At the end of the course, students should be able to:
1. Understand the objective of financial accounting.
2. Understand the financial statements structure and content.
3. Analyze and describe the effect of decisions and business transactions on the financial statements.

Chapter 1 - Accounting as a language of business
Chapter 2 - Financial statements
Chapter 3 - Balance sheet
Chapter 4 - Income statement
Chapter 5 - Statement of cash flows
Chapter 6 - Tanglible fixed assets
Chapter 7 - Inventory
Chapter 8 - Operations at the end of reporting year

1. Periodic evaluation:
- Group work (30%)
- Final exam (70%).
Requirements:
- A minimum level of attendance is not required.
- Minimum grade of 8,5 points in the final exam.
Approval requires a minimum of 10 points.
2. Evaluation by exam
- Final sitting exam (100%).
Approval requires a minimum of 10 points.

By the end of the unit the student should:
1. know the basic concepts of microeconomic theory;
2. understand the relevant modelling techniques;
3. use theoretical knowledge in the analysis of real markets;
4. combine the conceptual, mathematical and graphical approaches to solve specific problems.

1. Introduction to markets: demand, supply and equilibrium.
2. Consumer theory
The budget constraint and the set of feasible choices; preferences and utility; optimal choice; individual demand; market demand; elasticities; extensions to the rational consumer model.
3. Producer theory
Technology and the production function in the short and in the long run, marginal productivities and scale returns; short and long run costs; profit maximization.
4. Market structure
Perfect competition: assumptions; the individual supply curve and market supply; market equilibrium in the short and in the long run; consumer and producer surplus; the efficient market result; introduction to market failures.
Monopoly: the firm's choice; efficiency losses; natural monopolies; price discrimination.
Imperfect competition: basic game theory, Nash equilibrium; examples of oligopoly models; cartels and regulation.

Continuous evaluation includes the following elements:
- Two quizzes, each having a weight of 20%;
- Participation in class, including problem set resolution (10%);
- Written exam at the end of the term (50%).*

*In order to get a positive grade in the course, the mark of the written exam cannot be below 8.0.

At the end of this course, students should:
LG1. Describe the evolution of the Marketing concept;
LG2. Analyse the main market performance indicators;
LG3. Identify methods for gathering information about the consumer;
LG4. Develop a portfolio analysis with an external and internal vision of the organization;
LG5. Develop a SWOT analysis;
LG6. Identify target markets and define a positioning strategy;
LG7. Identify marketing-mix politics.
LG8. Identify future trends in marketing.

P1. Evolution of the Marketing concept
P2. Marketing Plan
P2.1. Plan components and control
P2.2.Organizational structure
P3. Situational Analysis (offline and online)
P3.1. Market
P3.2. Consumer behaviour
P3.3. Market intelligence
P3.4. Competition analysis
P3.5. Company analysis
P3.6. Portfolio analysis
P3.7. SWOT analysis
P4. Segmentation and Targeting
P5. Positioning
P6. Marketing-mix (offline and online)
P6.1.Product
P6.2. Price
P6.3. Placement
P6.4. Promotion
CP7. Future Trends in Marketing
CP7.1 Digital Transformation
CP7.2 The role of Generative AI in Marketing
CP7.3 The role of Marketing for a Sustainable future

Continuous evaluation: Individual participation in class (15%); Individual discussion of the workgroup project: (20%); Workgroup report (10%); individual case studies (15%); Final individual exam (40%). Minimum grade in any of the components: 8 values, min. 10v. for final approval. Attendance to classes of at least 2/3 (less will exclude students from this evaluation scheme). Failure in the regular grading system have two additional moments to pass, each worth 100% of the final grade.
A final above 16 may imply an additional oral examination.

At the end of the course, the student shall be able to:
1. Discuss the role of the organizations and managers in the society, as well as, identifying the different theories of management and their effects on the labor and on the performance of the organizations
2. Understand and analyze the effects of the business environment over the organization
3. Discuss and analyze the performance of managers from the point of view of the functions of management
4. Frame and discuss management work under the scope of innovation, social responsibility, and sustainability

S1. Managing in organizations
1.1 Organizations and management of organizations

S2. Theories of management
2.1 Rational goal models
2.2 Internal process models
2.3 Human relations models
2.4 Open systems models
2.5 The competing values framework

S3. The business environment
3.1 The competitive environment
3.2 The general environment
3.3 The stakeholder analysis

S4. Functions of management
4.1 Planning
4.2 Organizing (organizational and management structures)
4.3 Leading
4.4 Controlling

S5. Innovation in organizations
5.1 Entrepreneurship and innovation
5.2 The process of innovation

S6. Social responsibility and sustainability
6.1 Ethics
6.2 Corporate Social Responsibility
6.3 Sustainability

The assessment is twofold: Periodic and Final Exams

Periodic assessment
The periodic assessment comprises the following items:
In class oral presentation - 15%; and, group report - 20%
mid-term test - 10%
Final test - 55%;
The minimum grade for validation of the assessment, for all components, is 7.50 valores. The required attendance record is 80%.

Final exams
There are two phases of final exams at the end of the semester. The passing grade in the exam is 10 valores and it counts for 100% of the final grade.

Note:
The students who fail to pass in the periodic assessment may take the final exam of the second phase.
The students who have got a final grade of 17 valores or above, will have to submit to an oral exam. It is assured the minimum grade to be granted will be no less than 17 valores.

At the end of the course the student will learn:
LG1. The concept of the derivative as a special type of limit and an essential tool to solve problems such as rates of change, optimization or approximation of functions by polynomials
LG2. The definite integral and its connection to differential calculus; the integration methods that allow integrating simpler functions, but also more complex functions; how to use the integral to, for instance, calculate areas between curves
LG3. What a differential equation is and its importance in mathematical modeling; to solve separable equations and to know about its application to population growth models
LG4. Series and their convergence; how to determine the convergence of geometric series, as well as use them to solve some real problems; the importance of series in the representation of functions as sums of infinite series and analyze phenomena by substituting a function for the first terms of the series that represents it

CP1. Derivatives
Derivatives; the derivative as a function; the Chain Rule; implicit differentiation; inverse functions and their derivatives; linear and quadratic approximations; Taylor polynomials; applications of differentiation (rates of change in the Natural and Social Sciences, the Mean Value Theorem, L'Hôpital's rule)

CP2. Integrals
Introduction to integrals; antiderivatives; integration techniques; the definite integral, the Fundamental Theorem of Calculus and indefinite integrals; applications of integration (areas between curves, average value of a function, applications to economics)

CP3. Differential Equations
Modeling with differential equations; separable equations; models for population growth

CP4. Series
Sequences and series; geometric series and some convergence tests; applications of series in economics and finance

There are two grading schemes:

1. Periodic Assessment:
a) 8 online quizzes (10%), one question each, performed in the Moodle platform during the classes period.
b) 2 in-class tests (30%), performed in a theoretical class.
c) Final Test (60%) in the 1st or 2nd examination period; the minimum grade is 8.5 pts.

If the grade obtained in the Final Test is higher than the grade obtained in the total periodic assessment, the grading scheme automatically passes to exam assessment.

2. Exam Assessment:
A Final Exam (100%) in the 1st or 2nd examination period.

The Final Test and the Exam will be the same for all students, covering the entire program.
The minimum grade for this course is 9.5 points (out of 20).

After being approved in this course, students must be able to:
LG1: Understand the relevance of management accounting in organizations;
LG2: Apply cost allocation methods;
LG3: Identify the income effects of alternative cost accumulation systems;
LG4: Apply the basis of accounting information in decision making processes.

1. Aims of management and cost accounting
2. An introduction to cost terms and purposes
3. Alternative cost accumulation systems, income and inventory effects
4. An introduction to cost-volume-profit analysis
5. Joint costs
6. Cost allocation
7. Job costing and process costing

1.Periodical evaluation
2 Mid-term tests: 25% each;
Final test: 50%.
This grading system requires attendance to classes of at least 2/3; delivery the two mid-term tests; minimum average mark of 7,5 between the two mid-term tests and a minimum grade of 7.5 in the final test.

Exam 1st sitting and 2nd sitting: written test 100% (minimum mark for approval: 10).

With this curricular unit the student should be able to:
1. Describe the variables and the formulas needed to construct a calculation model;
2. Use basic features of a spreadsheet;
3. Use functions for building models in a spreadsheet;
4. Construct advanced models applied to management in a spreadsheet;
5. Compute automatic procedures with the use of VBA.

The main issues to be addressed are:
1. Introduction to spreadsheets
2. Model construction
3. Information extraction
4. Introduction to Visual Basic for Applications

Periodical Assessment:
- Group work (40%) - Project made by a group of students. Mandatory, no minimum score.
- Individual Test (60%) - Written test, mid-term, scheduled online via e-learning and support by Zoom. Mandatory, with a minimum score of 8 (in 20).
Final exam (100%):
- Individual written exam, without consultation, encompassing the entire syllabus.
Takes the final exam - in season 1, 2 or special (according to the pedagogical rules) - who has not concluded the periodical assessment successfully, with an average score greater than or equal to 10 (out of 20).

At the end of this learning unit's term, the student must be able:

1. To explain the concept of time value of money, discounting and compounding and to be able to compare cash flows with different timetables;
2. To compute cash flows from applications and financing operations;
3. To characterize the organization of the main financial markets;
4. To compute currency and interest rate operations;
5. To describe the concept of business profitability and to compute and analyze the more relevant profitability ratios linking profitability with the firm's capital structure;
6. To analyze the financial condition of a firm and to compute and analyze the more relevant financial ratios;
7. To describe and compute de concept of working capital and to link it with the firm's financial condition;
8. To describe and compute the concept of cash flow in capital investment valuation;
9. To describe and compute the main valuation criteria used in capital investment analysis.

I - Time Value of Money
1. The concept of interest rate, consumption and saving
2. Nominal and real interest rate
3. Financial intermediation and risk
4. Simple and compounding interest
5. Discounting and compounding factors
6. Periodic/regular flows: rents
7. Applications and financing operations

II - Markets, Instruments and Financial Institutions
1. Foreign exchange market: the currency rate
2. Monetary market: the interest rate
3. Capital markets: primary and secondary markets
4. Financial Institutions
5. Financial information: sources and analysis

III - Financial Analysis
1. Economic and financial flows
2. Income and profitability ratios
3. Financial leverage
4. Sources and application of funds
5. Working capital
6. Solvency
7. Cash flow analysis

IV - Capital Investments
1. Typology of investments
2. The concept of the project's cash flow map
3. Valuation methodology
4. The discount rate
5. Valuation criteria: NPV, IRR, PI and PAYBACK

Each student should acquire analytical, information gathering, written and oral communication skills. Will be used the following learning methodologies (LM):
1. Expositional, to the presentation of theoretical frames
2. Participative, with analysis/resolution of exercises
3. Participative, with analysis/discussion of case studies
4. Active, with the realization of individual and group works
5. Self-study, related with autonomous work by the student

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Periodical Evaluation:
Three Mini-tests; 1st mini-test 35% (in person); 2nd mini-test 35% (in person). 3rd mini-test 30% (in person).
There is no minimum grade on each individual mini test.
An additional evaluation may be requested to students with a final grade higher than 16.
Enrollment for the mini-tests may be mandatory.

Evaluation by exam: 100% of the grade.

At the end of the course the student will learn:
LG1. To master the vector and matrix language, and to use it to solve and classify systems of linear equations; to calculate, interpret and apply determinants of matrices; to calculate and interpret eigenvalues and eigenvectors, to diagonalize matrices and apply these tools to classify quadratic forms.
LG2. To know different points of view when studying functions of more than one variable (descriptive, numerical, algebraic and graphical), as well as the fundamental concepts of limit and differentiability of these functions.
LG3. To recognize and solve optimization problems, not constrained and constrained, involving functions with more than one variable; to recognize and formulate a linear optimization problem and graphically determine its optimal solution in the case of two variables.

CP1. Linear algebra
- Systems of linear equations
- Matrices and matrix operations
- Determinants
- Eigenvalues and eigenvectors
- Quadratic forms
CP2. Functions of more than one variable
- Functions of two (or more) variables
- Limits and continuity
- Tangent planes and linear approximations
- The chain rule
- Directional derivatives and the gradient vector
CP3. Otimization in R^n
- Unconstrained extrema in R^n: local and global extrema
- Constrained extrema in R^n: Lagrange multipliers
- Linear programming: graphical method, economic interpretation

Approval in this curricular unit (9.5 points or more, out of 20) can be achieved through any of the two possible modalities:

(PA) Periodic Assessment:
- Three in-class mini-tests (10%), at the beginning of certain lectures. Among these, only the best two grades count (5% each); a minimum grade of 10.0 points (out of 20) in the average of the best two mini-tests is required.
- Three online quizzes (15%), performed in the e-learning platform Moodle. The average of those three evaluations counts towards the final grade (5% each); a minimum grade of 10.0 points (out of 20) in the average is required.
- Final exam (75%): written Exam in the 1st or 2nd examination period; minimum grade required: 8.0 points (out of 20).

(EA) Exam Assessment:
- a Final Exam (100%) in the 1st or 2nd examination period.

1. A student is excluded from the Periodic Assessment modality, automatically switching to the Exam Assessment modality, if the average of the three quizzes or the average of the best two mini-tests is less than 10.0 points (out of 20).

2. If the grade obtained in the Final Exam is greater than the grade obtained in the Periodic Assessment, then the modality automatically switches to Exam Assessment. (That is, the best of the two grades is the one that prevails.)

3. Online quizzes rules:
- Three quizzes, throughout the term, using the e-learning platform Moodle.
- The quizzes can be taken anytime during specific 72 hour (minimum) slots, opportunely communicated to the students, but once initiated they have a maximum duration of 30 minutes.
- Each student has a single attempt to answer each test.
- The final quizzes' grade will be the average of the 3 quizzes.

4. Evaluation during the special season ("época especial") is performed exclusively through the Exam Assessment modality.

5. Repeating students have the same assessment modalities, subject to the same rules.

6. The instructors reserve the right to conduct oral examinations to students obtaining a grade greater or equal to 17, as well as to students who have taken exams online.

Learning objectives:
LG1 - To communicate ideas in a structured and clear manner.
LG2 - To behave properly, with professional appearance, during oral presentations.
LG3 - To use audiovisual support instruments in an effective way.
LG4 - To comment on personal oral presentations and provide clear and structured feedback.
LG5 - To identify personal learning needs and be able to create effective self-development plans

Topics:
T1 The importance of public presentations
T2 Planning and structuring oral presentations
T3 Mind Map
T4 Transmission Methods
T5 Rules for slide presentation
T6 Resources
T7 Verbal Communication
T8 Nonverbal Communication
T9 Interaction Techniques
T10 The feedback.

1) Evaluation based on continuous attendance (in person)
- Successful completion of the online course - mandatory
- Attendance in 75% of classes (assessment of Attendance and Class Participation)
- Individual and pair presentations in the classroom (80%)
- Presentation Feedback Forms (10%)
- Mind Maps and Presentation support materials 10%
2) Exams
- Final evaluations tests: 100%
- Possibility of oral assessment, the teacher can request an oral discussion to define the final grade, individually or in pairs.
To successfully complete the continuous assessment, students cannot have less than 7 points in any of the selected assessment components.

The following competencies should be developed:
LG1 - To be able to differentiate various types of technical reports;
LG2 - To foresee the structure of the different sections of a technical report
LG3 -To classify and adquire the precise information for insertion in reports;
LG4 - To effectively synthesize ideas and conclusions
LG5 - To cite and paraphrase adequately
LG6 - To use the effective ways of graphical presentation of statistics

Topics:
T1 -Types of reports: identifying the basic formats.
T2 -Structural elements of a technical report .
T3 -Characteristics of a technical text: objectivity, clarity.
T4 -Written communication techniques: how to write a concise, pertinent, and clear text.
T5 -Organization of ideas: how to improve the message comprehension and to highlight the essential information;how to do a effective synthesis.
T6 -Basic rules to guarantee the reports grammatical quality (orthography and syntactical structure).
T7 -Mistakes to avoid: ambiguity, clichés, tautologies, colloquialisms;
T8 -Crediting sources, how and when to cite using quotes and paraphrasing, references.
-How to use text processing an presentations software in report writing.

Teaching methods will combine several approaches to promote the intended learning skills and aiming to promote students autonomous and continuous learning.
Namely it will include blended-learning program, exercises, in-class document analysis and discussion

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1-Ongoing evaluation (b-learning)
Minimum attendance at 2/3 of presencial classes
Approval on online courses(mandatory)
In-class participation and autonomous exercises - 30%
Writing a technical report 70%
2-Ongoing evaluation (presencial classes)
Minimum attendance at 2/3 of presencial classes
In-class participation and autonomous exercises 30%
Writing a technical report 70%
3-Final evaluation
Writing a technical report 100%
In each semestre only one ongoing evaluation prevails

LG1. Ability to discuss business related topics fluently
LG2. Consolidation of grammar
LG3. Ability to write a letter of application, CV and report
LG4. Ability to make a well structured presentation
LG5. Ability to describe trends, graphs and statistics
LG6. Good understanding and use of numbers
LG7. Ability to understand and discuss relevant headlines and news
articles.
LG8. Use formal written and spoken English

The course work of Business English is organized around the following topics.
S1 Company Structures
Describing department functions
Using numbers, dates, times, statistics
Describing change e.g rise/fall, increase/decrease etc
S2 Recruitment
Writing a letter of application
CVs
S3 Banking and money
Talking about money, and banking services
The language of graphs
S4 The language of presentations
55 Discussion of relevant newspaper articles.
S6 Consolidation of grammar: verbs, prepositions, articles, etc.
Formal vs informal English when writing and speaking

1.TP lessons(24h): development of fluency, key grammar and vocabulary through explanations and participatory methodologies; use of graphs to practice numbers; explanation and application of presentation language; news headlines for discussion. 2.Self Study(26h): study recommendations given at the end of each lesson. This includes: homework exercises; preparation of business presentation and report; grammar review; regular consultation of English news sites e.g. BBC.

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Continuous or periodic/final:
A) Continuous
Participation and attendance (10%)
Presentation (group or individual, defined by the teacher) and individual report on the subject of the presentation (40%).
Test (50%).

B) Periodic/Final
Individual presentation and Report (50%)
Final Exam (50%)

*The evaluation fields apply to all existing teaching modalities (in person, b-learning, mixed or e-learning). There is a minimum grade of 8.5 for each evaluation element.

At the end of the curricular period, the student must:
LG1. Know and use the main concepts of univariate and bivariate descriptive statistics
LG2. Understand and apply the most important concepts of statistical inference within the scope of confidence intervals, parametric tests, and non-parametric tests most appropriate to each situation.
LG3. Know how to apply a linear regression model
LG4. Know how to interpret SPSS Statistics outputs.

P1. Descriptive and exploratory analysis of univariate data
P1.1 Data types and data sources
P1.2 Nature of variables
P1.3 Descriptive statistics
P2. Descriptive analysis of bivariate data
P3. Inferential analysis
P3.1 Confidence intervals for one mean
P3.2 Parametric tests: t-test for one mean; t test for the difference of two means (independent and paired samples); test for the equality of more than two means with independent samples (One-way Anova).
P4. Linear regression
P4.1 Simple linear regression: model, assumptions, model validation, estimation of model coefficients with IBM SPSS Statistics, and prediction.
P4.2 Multiple linear regression: model, assumptions, model validation, estimation of model coefficients with IBM SPSS Statistics, and prediction

Periodic evaluation:
a) 2 Exercises with a weight of 15% each and a minimum grade of 7.5 points
b) Written test (70%) and a minimum grade of 7.5 points
The periodic evaluation requires attendance in at least 2/3 of the classes and approval will be obtained by students with a final minimum overall grade of 10, provided that they did not have a grade lower than 7.5 in any of the written individual tests.
Final evaluation:
Theoretical exam (70%) + practical exam (30%). It requires a minimum grade of 7.5 points in each exam, provided the final classification is at least 10 points.

1.Know how to distinguish the various types of customers and consumers
2.Understanding the consumer as an individual and decision maker
3.To understand how social, economic and cultural patterns determine consumers' attitudes and behaviour
4. To Understand the purchasing process
5. Know the explanatory models of consumer behavior
6. To Understand the mechanisms that generate customer and consumer decisions
7.Develop a project on an innovative topic applied to consumer research
8. Make presentations of work carried out or cases studied
9. Participate in collective discussion about real cases and situations

1- Insertion of customer and consumer behavior into marketing dynamics
2- Structural characteristics of private consumers
3- Structural characteristics of business and institutional clients
4- Factors influencing purchasing and consumption behaviors
5- Decision process and purchasing journey
6- Characterization of purchasing needs
7- Characterization of purchasing motivations
8- Consumption models and decisions
9- Process of selecting suppliers and purchasing locations
10- Brand selection process
11- Purchase and consumption experience

The periodic evaluation system includes:
-Participation in class (20%)
-Work project (20%)
-Final exam (60%)
Minimum grade in any of the components - 8 values
This global grading system requires a rate of attendance to classes of at least 80%.
Students that fail in the regular grading system have two additional moments to pass: first and second exams, each worth 100% of the final grade.

1.To understand the integration of digital marketing strategies in the overall marketing strategy of the company;
2. To explore the impact of digital in transforming the marketing mix;
3. To practice the principles of digital marketing planning focusing on the context of a webshop;
4. To provide an overview on best practices in digital marketing;
5. To understand the main metrics and KPIs related to digital strategies.
6. To become more aware of sustainability and responsible businees

1.Digital behaviors: Access; Engage; Collaborate; Customize; To connect
2.Access: Applications
3. Customization: Applications
4. Engagement: Applications
5. Connect: Applications
6. Electronic Commerce

Student should acquire analytical, information gathering, written and oral communication skills. The following learning methodologies(LM) will be used: 1.Expositional to the presentation of the theoretical reference frames; 2.Participative, with analysis and resolution of application exercises, and analysis and discussion of case studies, and of support and reading texts; 3.Active with the development of individual and group assignments; 4.Self-study related with autonomous work by the student.
4. The discipline will be integrated with Atelier Digital.

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- Minimum 80% attendance:
a) Exam 50%;
b) Team exercises: 40%;
c) Indiv. participation: 10%.
Minimum grade of 9,5 in each assessment or group of individual assessments. Final score at least 10 points for approval.

- Students who choose only the individual exam, minimum of 10 and the exam accounts 100% for final grade. Re-sitting: Students who fail in the regular season or wish to try improving their grade. Exam accounts 100% for final grade, minimum score 10 points.

At the end of this curricular unit, students should be able to:
1. Identify and characterize the main key concepts and theories of product-mix;
2. Identify and characterize the main key concepts and theories of distribution;
3. Identify and characterize the main key concepts and theories of pricing;
4. Identify and characterize the main key concepts and theories of promotion;
5. Demonstrate how to apply key tools of Marketing Mix in practical situations.

0. The articulation between strategic and operational planning.
1. Setting Product Strategy (good, service or idea)
- Brand equity.
- The product-mix for goods Vs services.
- New product development.
- Product line management.
2. Marketing Channels
- Relationships and Types of intermediaries.
- Functions of distribution.
- Channels of distribution: importance, composition and characteristics.
- Distribution of Producer and Retailer.
- Merchandising.
3. Developing Pricing strategies and programs
- Determining factors: internal and external.
- Price strategies.
- Price criteria.
- Target market reaction to price change.
4. Designing and Managing Integrated Marketing Communications
- The influence of the consumer buying decision process on marketing communications.
- The communications mix:
Advertising
Sales Promotion
Public Relations
Sales Force
Direct Marketing
The influence of relationship marketing on the communications mix.
Promotion and Advertising Plans

During the learning-teaching term each student should acquire analytical, information gathering, written and oral communication skills, according with the established learning outcomes for this unit.

To contribute to the acquisition of these skills will be used the following learning methodologies (LM):

1.Expositional
2.Participative
3. Active
4.Self-study

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Periodical evaluation: Assessment throughout the term: Individual end-of-term exam 50% (min grade 8). Group Works 40% (min grade 10). Individual evaluation - participation and cases studies 10% (min grade 10).
OPTION 2: End-of-term exam - 100%.

The student must ensure class attendance of at least 2/3 of the classes.

Students with a final grade above than 16 may have an additional oral examination.

To help prepare an integrated Plan of Group Work and skills development
2. To characterize the methodologies of data gathering and information presentation in Marketing
3. To identify the different types of negotiation and negotiators
4. To characterize the main strategies and tactics of negotiation
5. To develop mutual advantageous options
6. To prepare a negotiation
7. To lead a negotiation
8. Auto evaluate the business process and to prepare a follow-up strategy

1. Success principles
2. Definition of Objectives and elaboration a Personal Development Plan
3. Planning methods, elaboration of chronograms and time management
4. Thesis, reports and school reports
5. Data gathering methods in Marketing
6. Marketing presentations - Written and verbal
7. Group work presentation Plan of Group and Development Skills
8. Negotiation bases
9. Negotiation Models
10. Basic elements of the negotiation
11. Negotiation typologies
12. Exercises of negotiation: mutual advantageous options
13. Cognitive processes: heuristics
14. Negotiation errors
15. Negotiation phases:
e) Preparation
f) Rehearsal
g) Lead/Conduction
h) Follow-up
16. Forms to conduct a negotiation
17. Negotiation stiles
18. Ethics in negotiation
19. Methodology Getting to yes
20. Mediation and arbitrage
21. Critical factors of success in negotiation
22. International negotiation

The periodic evaluation system includes:
- Participation in class (10%)
- Project Plan of Group work and Development Skills (15%)
- 2nd Project Negotiation (25%)
- Final exam (50%)
This global grading system requires a rate of attendance to classes of at least 80%. If inferior to 80%, the student will be automatically excluded from this evaluation.
Students that fail in the regular grading system have two additional moments to pass: first and second exams, each worth 100% of the final grade.

At the end of the curricular period of this UC, the student should:
1. Have acquired knowledge and skills in Segmentation Methodologies.
2. Know how to use the SPSS-Statistics software to carry out a segmentation being able to obtain, validate and interpret their results in the Marketing domain.

1. INTRODUCTION
1.1 What objectives for segmentation?
1.2 Data for segmentation
1.2.1 Analytical and business requirements
1.2.2 Typology
1.3 Step by Step segmentation
2. ANÁLISE DE DADOS PARA SEGMENTAÇÃO
2.1 Measurement types
2.2 Diversity measures
2.3 Measures of association
2.4. (Dis)similarity measures
2.5 Simple and multiple linear regression models
2.6 Data analysis for segmentation in SPSS
3. PICTURING DATA FOR SEGMENTATION
3.1 Principal Components based graphics
3.2 Multidimensional Scaling based graphics
3.3 Other graphics
3.4 Picturing data for segmentation in SPSS
4. SEGMENTATION TECHNIQUES
4.1 Hierarchical Algorithms
4.2 Two-Step Algorithm
4.3 Segmentation algorithms in SPSS
5. EVALUATION OF SEGMENTATION RESULTS
5.1 Cohesion-separation and indices of agreement between clusterings
5.2 Criteria for effective segmentation
5.3 Profiling clusters
5.4 Evaluating segmentation results in SPSS

- group work with eventual oral discussion with minimum grade 10 (50%)
- individual test with minimum grade 8 (50%)
Students may submit to a individual Final Exam including the individual test (1st part) and a 2nd Part regarding SPSS evaluation with 35% weight. In this evaluation the students have to achieve a minimum grade of 8 in each part of the exam and a minimum average grade of 10. Those who obtain a grade higher than 17 will be subject to an oral examination to defend their grades.

1. To understand different strategic analysis situations, including the analysis of the environment, industry, and stakeholders and their influence on the internal analysis of organizations.
2. To use rational approaches to identify and choose strategic alternatives
3. To analyze issues and practices related to the implementation and control of chosen strategies.
4. To incorporate principles of ethical, responsible and sustainable management into strategic decision-making.
5. To understand current themes in the area of Strategic Management.
6. To develop critical thinking.
7. To have autonomy to plan learning processes to advance knowledge in the area under study.

1. Basic Concepts (from positioning to movement)
2. Ethics, CSR and Sustainability
3. Strategy Formulation - vision, mission and values
4, The Resource Based View and Dynamic Capabilities
5. External (macro analysis)
6. Industry and Competitor Analysis
7. Strategic choice (competitive strategies)
7.1. The generic strategies
7.2. Blue Ocean Strategies
8. Strategic choice (corporate strategies)
8.1. Vertical integration
8.2. Diversification
8.3. Strategic alliances
8.4 internacionalization
9. Implementation
10. Strategic Control & Balanced Scorecard
11. Corporate Governance
12. Current issues in strategic management

Option 1(Periodic assessment)

-50%: End of term Test (AW=30+3 hrs)
-50%: Group assignment throughout the semester divided into 4 presentations (15% +15% +10% +10%)

Approval: Weighted average of 10 or more (0-20 scale); the end of term test and the weighted average of the remaining periodic assessment components cannot be less than 8 (0-20 scale).

Option 2 (End of term exam)
Approval: 10 (on a 0-20 scale)

By the end of the course, students will be able to:
LG1 Translate a marketing problem into a feasible research question;
LG2 Appreciate marketing research as a process that involves a sequence of activities;
LG3 Have a general understanding of the strengths and weaknesses of alternative research designs;
LG4 Recommend the best sampling design for different situations;
LG5 Be aware of the ethical issues in marketing research;
LG6 Analyze research results with appropriate data analysis techniques;
LG7 Understand how social media is impacting marketing research; and
LG8 Design and execute both qualitative and quantitative studies and present the research results.

I Marketing Research Design Formulation
I.1 Introduction
I.2 Research design formulation
I.2.1 Primary vs. secondary data
I.2.2 In-depth interviews
I.2.3 Surveys
I.2.4 Focus Groups
I.2.5 Projective techniques
I.2.6 Observation
I.2.7 Causal research design
I.3 Sampling: design and procedures
I.4 Fieldwork
I.5 Ethics in Marketing Research
1.6 Data collection, analysis, and reporting

II. Market Research Studies
II.1 Brand: awareness, image, and equity
II.2 Consumer Behavior and Market Segmentation
II.3 Service Quality
II.4 Evaluation of Marketing Mix Campaigns
II. 5 Sales forecasting

III Social Media Marketing Research
III.1 NewMR: Evolution or Revolution?
III.2 Participatory Blogs
III.3 Blog and Buzz Mining
III.4 Online Research Communities
III.5 We-research
III.6 Predictive markets
III.7 Virtual worlds

Student should acquire analytical, information gathering, written and oral communication skills, according to the established learning outcomes for this unit.
The following learning methodologies (LM) will be used:
Expositional, to the presentation of the theoretical reference frames.
Participative, with analysis and resolution of exercises.
Active, with the realization of one test and one report.
Self-study, as is contemplated in the Class Planning.

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The continuous evaluation comprises individual class activities (20%), group project (30%) and 1 written test (50%, min. grade 10). Those that fail in this kind of evaluation have the 2º exam. To improve their grade only the 2º exam is available.
The evaluation can also be made through a 1º and 2º exam.
In both systems, the min. grade to pass is 10 (also applies to each component of the assessment).

At the end of the curricular period of this UC, the student should:
1. Have acquired knowledge and skills in Segmentation Methodologies.
2. Know how to use the SPSS-Statistics software to carry out a segmentation being able to obtain, validate and interpret their results.

1.INTRODUCTION
1.1. Objectives
1.2. Data for segmentation
2. PICTURING DATA FOR SEGMENTATION
2.1. Metric variables: Principal Components Analysis (PCA)
2.2. Nominal variables: Multiple Correspondence Analysis
2.3 Metric, nominal or ordinal variables (Categorical PCA)
3. MEASUREMENTS
3.1 Types of measurement
3.2 Measures of diversity
4. SEGMENTATION TECHNIQUES
4.1. Hierarchical algorithms
4.2. k-means algorithm
4.2. Two-Step algorithm
5. EVALUATION OF SEGMENTATION RESULTS

- Most classes are theoretical and practical including lectures to present the theoretical frameworks and participative classes where, the analysis and solution of practical exercises illustrate the application of theory.
- There will be some experimental classes in computer lab for introduction to SPSS software and exploit theoretical knowledge using case studies.
- The individual study will be essential to achieve the learning objectives.

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Periodic evaluation:
- 2 individual theoretical-practical quizzes to be realized in lab (15% each)
- Written test, minimum grade 7.5 out of 20 (70%) with a minimum grade of 7.5 out of 20

Exam evaluation:
- Written exam, 70%
- lab exam, SPSS, 30%.
Each exam has a minimum grade 7.5 out of 20.

1. Diagnose and propose solutions to problems of retailers manufactures in their dealings with retailers;
2. Develop a project on an innovative theme applied to a business format;
3. Conduct presentations of the projects or case studies;
4. Participate in discussion about cases and companies situations
5. Being able to project the evolution of the sector, the business strategies and the relationships manufactures / retailers.

1. Retail Marketing
1.1. Critical success factors
1.2. Economic model
1.3. Retailing mix
1.4. Franchising
2. Merchandising
2.1. Functions
2.2. Intervention areas
2.3. Point of sale management
3, Retailtainment
4. Customer journey
5. Omnichannel
6. E-commerce

The periodic evaluation system includes:
- Individual evaluation (10%)
-Group projects (40%)
-Final exam(50%)
Minimum grade of individual evaluation and group projects - 10 values
Minimum grade of final exam - 8 values
This global grading system requires a rate of attendance to classes of at 2/3 of the classes. If inferior, the student will be automatically excluded from this evaluation scheme.

1. Apply presentation and communication techniques.
2. Articulate communication strategy with marketing strategy
3. Prepare communication strategy
4. Planning, elaboration and evaluate specific communication actions, Promotions, Relational Marketing, Public Relations, Sponsoring/Patronage and Sales promotion.
5. Knowing the players and the different ways of relationships
6. Explain and Discuss an Integrated Communication Plan

1. Basic concepts of communication
2. From the Marketing Strategy to the communication strategy
Objectives and targets of Marketing and Communication
Purchase decision process
3. Communication Types
4. The communication Mix
The role of communication in the Marketing Mix.
The communication mix.
5. The actors of communication
The Agencies
Preparation of briefings
6. Advertising
Product Advertising and institutional advertising
Preparation, implementation and evaluation of an advertising campaign
7. Public Relations and Viral Marketing
Objectives, audiences and media
Planning and executing actions
8. Direct Marketing
Preparing, implementing and evaluating a campaign
9. Merchandising
Types of merchandising
Objectives and techniques
10. Sales promotions
Public, objectives and promotional techniques
11. Sponsorship
Objectives and structure of an action
12. Other forms of communication
13. New trends in Marketing communication
14. Integrated Communication Plan

The periodic evaluation system includes:
-Presence and participation in class (20%)
-Group Project (30%)
-Practical project (individual) ? 20%
-Final exam (30%)
This global grading system requires a rate of attendance to classes of at least 80%. If inferior to 80%, will be required to attend to a final examination.
The students that fall under the ?Internal Regulation to the Students with Special Status? must contact the coordinator of the Learning unit.

By the end of this course, students should be able:
LG1: To understand the basic concepts of Operations Management and Supply Chain Management
LG2: To identify products and services that aim to satisfy consumer needs, as well as associated processes
LG3: To understand the structure of Operations and the Supply Chain and its impact on creating competitive advantage
LG4: To apply planning and control techniques to the resources required in operations and supply chains

S1: Introduction to Operations Management
S2: Performance and Operations Strategy
S3: Services and business models
S4: Analysis of the process
S5: Development of new products and services
S6: Definition of the supply network
S7: Organization of space and flows
S8: Aggregated planning
S9: Materials Management
S10: Supply Chain Management
S11: Just in Time and Lean Systems
S12: Quality Management

Alternatives:
i) Periodic assessment:
- Attendance (10%);
- Written Test (20%)
- Teamwork : presentation with notes and discussion (20%)
- Final written test (50%) In continuous assessment, students must have at least 8.5 points in each of the assessment components. Approval involves a final result of at least 10 out of 20. This assessment system requires attendance at at least 80% of the curricular unit classes.

ii) Final written exam (100%); passing grade: minimum 10 out of 20.

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LG1 - Diagnose and propose solutions to problems of Commercial Direction.
LG2 - Develop a project on an innovative theme applied to a specified commercial activity;
LG3 - Conduct presentations of the projects, communicating: the main ideas for the subject proposed, the different problems founded and the main solutions proposed.
LG4- Participate in discussion about cases and companies situations

1.Models of Commercial Direction
2.Organization of a Commercial Department
2.1 Key Account Management
3 RepsTeam Animation
- Training and coaching of a sales team
- Motivation of a sales team
4. Territories and Goals Management
5. Supervision, Performance Evaluation and Control
6. Legal and Ethical Responsibilities of Commercials Directors
7. Future Trends in Sales Management

The periodic evaluation system includes:
- Participation (10%)
- Team Works (40%)
- Final Examination (50%) (at least 8,5)

The students with a final grade above 16 may have an additional examination.

1. Understand the conceptual foundations of decision-making in Marketing.
2. Understand the fundamentals of using Data Science for decisions in Marketing.
3. Describe data mining as a business intelligence technology.
4. Describe text mining and its applications to marketing.
5. Understand how to design a Reporting system for Marketing.
6. Explore some of the emerging technologies that can impact business intelligence in Marketing.

1. Decision Support Systems in Marketing in the Big Data era.
2. The Role of Data Science and Generative Artificial Intelligence in Marketing decision-making.
3. Data Mining and Analytical CRM for Business Intelligence.
4. Text and Web Mining and their applications to Marketing.
5. Reporting Systems for Marketing.
6. Emerging Trends and Impacts in Business Intelligence.

Regular Season: periodic assessment, min 2/3 attendance. a) Individual Exam 50%; b) Individual discussion of the Final Workgroup (35%); Final workgroup report 15%. Minimum grade 7,5 in each assessment. Min. final score 10 points for approval. Students who choose only the individual exam, min 10p. and the exam accounts 100% for final grade. Re-sitting: Students who fail in the regular season or wish to improve their grade. Exam accounts 100% for final grade, minimum score 10p. There is no oral evaluation for improving the grade.

The student is able to master basic concepts of law and to identify and analyze the main phases of the process of creation of a company.
The student understands the relations between the diverse organs of the company.
The student understands the process of elaboration and approval of accounts.

I- Basic concepts of Law
II- Company Law and Commercial Law
III- The place of the company in the Organization of Business
IV- Formation of the company: kinds of companies; the memorandum and the articles of association; the incorporation and its effects.
V- Organization of the company: general meetings; management and administration of the company and the auditors.
VI- The company's transactions, annual accounts and distribution of profits. The maintenance of capital.
VII- Alteration of the memorandum and winding up of the company.
VIII-Commercial contracts (Basic notions. Sale, loan and factoring).

The evaluation will be made on a periodic basis. The result of the test will contribute 20% to the final grade.
The students - in groups of up to four - will write and present a report on the constitution of a company. The result of this evaluation will contribute 30% to the final grade.
The written exam represents 50 % of the final grade, but a minimum score of 8 points is mandatory in order for a student to be approved in the course.
Students may opt just to pass a final exam.

1. To understand the main goals of Human Resources Management and to explicit their integration with General Management
2. Define the main characteristics of planning, recruitment, selection and socialization of new employees;
3. To know the main defining elements of Training, Career and Performance Evaluation policies;
4. Apply the main concepts of Compensation and Conditions of Service to HRM ;
5. Apply theoretical concepts of HR on the analysis of managerial and economic contexts

1. Introduction to Human Resource Management
2. HRM, general management and performance
3. Current trends and the future of work
4. HRM processes and activities
4.1 Analysis and description of functions
4.2 HR planning
4.3 Recruitment and selection
4.4 Welcoming, integration and socialization
4.5 Training
4.6 Performance management
4.6 Careers
4.7 Wages and salary rewards

1. Periodic evaluation:
- Final test 70%
- group work 30%
For approval in periodic evaluation, each evaluation element must have a minimum score of 7.5v and final evaluation with a score greater than or equal to 9.5v.
Students excluded from the periodic evaluation will be able to carry out a final evaluation (100%).
2. Final Evaluation:
final evaluation 100%

1.To characterise the internationalisation process of SMEs and MNEs
2.To explain decisions of globalisation vs. localisation, standardisation/adaptation
3.To conceptualise and develop marketing strategies in foreign markets
4.To identify and classify different foreign market entry modes

I The decision to internationalise
II The international environment and International market selection
III Foreign market entry strategies
IV The international marketing programme

During Learning-teaching term:
-Attendance/case study analysis and discussion during classes: 15%
-A case study presentation within working groups: 35%
-Final test: 50%
Final student classification, 0/20 and assiduity/punctuality = or > than 80%
Minimum grade in any of the components - 8.5 values
Students that fail in the regular grading system have two additional moments to pass: first and second exams, each worth 100% of the final grade.

At the end of this learning unit?s term, the student must be able:
1.Understand and be able to apply the concepts and methodologies needed to develop a Marketing Project
2.Research relevant marketing information for the diagnostic, decision process, market and competitors
3.Project Planning
4.Understand the role of key variables and their contribution to marketing strategy
5.Learn to coordinate a work team
6.Be able to apply techniques of interaction between team members and generate consensus
7.Present and discuss the project

1.Objectives and pedagogic methods of the learning unit;
2.Planning the Project
3.Problem definition/Goals definition
4.Research methodologies
5.Primary and secondary information sources
6.Key skills for teamwork:
7.Management of Project Teams
8.Identify relevant bibliography
9.Analysis/Diagnosis (competitors, market, company)
10.Swot Analysis and strategic guidelines
11.Strategic Vision for the Project
12.Critical Success Factors
13.Middle/Long term Goals
14.Action Plan
15.Implementation Plan
16.Budget
17.Contingency Plan
18.Project Presentation ( Final Report)

Periodic evaluation with 4 intercalar reports with presentation 20%b 1 final report with presentation 50% %Individual test 30% A rate of attendance to classes of at least 80%.
The minimum grade in each of these tests is 8.5. If not aproved, final exam
The students that fall under the Internal Regulation to the Students with Special Status must contact the teacher , in the 1st week of classes towards the insertion in the learning processes and evaluation in the Learning unit.