Business-to-business (B2B) markets play an important role in most economies. At the same time, B2B markets differ strongly from consumer goods markets. For example, companies’ buying decisions follow different rules than those of consuming individuals. Consequently, marketing mix decisions in B2B markets need to follow the specific circumstances in such markets.

The aim of this lecture is to enable students to understand the specifics of marketing in B2B markets. At the beginning, students learn which strategic marketing decisions may be most appropriate in industrial markets. Following that, the lecture will focus more on different options to design marketing mix elements – Pricing, Communication and Distribution – in B2B markets. We extend the student’s basic knowhow in marketing and focus on the specific requirements in B2B markets.

• The importance, specific characteristics and developments of B2B markets today
• Organizational buying behavior and the corporate buying process
• B2B marketing strategies regarding modes and time of market entry with focus on innovative industrial products
• Types of project-related cooperation in the B2B project business
• Specific operational marketing methods in communication (success factors of fares and exhibitions, importance of public relations for B2B markets); pricing (measuring willingness-to-pay via auctions; value-based pricing in industrial markets, bidding models and auctioning); distribution and channel strategies for B2B markets
• Marketing in complex value chains: Solving the problem of direct customers’ unwillingness to adopt innovative products by directly addressing indirect customers
  
  

Knowledge

The students will develop a thorough understanding of:

• How organizations and firms buy
• How marketing can be performed in complex value chains
• Promising market and competitive strategies in B2B markets
• Modes of cooperation in B2B markets
• Marketing-Mix decisions in B2B marketing (communication, pricing, distribution)

Skills

• analyzing the advantages and disadvantages of different target market, market entry, timing and allocation strategies;
• identifying and systematically address relevant partners when selling to business organizations;
• developing context-specific market-entry and timing strategies;
• making appropriate decisions for the pricing and communication of industrial products;
• applying the theoretical knowledge to business cases or real examples

Social Competence

The students will be able to

• having fruitful professional discussions;
• presenting and defending the results of their work in groupwork;

Self-reliance

• acquiring knowledge in the specific context independently and to map this knowledge onto other new complex problem fields.

Assessment

Written examination & Class participation in interactive elements (presentations, homework)

Blythe, J., Zimmerman, A. (2005) Business-to-Business Marketing: A global perspective, London, Thomson 

Monroe, K. B. (2002). Pricing: Making Profitable Decisions, 3^rd Edition

Morris, M., Pitt, L., Honeycutt, E. (2001), Business-to-Business Marketing, New York, Sage Publishing, 3rd Edition

Nagle, T., Hogan, J., Zale, J. (2009), Strategy and Tactics of Pricing, New York, Prentice Hall, 5th Edition

Globalization of business processes and the revolution in information and communication technologies (ICT) have resulted in distributed workflows across geographic boundaries. These developments as well as increased immigration emanating, for example, as a consequence of a shortage of skilled labour in many industrialized nations, have led to the creation of (virtual) multi-cultural, multi-ethnic teams with diverse cultural backgrounds. Such diversity generally has a positive impact on creativity and innovativeness, as many empirical studies confirm. Nevertheless, varying cultural practices, communication styles, and contextual sensibilities have the potential to disturb or even disrupt collaborative work processes, if left unmanaged.

This course focuses on inter-cultural management
from both, theoretical as well as practical, points of view to provide a solid fundament to students enabling them to operate successfully in cross-cultural settings. Case studies and guest lecture(s) will be used to provide added practical relevance to the course. In addition, where practicable, student assignments will be used to foster autonomous learning.

Some of the main topics covered in this course include:

• Understanding “culture” and its impact on human interaction
• Verbal and non-verbal communication
• High and low context communication
• Role of formality and non-formality in communication
• Varying interpretations of symbols, rituals & gestures
• Managing diversity in domestic settings

• Bartlett, C.A. / Ghoshal, S. (2002): Managing Across Borders: The Transnational Solution, 2^nd edition, Boston
• Deresky, H. (2006): International Management: Managing Across Borders and Cultures, 3^rd edition, Upper Saddle  River
• French, R. (2010): Cross-cultural Management in Work Organisations, 2^nd edition, London
• Hofstede, G. (2003): Culture's Consequences : Comparing Values, Behaviors, Institutions and Organizations across Nations, 2^nd edition, Thousand Oaks
• Hofstede, G. / Hofstede, G.J. (2006): Cultures and Organizations: Software of the mind, 2^nd edition, New York

Growing internationalization of companies and increased globalization require dealing with operations and specifics of international management as well as creating an understanding of intercultural differences. In order to help the students to understand these specifics and challenges accompanying international companies, the course will be divided in the following parts:

• Important Aspects in International Management
• Theories of Internationalization
• Specific characteristics of international companies and their strategies
• Organizational Structure and Leadership in international companies

During the course, the content will be covered from a theoretical as well as a practical point of view by using examples of different companies. In order to provide practical relevance to the course, a guest speaker from a well-known international company will be invited or alternatively a company visit will be organized as well as an analysis of a case study will take place. 

1. Course notes and materials provided before the lecture.
2. Selected books:
   • Bartlett/Ghoshal (2002): Managing Across Borders, The Transnational Solution, 2nd edition, Boston
   • Buckley, P.J./Ghauri, P.N. (1998), The Internationalization of the Firm, 2nd edition
   • Czinkota, Ronkainen, Moffett, Marinova, Marinov (2009), International Business, Hoboken
   • Dunning, J.H. (1993), The Globalization of Business: The Challenge of the 1990s, London
   • Ghoshal, S. (1987), Global Strategy: An Organizing Framework, Strategic Management Journal, p. 425-440
   • Praveen Parboteeah, K.,Cullen, J.B. (2011) , Strategic International Management, International 5th Edition
   • Rugman, A.M./Collinson, S. (2012): International Business, 6th Edition, Essex 2012

Part 1: Computer aided design (Prof. Dr.-Ing. D. Krause)

• Introduction to integrated product development
• 3D-CAD-systems and CAD-interfaces
• Introduction to PDM-systems
• Additional computer aided engineering/simulation tools (FEA, DMU, VR)

Part 2: Introduction to the Finite Element Method (Dr.-Ing. S. Lippert)

• General overview on the finite element method
• Displacement method
• Isoparametric elements
• Numerical integration
• Applications
• Programming of elements (Matlab, hands-on sessions)

Part 3: Structural Optimization Methods (Prof. Dr.-Ing. C. Emmelmann)

• Introduction to structural optimization theory
• Fields of application for structural optimization and commercial software tools
  

This module relies heavily on the interconnection of theory and the application of commercial software systems via live demonstrations as well as hands-on sessions in a PC-pool.

Lee, K.: Principles of CAD / CAM / CAE Systems, Addison Wesley

Bathe, K.-J.: Finite element procedures, Prentice Hall

Christensen, P.W.; Klarbring, A.: An introduction to structural optimization; Springer

Learn the Basics of Additive Manufacturing, with focus on the Selective Laser Melting and Selective Laser Sintering. Understand the advantages the technologies offer for product development and what current challenges Additive Manufacturing faces. Get to know the design restrictions as well as basic knowledge about material characteristics, post processing and quality assurance.

This lecture is part of the Module Rapid Production and cannot be chosen separately

Intensify learning from the lecture, especially regarding design principles and product development by design of own Selective Laser Sintering parts.

This seminar is part of the Module Rapid Production and cannot be chosen separately.

The 3D Printing lab consists of:

·         Preparation of CAD models for 3D printing,

·         Design of Experiments for 3D-printing

·         Hands-on operation of 3D printer

·         Printing parameter variation and detection of influences on the process

• Fundamentals of laser technology
• Laser beam sources: CO2-, Nd:YAG-, Fiber- and Diodelasers
• Laser system technology: beam forming, beam guidance systems, beam motion and beam control
• Laser-based manufacturing technologies: generation, marking, cutting, joining, surface treatment
• Quality assurance and economical aspects of laser material processing
• Markets and Applications of laser technology
• Student group exercises

• Hügel, H. , T. Graf: Laser in der Fertigung : Strahlquellen, Systeme, Fertigungsverfahren, 3. Aufl., Vieweg + Teubner Wiesbaden 2014.
• Eichler, J., Eichler. H. J.: Laser: Bauformen, Strahlführung, Anwendungen, 7. Aufl., Springer-Verlag Berlin Heidelberg 2010.
• Steen W. M.; Mazumder J.: Laser material processing, 4th Edition,  Springer-Verlag London 2010.
• J.C. Ion: Laser processing of engineering materials: principles, procedure and industrial applications, Elsevier Butterworth-Heinemann 2005.
• Gebhardt, A.: Understanding additive manufacturing, München [u.a.] Hanser 2011

Steels:

• Fundamentals of steels
• Carbon steels: phase diagram, transformation behaviour, technical heat treatments
• Low and high alloyed steels: influence of alloying elements on transformation and carbides
• Micro alloyed steels
• Corrosion and scaling resistant steels : Classification, composition and microstructure, properties and applications

Aluminium alloys:

• Alloy systems and groups
• Non-age-hardenable Al-alloys: Processing and microstructure, Mechanical properties and applications
• Age-hardenable Al-alloys: Processing and microstructure, Mechanical properties and applications

Titanium alloys

• Introduction into titanium materials, alloy systems and groups
• Processing, microstructure and properties
• Applications

Magnesium alloys

• Introduction into magnesium materials, Alloy systems and groups
• Cast alloys, processing, microstructure and properties

Wrought alloys, processing, microstructure and properties

• George Krauss, Steels: Processing, Structure, and Performance, 978-0-87170-817-5, 2006,
• Hans Berns, Werner Theisen, Ferrous Materials: Steel and Cast Iron, 2008. http://dx.doi.org/10.1007/978-3-540-71848-2
• C. W. Wegst, Stahlschlüssel = Key to steel = La Clé des aciers = Chiave dell'acciaio = Liave del acero ISBN/ISSN: 3922599095
• Bruno C., De Cooman / John G. Speer: Fundamentals of Steel Product Physical Metallurgy, 2011, 642 S.
• Harry Chandler, Steel Metallurgy for the Non-Metallurgist 0-87170-652-0, 2006, 84 S.
• Catrin Kammer, Aluminium Taschenbuch 1, Grundlagen und Werkstoffe, Beuth,16. Auflage 2009. 784 S., ISBN 978-3-410-22028-2
• Günter Drossel, Susanne Friedrich, Catrin Kammer und Wolfgang Lehnert, Aluminium Taschenbuch 2, Umformung von Aluminium-Werkstoffen, Gießen von Aluminiumteilen, Oberflächenbehandlung von Aluminium, Recycling und Ökologie, Beuth, 16. Auflage 2009. 768 S., ISBN 978-3-410-22029-9
• Catrin Kammer, Aluminium Taschenbuch 3, Weiterverarbeitung und Anwendung, Beuith,17. Auflage 2014. 892 S., ISBN 978-3-410-22311-5
• G. Lütjering, J.C. Williams: Titanium, 2nd ed., Springer, Berlin, Heidelberg, 2007, ISBN 978-3-540-71397
• Magnesium - Alloys and Technologies, K. U. Kainer (Hrsg.), Wiley-VCH, Weinheim 2003, ISBN 3-527-30570-x
• Mihriban O. Pekguleryuz, Karl U. Kainer and Ali Kaya “Fundamentals of Magnesium Alloy Metallurgy”, Woodhead Publishing Ltd, 2013,ISBN 10: 0857090887

The role of technology for the competitive advantage of the firm and industries; Basic concepts, models and tools for the management of technology; managerial decision making regarding the identification, selection and protection of technology (make or buy, keep or sell, current and future technologies). Theories, practical examples (cases), lectures, interactive sessions and group study.

This lecture is part of the Module Technology Management and can not separately choosen.

Product Planning Process

This integrated lecture is designed to understand major issues, activities and tools in the context of systematic product planning, a key activity for managing the front-end of innovation, i.e.:
•    Systematic scanning of markets for innovation opportunities
•    Understanding strengths/weakness and specific core competences of a firm as platforms for innovation
•    Exploring relevant sources for innovation (customers, suppliers, Lead Users, etc.)
•    Developing ideas for radical innovation, relying on the creativeness of employees, using techniques to stimulate creativity and creating a stimulating environment
•    Transferring ideas for innovation into feasible concepts which have a high market attractively

The lecture focusses on:

• The Regulatory Framework
• Pollution & Impacts, Characteristics of Pollutants
• Approaches of Integrated Pollution Control
• Sevilla Process, Best Available Technologies & BREF Documents
• Case Studies: paper industry, cement industry, automotive industry
• Field Trip
  

• Introduction to corporate finance and financial management of the multinational firm
• Valuation and capital budgeting (e.g., time value of money, valuing stocks and corporate bonds, discounted cash flow, net present value and other criteria, making capital investment decisions)
• Risk and return (e.g., measuring risk, risk and diversification, the cost of capital, dividend decisions, valuation principles such as WACC, APV, multiples and real options)
• Capital structure (e.g., equity financing and stocks, debt financing and corporate bonds, leasing and off-balance-sheet financing)
• Options and futures (e.g., call and put options, warrants and convertibles, financial risk management with derivates)
• Financing and financial planning of the multinational firm (e.g., financial statement analysis, short and long-term financial planning, cash and credit management)
• International corporate finance (e.g., foreign exchange exposure and management, international portfolio investments, international mergers and acquisitions)

Brealey, R.A./Myers, S.C./Marcus, A.J (2009): Fundamentals of Corporate Finance, 6e, Boston: McGraw-Hill.

Brealey, R.A./Myers, S.C./Allen, F. (2011): Principles of Corporate Finance, 10e, New York: McGraw-Hill.

Berk, J./DeMarzo, P. (2011): Corporate Finance, 2e, Boston: Pearson.

Eun, C.S./Resnick, B.G. (2012): International Financial Management, 6e, New York: McGraw-Hill.

Robin, J.A. (2010): International Corporate Finance, New York: McGraw-Hill.

Ross, S.A./Westerfield, R.W./Jaffe, J. (2009): Corporate Finance, 9e, New York: McGraw-Hill.

Ross, S.A./Westerfield, R.W./Jaffe, J. (2010): Corporate Finance: Core Principles and Applications, 3e, New York: McGraw-Hill.

The course gives the participants an overview about project management as a crossover discipline. It focuses on tasks, techniques and tools which enable effective and efficient planning, implementation and controlling of projects.

Project Management Institute (2008): A guide to the project management body of knowledge (PMBOK® Guide). 4. Aufl. Newtown Square, Pa: Project Management Institute.

Haberfellner, R. et al. (2002): Systems Engineering - Methodik und Praxis.  11. Aufl. Verlag Industrielle Organisation.

Advanced topics of

• The Study of Organizations and Organizational Theories
• The processes of developing organizational structures for multinational firms
• Analysis and Design of Work
• Strategic Management of the Human Resource Function in international business
• Human Resource Planning and Recruitment in the global environment
• Managing performance measurement, compensation and benefits of international corporations
• Employee Development
• Employee Separation and Retention

Dessler, G.: Human Resource Management, 12/e, Boston: Pearson, 2010.

Gibson, J.L./ Ivancevich, J.M./ Donnelly, J.H./ Konopaske, R.: Organizations: Behavior, Structure, Processes, 13/e, Boston: McGraw-Hill, 2009.

Jones, G. R.: Organizational Theory, Design, and Change, 7/e, Boston: Pearson, 2013.

Mondy, R. W.: Human Resource Management, 12/e, Boston: Pearson, 2012.

Noe, R.A./ Hollenbeck, J.R./ Gerhart, B./ Wright, P.M.: Human Resource Management: Gaining a Competitive Advantage, 7/e, New York: McGraw-Hill, 2010.

In this course students will be taught to understand the research process and to interpret scientific papers as a preparation to starting their own scientific initiatives (e.g. Master-Thesis work). Students will work in groups and individually. Each group is expected to work out a presentation summarizing aspects of the research process (including practical examples) and to present and discuss it in class. Further, students will work out a written seminar paper.

Sekaran and Bougie (2010); Research methods for business: a skill-building approach; Wiley, Chichester

Booth, Wayne C. et al. (2008); The craft of research; The University Press of Chicago, Chicago & London                        

Punch, Keith F. (2005); Introduction to social research – quantitative and qualitative approaches; Sage Publications, London       

Bryman and Bell (2011); Business research methods; Oxford Univ. Press, Oxford

Bell, Judith (2010); Doing your research project: a guide for first-time researchers in education, health and social science; Open University Press, Maidenhead

Scientific knowledge grows continuously but also experiences certain alignments over time. For example, early cultures had the believe of a flat earth while latest research has a spherical earth model. Also in social science and business management, from time to time certain concepts that have even been the predominant paradigm are challenged by new observations and models. Consequently, certain controversies emerge and build the base for advancing theory and managerial practice. With this lecture, we put ourselves in the middle of heated debates for informed academics and practitioners of the day after tomorrow.

The lecture targets several controversies in the domain of technology strategy and innovation management. By the classical academic method and the novel problem based learning format of a structured discussion, a given controversy is scrutinized. On selected topics, students will discuss a dispute and gain a thorough understanding. Specifically, based on a brief introduction of a motion, a affirmative constructive as well as a negative constructive is presented by two different student groups. Each presentation is followed by a response of the other group and questions from the class. Topics range from latest theories and concepts for value capture, to the importance of operating within a global marketplace, to cutting edge approaches for innovation stimulation and technology management. Consequently, this lecture deepens the knowledge in technology strategy and innovation management (TIM), enables a critical thinking and thought leadership.

1.       Course notes and materials provided before the lecture

2.       Leiblein/ Ziedonis (2011): Technology Strategy and innovation management. Edward Elgar Publishing Ltd (optional)

Course objective:
To provide a theoretical and a practical insight into the area of financial and management accounting.

Approach:
Illustration of theoretical concepts combined with case studies and business examples.

The exercise is based on the development of a financial business plan for your own business idea. This financial business plan is developed in a team of 3-5 students and presented as well as discussed in the class.

I.             Introduction to Cost Terms and Concepts

II.            Standard Costing and Variance Analysis

III.          Financial Accounting and Reporting (Financial Statement, Income Statement, Cash Flow)

IV.          Information for Decision Making

V.           Performance Management: Planning, Budgeting & Forecasting

Literature: Business Accounting and Finance 3e

ISBN-13: 9781408018378 / ISBN-10: 1408018373; Catherine Gowthorpe, Oxford Brookes University,  576pp,  Published by Cengage Learning, ©2011

• International Trade Theory and Policy: 
  • Comparative Advantage, the Ricardian Model
  • The Heckscher-Ohlin Model
  • The Standard Trade Model
  • Intrasectoral Trade
  • International Trade Policy
• Open Economy Macroeconomics
  • The Foreign Exchange Market
  • Determinants of Prices, Interest Rates, Exchange Rates, Output in the Short Run
  • Determinants of Prices, Interest Rates, Exchange Rates, Output in the Long Run
  • Monetary and Fiscal and Exchange Rate Policies in Open Economies in the Long and the Short Run

Krugman/Obstfeld: International Economics, Longman, 9th ed. 2011

Mankiw/Taylor: Economics, South-Western 2008

Skripte und Textdokumente, die während der Vorlesung herausgegeben werden.

• Introduction: Ten Principles of Economics

• Microeconomics:
  • Theory of the Household
  • Theory of the Firm
  • Competitive Markets in Equilibrium
  • Market Failure: Monopoly and External Effects
  • Government Policies
• Macroeconomics:
  • A Nation’s Real Income and Production
  • The Real Economy in the Long Run: Capital and Labour Market
  • Money and Prices in the Long Run
  • Aggregate Demand and Supply: Short-Run Economic Fluctuations
  • Monetary and Fiscal Policy in the Short and the Long Run

Mankiw/Taylor: Economics, South-Western 2008

Pindyck/Rubinfeld: Microeconomics, Prentice Hall International , 7^th ed.  2010

Skripte und Textdokumente, die während der Vorlesung herausgegeben werden.

• Strategic marketing (importance of innovative products and services, model, objectives and examples of innovation marketing)

• patterns of industrial development, patent and technology portfolios

• objectives and challenges of strategic foresight, scenario analysis, Delphi method

• Perceptual Maps, Gap Model

• User innovation (role of users in the innovation process, user communities, user innovation toolkits, lead users analysis)

• Concept Development (Conjoint, Kano, QFD, Morphological Analysis, Blueprinting)

• Basics of Pricing, Price Window, Pricing of new Products

• Basics of Sales Management, Assessing Customer Value, Planning Customer Visits

• Diffusion of Innovations, Communication Objectives, Communication Grid

Bo Edvardsson et. al. (2006) Involving Customers in New Service Development, London

Joe Tidd & Frank M. Hull (Editors) (2007) Service Innovation, London

Von Hippel, E.(2005). Democratizing Innovation, Cambridge: MIT Press

Crawford, M., Di Benedetto, A. (2008). New  products management, 9th edition, McGrw Hill, Boston et al., 2008

This course is supposed to provide intense hands-on experiences with the entrepreneurial process, tools and concepts discussed in the lecture “Entrepreneurship” and additional online material. At the beginning of the class, students form teams to search for and create a scalable and repeatable business opportunity. Rather than writing a comprehensive business plan or designing the perfect product, both of which are highly difficult and risky investments in the uncertain front end of any business idea, we follow a lean startup approach. Student teams will have to think about all the parts of building a business and apply the tools of business model design and customer & agile development in order optimize the search for and creation of a business opportunity. Students will start by mapping the assumptions regarding each of the part in their business model and then devote significant time on testing these hypotheses with customers and partners outside in the field (customer development). Based on the gathered information, students should realize which of their assumptions were wrong, and figure out ways how to fix it (learning events called “pivots”). The goal is to proceed in an iterative and incremental way (agile development) to build prototypes and (minimum viable) products. Throughout the course, student teams will present their lessons-learned (pivots) and how their business models have evolved based on their most important pivots.

Blank, Steve (2013). Why the lean start-up changes everything. Harvard Business Review 91.5 (2013): 63-72.

Blank, Steven Gary, and Bob Dorf. The startup owner's manual: the step-by-step guide for building a great company. K&S Ranch, Incorporated, 2012.

Ries, Eric (2011). The lean startup: How today's entrepreneurs use continuous innovation to create radically successful businesses. Random House LLC, 2011.

This course introduces the fundamentals of technology entrepreneurship including its economic and cultural underpinnings. It highlights the differences between mere business ideas and scalable and repeatable business opportunities. It is designed to familiarize students with the process that technology entrepreneurs use to create business opportunities and to start companies. It involves taking a technology idea and finding a high-potential commercial opportunity, gathering resources such as talent and capital, figuring out how to sell and market the idea, and managing rapid growth. The course also discusses relevant concepts and tools from entrepreneurial strategy, such as disruptive innovations, technology adoption cycles and intellectual property, as well as from entrepreneurial marketing, such as product positioning and differentiation, distribution, promotion and pricing. Particular emphasis will be put on business model design and customer development proposed in the lean startup approach. All in all, the course is supposed to create the entrepreneurial mindset of looking for technology opportunities and business solutions, where others see insurmountable problems. This mindset of turning problems into opportunities can well be generalized from startups to larger companies and other settings.

Byers, T.H.; Dorf, R.C.; Nelson, A.J. (2011). Technology Ventures: From Idea to Enterprise. 3rd ed. McGraw-Hill, 2011.

Hisrich, P.; Peters, M. P.; Shepherd, D. A. (2009). Entrepreneurship, 8th ed., McGraw-Hill, 2009.

The intention of this lecture is to provide a general system analysis-based overview of how transportation chains emerge and how they are developed. The respective advantages and disadvantages of different international transportation chains of goods are to be pointed out from a micro- and a macroeconomic point of view. The effects on the traffic system as well as the ecological and social consequences of a spatial devision of economical activities are to be discussed.
The overview of current international transportation chains is carried out on the basis of concrete material- and appendant information flows. Established transportation chains and some of their individual elements are to become transparent to the students by a number of practical examples.

1. A conceptual systems model
2. Elements of integrated and multi-modal transportation chains
3. interaction of transport and traffic, demand and supply on different layers of the transport system
4. Global Issues in Supply Chain Management
5. Global Players and networks
6. Logistics and corporate social responsibility (CSR)
7. Methods and data for assessment of international transport chains
8. Influence of cultural aspects on international transport chains
9. New solutions using different focuses of the transport and logstics system

David, Pierre A.; Stewart, Richard D.: International Logistics: The Management of International Trade Operations, 3rd Edition, Mason, 2010

Schieck, Arno: Internationale Logistik: Objekte, Prozesse und Infrastrukturen grenzüberschreitender Güterströme, München, 2009

BLOECH, J., IHDE, G. B. (1997) Vahlens Großes Logistiklexikon, München, Verlag C.H. Beck

IHDE, G. B. (1991) Transport, Verkehr, Logistik, München, Verlag Franz Vahlen, 2. völlig überarbeitete und erweiterte Auflage

NUHN, H., HESSE, M. (2006) Verkehrsgeographie, Paderborn, München, Wien, Zürich, Verlage Ferdinand Schöningh

David, Pierre A.; Stewart, Richard D.: International Logistics: The Management of International Trade Operations, 3rd Edition, Mason, 2010

The course consists of three parts:

During the first part of the course, participants are provided with insights into the market for ERP-Software and are provided with knowledge on how ERP-implementation projects proceed and how these projects should ideally be managed from a theoretical and practical perspective.Participants are introduced into the basic functioning of ERP-Software referring to the most common system (SAP). Participants gain a basic understanding of implementing organizational data, master data and processes into the system. 

The second part of the course involves working on a seminar thesis which takes place parallel to the first rather lecture-type sessions. Participants are in teams invited to design a theoretical concept for the functioning of certain business units within the firm (e.g. procurement, production, sales and distribution). Their concept should then be incorporated into both, a seminar thesis to be handed in and a first short presentation to be held in the seminar in the middle of the semester.

During the third part of the course, participants implement their theoretical concept into the ERP-System, i.e. they customize the SAP system according to the theoretical requirements defined. In the context of this process, the participants are encouraged to critically evaluate the software options in light of a theoretically ideal design of business functions and processes. This third part of the course is designed in the form of mini-presentations by each team of participants giving an overview of the progress and critical evaluations made in implementing the theoretical concept into the system.

Students will gain…
… insights into the ERP-Market
… insights into the process (& project management) of ERP-Software implementation
... insights into the functioning and use of ERP-Software
… an understanding of business processes and their implementation in SAP (production)
… an understanding of the integrative role of ERP-Systems …the ability to operatively run SAP & critically evaluate the functioning of the system!

• Agrawal, A. (2009): Customizing Materials Management Processes in SAP ERP Operatons, Galileo Press: Boston.
• Arif, N./Tauseef, S. (2011): Integrating SAP ERP Financials, Galileo Press: Boston.
• Chudy, M./Castedo, L. (2010): Sales and Distribution in SAP ERP – Practical Guide, Galileo Press: Boston.
• Dickersback, J. T./Keller, G. (2011): Production Planning and Control with SAP ERP, Galileo Press: Boston.
• Franz, M. (2010): Project Management with SAP Project System, Galileo Press: Boston.
• Hoppe, M./Gulyassy, F. (2009): Materials Planning with SAP, Galileo Press: Boston.
• Veeriah, N. (2011): Customizing Financial Accounting in SAP, Galileo Press: Boston.
• Veeriah, N. (2012): Financial Accounting in SAP, Galileo Press: Boston.

Participants will understand the use, requirements, advantages and disadvantages of quantitative methods. Examples illustrate the application of quantitative methods and their use to address business related problems.

The course involves three parts:

The first part of the course focuses on an introduction of quantitative research methods.  

The second part of the course involves working on a seminar thesis. Participants are in teams invited to describe selected quantitative research methods and to address simple research questions with the described method. Students are expected to write a short (empirical) paper that applies methods learned in this course to a research question of their choice.

The third part is the final presentations of the results from the group work. Participants will present their own small research projects and discuss the results in the plenum. Participants are invited to join the discussions as a part of the final grade.

Participants will be provided with a course handout in the form of ppt.-slides which can be downloaded in advance. In the course, the participants will obtain a specific list of relevant literature. Some generally recommended are:

• Dalgaard, P. (2008). Introductory statistics with R. Springer Science & Business Media.
• Hair, J. F., Black, W. C., Babin, B. J., Anderson, R. E., & Tatham, R. L. (2006). Multivariate data analysis (Vol. 6). Upper Saddle River, NJ: Pearson Prentice Hall.
• Hair Jr, J. F., Hult, G. T. M., Ringle, C., & Sarstedt, M. (2013). A primer on partial least squares structural equation modeling (PLS-SEM). Sage Publications.

This course examines the elements of entrepreneurial finance, focusing on technology-based start-up ventures and the early stages of company development. The course addresses key questions relevant to both startup and corporate entrepreneurs: How much money can and should be raised? When should it be raised and from whom? What is a reasonable valuation of the company? How should funding, employment contracts and exit decisions be structured? This course will focus on the finance principles related to the risk & return of venture capital, the valuation of high growth companies, the capital structure specific to venture capital-backed companies, and investment decisions under uncertainty. Three main topics will be covered:

(1) New business opportunity valuation: Most time will be devoted to the understanding and application of tools to valuate early stage business opportunities and high-growth companies versus mature companies. Standard tools for financial and liquidity planning as well as discounted cash flow valuation will be applied to startup situations. Furthermore, the venture capital method, analysis of comparables and the real options approach to valuation are introduced.

(2) Financing and employment contracts: We will discuss the main sources of financing that entrepreneurs can choose from. Particular emphasis will be put on venture capital funds and their fund raising process. The design of financial contracts will be analyzed in terms of addressing information and incentive problems in uncertain environments. Employment contracts will be motivated as a compensation device to attract and retain key employees.

(3) Growth and exit strategies: We will discuss entrepreneurs’ option to grow or exit. Liquidity events are considered such as initial public offering, sale or merger as compared to independent growth as a private company. We also examine later stage options such as mezzanine financing and buy-outs and the specifics of international growth.

Guest lecturers will present the latest trends in these areas. The ideal audience for the course will be students who are interested in technology entrepreneurship, either at startups or within larger organizations. It is also useful for those pursuing careers in corporate finance or valuation consulting.

Metrick, Andrew, and Ayako Yasuda. Venture Capital and the Finance of Innovation. Wiley, 2010.
Leach, J., and Ronald Melicher. Entrepreneurial finance. Cengage Learning, 2011.
Selected cases will be made available during class.

In order to sustain competitive advantage, established firms must do more than lower costs, increase quality and better serve customers. They have to be faster, more flexible, more aggressive and more innovative while operating under resource constraints. In short, they must be more entrepreneurial. While most CEOs would subscribe to this point of view, yet few companies seem to be able to fully embrace the issues of corporate entrepreneurship, the subject matter of this course. This is an overview course on corporate entrepreneurship. It is not designed to cover all of the aspects of the corporation that affect the firm’s organization, strategy and performance. Rather, it is designed to introduce students to the different forms, core concepts and analytical tools in corporate entrepreneurship in order to enable the creation of viable new businesses within the context of an established organization. The course will address the development of an internal culture, strategy and structure supportive to corporate entrepreneurship, the international dimension of corporate entrepreneurship as well as the analysis of potential synergies and barriers between potential new ventures and the existing organization. To achieve these goals, the course will combine (1) class lectures on key theoretical concepts, tools, and management approaches, (2) an in-depth case analysis of a classic Harvard Business School case, and (3) a real life case brought to the class room by actual company representatives upon which student teams develop their project work.

Morris, Michael, Donald Kuratko, and Jeffrey Covin. Corporate entrepreneurship & innovation. Cengage Learning, 2010.

Christensen, Clayton M., and Ho Howard Yu. "Pitney Bowes Inc." Harvard Business School Case 607-034, November 2006.

This course focuses on multinational firms and advanced issues of management, organizations, and human resource management. Selected topics focus, for example, on:

• Organizational strategy and design in a global environment
• International competition and organizational change
• Organizational behavior
• Competing in a global environment by cooperation (e.g., virtual organizations, strategic alliances)
• Business process design and business process reengineering
• International personnel recruitment and placement (e.g., personnel planning, employee testing)
• Strategic employee compensation (e.g., strategic pay plans) of multinational firms and employee relations (e.g., employee satisfaction models)
• Personnel planning methods
• Workplace analysis using specific time measurement methods and approaches

Bernardin, H.J.: Human Resource Management: An Experiential Approach, 4e, New York: McGraw-Hill, 2006.

Cascio, W.: Managing Human Resources: Productivity, Quality of Work Life, Profits, 6e, New York: McGraw-Hill, 2002.

French, W./Bell, C.H./Zawacki, R.A.: Organization Development and Transformation: Managing Effective Change, 5e, Chicago: McGraw-Hill, 1999.

Hitt, M.A./Ireland, R.D./Hoskisson, R.E.: Strategic Management: Competitiveness and Globalization, Ohio: Cengage Learning, 2007.

Lynch, R.: Strategic Management, 5e, Harlow: Prentice Hall, 2008.

Robbins, S.P./Judge, T.A.:  Organizational Behavior, 14e, Harlow: Prentice Hall, 2008.

Spector, B.: Implementing Organizational Change: Theory and Practice, 3e, Harlow: Prentice Hall, 2006.

Selected journal articles.

• Analyze organizational strategies and structures of global firms
• Model and analyze business processes of international firms using standard software tools
• Personnel planning using operations research methodologies (e.g., forecasting procedures, linear programming, neural networks)
• Develop and measure causal models for analyzing the satisfaction of employees with different cultural backgrounds
• Workplace analysis using specific time measurement methods and approaches

Cascio, W.: Managing Human Resources: Productivity, Quality of Work Life, Profits, 6e, New York: McGraw-Hill, 2002.

French, W./Bell, C.H./Zawacki, R.A.: Organization Development and Transformation: Managing Effective Change, 5e, New York: McGraw-Hill, 1999.

Robbins, S.P./Judge, T.A.: Organizational Behavior, 14e, Harlow: Prentice Hall, 2008.

Spector, B.: Implementing Organizational Change: Theory and Practice, 3e, Harlow: Prentice Hall, 2006.

Information on the appropriate literature depends on the topics and will therefore be updated each semester.

The goal is to introduce students to the basic statistical methods and their application to simple problems. The topics include:

•          Chi square test

•          Simple regression and correlation

•          Multiple regression and correlation

•          One way analysis of variance

•          Two way analysis of variance

•          Discriminant analysis

•          Analysis of categorial data

•          Chossing the appropriate statistical method

•          Determining critical sample sizes

Applied Regression Analysis and Multivariable Methods, 3rd Edition, David G. Kleinbaum Emory University, Lawrence L. Kupper University of North Carolina at Chapel Hill, Keith E. Muller University of North Carolina at Chapel Hill, Azhar Nizam Emory University, Published by Duxbury Press, CB © 1998, ISBN/ISSN: 0-534-20910-6

The students receive a problem task, which they have to solve in small groups (n=5). They do have to collect their own data and work with them. The results have to be presented in an executive summary at the end of the course.

Selbst zu finden

The different statistical tests are applied for the solution of realistic problems using actual data sets and the most common used commercial statistical software package (SPSS).

Student Solutions Manual for Kleinbaum/Kupper/Muller/Nizam's Applied Regression Analysis and Multivariable Methods, 3rd Edition, David G. Kleinbaum Emory University Lawrence L. Kupper University of North Carolina at Chapel Hill, Keith E. Muller University of North Carolina at Chapel Hill, Azhar Nizam Emory University, Published by Duxbury Press, Paperbound © 1998, ISBN/ISSN: 0-534-20913-0

Biological materials are omnipresent in the world around us. They are the main constituents in plant and animal bodies and have a diversity of functions. A fundamental function is obviously mechanical providing protection and support for the body. But biological materials may also serve as ion reservoirs (bone is a typical example), as chemical barriers (like cell membranes), have catalytic function (such as enzymes), transfer chemical into kinetic energy (such as the muscle), etc.This lecture will focus on materials with a primarily (passive) mechanical function: cellulose tissues (such as wood), collagen tissues (such as tendon or cornea), mineralized tissues (such as bone, dentin and glass sponges). The main goal is to give an introduction to the current knowledge of the structure in these materials and how these structures relate to their (mostly mechanical) functions.

Peter Fratzl, Richard Weinkamer, Nature’s hierarchical materialsProgress,  in Materials Science 52 (2007) 1263–1334

Journal publications

• Microscopic structure and thermodynamics of interfaces (gas/solid, gas/liquid, liquid/liquid, liquid/solid)
• Experimental methods for the study of interfaces
• Interfacial forces
• wetting
• surfactants, foams, bio-membranes
• chemical grafting of interfaces

"Physics and Chemistry of Interfaces", K.H. Butt, K. Graf, M. Kappl, Wiley-VCH Weinheim (2006)

"Interfacial Science", G.T. Barnes, I.R. Gentle, Oxford University Press (2005)

- Microstructure and properties of the matrix and reinforcing materials and their interaction
- Development of composite materials
- Mechanical and physical properties
- Mechanics of Composite Materials
- Laminate theory
- Test methods
- Non destructive testing
- Failure mechanisms
- Theoretical models for the prediction of properties
- Application

Recommended Previous Knowledge:

Fundamentals of Materials Science and Engineering

Basic Knowledge of Science and Technology of Welding and Joining

Contents:

The lecture and the related laboratory exercises intend to provide an insight on advanced joining technologies for polymer-metal lightweight structures used in engineering applications. A general understanding of the principles of the consolidated and new technologies and its main fields of applications is to be accomplished through theoretical and practical lectures:

Theoretical Lectures:

- Review of the relevant properties of Lightweight Alloys, Engineering Plastics and Composites in Joining Technology

- Introduction to Welding of Lightweight Alloys, Thermoplastics and Fiber Reinforced Plastics

- Mechanical Fastening of Polymer-Metal Hybrid Structures

- Adhesive Bonding of Polymer-Metal Hybrid Structures

- Fusion and Solid State Joining Processes of Polymer-Metal Hybrid Structures

- Hybrid Joining Methods and Direct Assembly of Polymer-Metal Hybrid Structures

Laboratory Exercises (will be offered at Helmholtz-Zentrum Geesthacht as a 2-3 days compact course)

- Joining Processes: Introduction to state-of-the-art friction-based spot welding and joining technologies (Friction Riveting, Friction Spot Joining and Injection Clinching Joining)

- Introduction to metallographic specimen preparation, optical microscopy and mechanical testing of polymer-metal joints

Learning Outcomes:

After successful completion of this unit, students should be able to understand the principles of welding and joining of polymer-metal lightweight structures as well as their application fields.

• Lecture Notes and selected papers
• J.F. Shackelford, Introduction to materials science for engineers, Prentice-Hall International
• J. Rotheiser, Joining of Plastics, Handbook for designers and engineers, Hanser Publishers
• D.A. Grewell, A. Benatar, J.B. Park, Plastics and Composites Welding Handbook
• D. Lohwasser, Z. Chen, Friction Stir Welding, From basics to applications, Woodhead Publishing Limited

Development of a sandwich structure made of fibre reinforced plastics

• getting familiar with fibre reinforced plastics as well as lightweight design
• Design of a sandwich structure made of fibre reinforced plastics using finite element analysis (FEA)
• Determination of material properties based on sample tests
• manufacturing of the structure in the composite lab
• Testing of the developed structure
• Concept presentation
• Self-organised teamwork

• Schürmann, H., „Konstruieren mit Faser-Kunststoff-Verbunden“, Springer, Berlin, 2005.
• Puck, A., „Festigkeitsanalsyse von Faser-Matrix-Laminaten“, Hanser, München, Wien, 1996.
• R&G, „Handbuch Faserverbundwerkstoffe“, Waldenbuch, 2009.
• VDI 2014 „Entwicklung von Bauteilen aus Faser-Kunststoff-Verbund“
• Ehrenstein, G. W., „Faserverbundkunststoffe“, Hanser, München, 2006.
• Klein, B., „Leichtbau-Konstruktion", Vieweg & Sohn, Braunschweig, 1989.
• Wiedemann, J., „Leichtbau Band 1: Elemente“, Springer, Berlin, Heidelberg, 1986.
• Wiedemann, J., „Leichtbau Band 2: Konstruktion“, Springer, Berlin, Heidelberg, 1986.
• Backmann, B.F., „Composite Structures, Design, Safety and Innovation”, Oxford (UK), Elsevier, 2005.
• Krause, D., „Leichtbau”,  In: Handbuch Konstruktion, Hrsg.: Rieg, F., Steinhilper, R., München, Carl Hanser Verlag, 2012.
• Schulte, K., Fiedler, B., „Structure and Properties of Composite Materials”, Hamburg, TUHH - TuTech Innovation GmbH, 2005.

Titanium and Titanium alloys: Extraction and melting, phase diagrams, physical properties.

CP-Titanium and Alpha alloys: Processing and microstructure, properties and applications.

Alpha+Beta alloys: Processing and microstructure, properties and applications.

Beta alloys: Processing and microstructure, properties and applications

Nickel-base Superalloys: Optimization of creep resistance for gas turbine engines, microstructural constituents and influence of alloying elements, thermomechanical treatment and resulting properties, long time stability at high temperatures

G. Luetjering, J.C. Williams: Titanium, 2nd ed., Springer, Berlin, Heidelberg, 2007, ISBN 978-3-540-71397

C.T. Sims, W.C. Hagel: The Superalloys, John Wiley & Sons, New York, 1972, ISBN 0-471-79207-1

Method for calculation and testing of reliability of dynamic machine systems 

• Modeling
• System identification
• Simulation
• Processing of measurement data
• Damage accumulation
  
• Test planning and execution
  

Bertsche, B.: Reliability in Automotive and Mechanical Engineering. Springer, 2008. ISBN: 978-3-540-33969-4

Inman, Daniel J.: Engineering Vibration. Prentice Hall, 3rd Ed., 2007. ISBN-13: 978-0132281737

Dresig, H., Holzweißig, F.: Maschinendynamik, Springer Verlag, 9. Auflage, 2009. ISBN 3540876936.

VDA (Hg.): Zuverlässigkeitssicherung bei Automobilherstellern und Lieferanten. Band 3 Teil 2, 3. überarbeitete Auflage, 2004. ISSN 0943-9412

1. Introduction
2. Motivation
3. Hierarchic shape functions
4. Mapping functions
5. Computation of element matrices, assembly, constraint enforcement and solution
6. Convergence characteristics
7. Mechanical models and finite elements for thin-walled structures
8. Computation of thin-walled structures
9. Error estimation and hp-adaptivity
10. High-order fictitious domain methods

[1] Alexander Düster, High-Order FEM, Lecture Notes, Technische Universität Hamburg-Harburg, 164 pages, 2014
[2] Barna Szabo, Ivo Babuska, Introduction to Finite Element Analysis – Formulation, Verification and Validation, John Wiley & Sons, 2011

- Boundary value problems
- Integral equations
- Fundamental Solutions
- Element formulations
- Numerical integration
- Solving systems of equations (statics, dynamics)
- Special BEM formulations
- Coupling of FEM and BEM

- Hands-on Sessions (programming of BE routines)
- Applications

Gaul, L.; Fiedler, Ch. (1997): Methode der Randelemente in Statik und Dynamik. Vieweg, Braunschweig, Wiesbaden
Bathe, K.-J. (2000): Finite-Elemente-Methoden. Springer Verlag, Berlin

Theoretical Strength
Of a perfect crystalline material, theoretical critical shear stress

Real strength of brittle materials
Energy release reate, stress intensity factor, fracture criterion

Scattering of strength of brittle materials
Defect distribution, strength distribution, Weibull distribution

Heterogeneous materials I
Internal stresses, micro cracks, weight function,

Heterogeneous materials II
Toughening mechanisms: crack bridging, fibres

Heterogeneous materials III
Toughening mechanisms. Process zone

Testing methods to determine the fracture toughness of brittle materials

R-curve, stable/unstable crack growth, fractography

Thermal shock

Subcritical crack growth)
v-K-curve, life time prediction

Kriechen

Mechanical properties of biological materials

Examples of use for a mechanically reliable design of ceramic components

D R H Jones, Michael F. Ashby, Engineering Materials 1, An Introduction to Properties, Applications and Design, Elesevier

D.J. Green, An introduction to the mechanical properties of ceramics”, Cambridge University Press, 1998

B.R. Lawn, Fracture of Brittle Solids“, Cambridge University Press, 1993

D. Munz, T. Fett, Ceramics, Springer, 2001

D.W. Richerson, Modern Ceramic Engineering, Marcel Decker, New York, 1992

This class will cover the principles of dislocation theory from a physical metallurgy perspective, providing a fundamental understanding of the relations between the strength and of crystalline solids and distributions of defects.

We will review the concept of dislocations, defining terminology used, and providing an overview of important concepts (e.g. linear elasticity, stress-strain relations, and stress transformations) for theory development. We will develop the theory of dislocation plasticity through derived stress-strain fields, associated self-energies, and the induced forces on dislocations due to internal and externally applied stresses. Dislocation structure will be discussed, including core models, stacking faults, and dislocation arrays (including grain boundary descriptions). Mechanisms of dislocation multiplication and strengthening will be covered along with general principles of creep and strain rate sensitivity. Final topics will include non-FCC dislocations, emphasizing the differences in structure and corresponding implications on dislocation mobility and macroscopic mechanical behavior; and dislocations in finite volumes.

Vorlesungsskript

Aktuelle Publikationen

Bücher:

Introduction to Dislocations, by D. Hull and D.J. Bacon

Theory of Dislocations, by J.P.  Hirth and J. Lothe

Physical Metallurgy, by Peter Hassen

Fundamental kinematics of rigid body systems

Newton-Euler equations for manipulators

Trajectory generation

Linear and nonlinear control of robots

Craig, John J.: Introduction to Robotics Mechanics and Control, Third Edition, Prentice Hall. ISBN 0201-54361-3

• Definition of agents, rational behavior, goals, utilities, environment types
• Adversarial agent cooperation: 
  Agents with complete access to the state(s) of the environment, games, Minimax algorithm, alpha-beta pruning, elements of chance
• Uncertainty: 
  Motivation: agents with no direct access to the state(s) of the environment, probabilities, conditional probabilities, product rule, Bayes rule, full joint probability distribution, marginalization, summing out, answering queries, complexity, independence assumptions, naive Bayes, conditional independence assumptions
• Bayesian networks: 
  Syntax and semantics of Bayesian networks, answering queries revised (inference by enumeration), typical-case complexity, pragmatics: reasoning from effect (that can be perceived by an agent) to cause (that cannot be directly perceived).
• Probabilistic reasoning over time:
  Environmental state may change even without the agent performing actions, dynamic Bayesian networks, Markov assumption, transition model, sensor model, inference problems: filtering, prediction, smoothing, most-likely explanation, special cases: hidden Markov models, Kalman filters, Exact inferences and approximations
• Decision making under uncertainty:
  Simple decisions: utility theory, multivariate utility functions, dominance, decision networks, value of informatio
  Complex decisions: sequential decision problems, value iteration, policy iteration, MDPs
  Decision-theoretic agents: POMDPs, reduction to multidimensional continuous MDPs, dynamic decision networks
  
• Simultaneous Localization and Mapping
  
• Planning
• Game theory (Golden Balls: Split or Share) 
  Decisions with multiple agents, Nash equilibrium, Bayes-Nash equilibrium
• Social Choice 
  Voting protocols, preferences, paradoxes, Arrow's Theorem,
• Mechanism Design 
  Fundamentals, dominant strategy implementation, Revelation Principle, Gibbard-Satterthwaite Impossibility Theorem, Direct mechanisms, incentive compatibility, strategy-proofness, Vickrey-Groves-Clarke mechanisms, expected externality mechanisms, participation constraints, individual rationality, budget balancedness, bilateral trade, Myerson-Satterthwaite Theorem

1. Artificial Intelligence: A Modern Approach (Third Edition), Stuart Russell, Peter Norvig, Prentice Hall, 2010, Chapters 2-5, 10-11, 13-17

2. Probabilistic Robotics, Thrun, S., Burgard, W., Fox, D. MIT Press 2005

3. Multiagent Systems: Algorithmic, Game-Theoretic, and Logical Foundations, Yoav Shoham, Kevin Leyton-Brown, Cambridge University Press, 2009

- foundations of problem solving and system modeling, discrete event systems
- properties of processes, modeling using automata and Petri-nets
- design considerations for processes (mutex, deadlock avoidance, liveness)
- optimal scheduling for processes
- optimal decisions when planning manufacturing systems, decisions under uncertainty
- software design and software architectures for automation, PLCs

J. Lunze: „Automatisierungstechnik“, Oldenbourg Verlag, 2012
Reisig: Petrinetze: Modellierungstechnik, Analysemethoden, Fallstudien; Vieweg+Teubner 2010
Hrúz, Zhou: Modeling and Control of Discrete-event Dynamic Systems; Springer 2007
Li, Zhou: Deadlock Resolution in Automated Manufacturing Systems, Springer 2009
Pinedo: Planning and Scheduling in Manufacturing and Services, Springer 2009