e C.Lundberg, C. (1993). A Framework for Student Case Preparation.Case Research, 13, pp. 133-144.
- A. Erskine, J. e A. Mauffette-Leenders, L. e R. Leenders, M. (2001). Writing Cases. (Vol. 1). Canada: Yvey Publishing
- A. Hitt, M. e Duane Ireland, R. e E. Hoskisson, R. (2007). Strategic Management. (Vol. 1). USA: Thomson South-Western,
- Bickman, L. e Rog Debra, J. (2009). Handbook of Applied Social Researsh Methods. (Vol. 1). USA: Sage Publications, Inc.

Teaching Method
Active Method (case discussion, group dynamics, practical exercises); Expository and interrogative method.

Software used in class
Not applicable.

 

 

 


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