TU Delft
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2007/2008 Technology, Policy and Management Master Management of Technology
The Internal Organization of the Firm
Module Manager
Name E-mail
Dr. R. Dekker    Ronald.Dekker@tudelft.nl
Name E-mail
Dr. G. van der Velde    G.vanderVelde@tudelft.nl
Dr. R.M. Verburg    R.M.Verburg@tudelft.nl
Contact Hours / Week x/x/x/x
Education Period
Start Education
Exam Period
Course Language
Required for
Expected prior knowledge
basic understanding of microeconomics (MOT1420)
The three courses in this module comprise 7 credit points (ECTS)and are:

Financial Planning and reporting (3 credit points);
High-Tech Marketing (2 credit points);
Human Resource Management (2 credit points).
The three courses go into more detail into the internal organisation aspects in high-technology firms (financial management, marketing management and human resource management.

Course Contents
The MoT course at Delft University of Technology aims at delivering students who become managers and decision makers in highly competitive and technology-driven firms. The technological and hence economic and social environment of these firms changes frequently and substantially. Therefore it is of essential importance for future managers and decision-makers to know how to deal with these changes in order to guarantee a continuous business (going concern) of the firm in a dynamic environment. Managers and entrepreneurs need to match their knowledge of the external social and economic environment with the goals of the firm (continuous business, profit maximisation, sales maximisation etc.). They define and decide upon the means to achieve these goals (invest in new technology to keep ahead of the competitors, attract additional high-skilled employees etc.).
A successful manager or technical entrepreneur is only able to fulfill its goals if it receives the correct information from outside but also from inside the firm. This submodule provides the students of MoT with the knowledge that is necessary in order to give a fair judgment on the quality of the information they receive from inside the firm.
In order to prepare the MoT students for a leading position in the high technology firm, they should get three courses go into more detail into the internal organisation aspects in typical high-technology firms.
The courses are:
• Financial Management (Instructor: dr. G. van der Panne; 3 credit points);
• High-Tech Marketing (Instructor: drs. R. Dekker; 2 credit points)
• Human Resource Management (Instructor: dr. R.M. Verburg; 2 credit points);
Course Contents Continuation
Financial Planning and Reporting (FPR)

The objectives of this course are:
• learn to understand and apply relevant techniques for analysing (investment) projects and evaluating investment alternatives;
• learn to understand and interpret financial statements (a company’s balance sheet; profit & loss account; and cash flow statement); learn evaluate the financial performance of companies.
• obtain insight into the way in which (national and international) financial markets affect firm performance.
Concrete elements that will be addressed in the course:
• introduction to techniques of financial planning: pay-back criterion; accounting rate of return; net present value (NPV); and internal rate of return (IRR). Time value of money; discounting techniques. Techniques for analysing financing alternatives; the role of risk analysis in investment decisions.
• interpreting financial statements of corporations: the balance sheet; the profit & loss account; the cash flow statement. Discussion of the value problem: the market value of a firm versus the book value versus the shareholders’ value. Evaluation of financial performance: ratio analysis (liquidity ratios; profitability ratios; turnover-control ratios; leverage ratios).
• overview of (national and international capital markets); market imperfections; analysis of the impact of capital markets on firm performance.

High-Tech Marketing (HTM)

The objectives of this course are:
• to make the MoT-student familiar with the basics and techniques of marketing management;
• to show the MoT-student the differences between traditional marketing and marketing of high-technology products;
• to learn the MoT-student to write a marketing plan for a high technology product or firm.
Concrete elements that will be addressed in the course:
• introduction to marketing: what needs might be met with the new product, who are the potential customers; how large is the potential market
• dealing with special elements of high-technology marketing: distribution channels and supply chain management; understanding high tech customers, E-business and internet marketing
• introduction to marketing research in high-tech markets: how to minimise the high uncertainty in high-technology marketing; lead user processes; empathic design

Human Resource Management (HRM)

The objective of this course is: To provide insight in the role and nature of Human Resource Management for the success of high technology firms;

Concrete elements that will be addressed in the course:
• introduction: how to fit humans and organisation, particularly in modern flexible virtual organisations and business strategies;
• recruitment, selection and competence management;
• the internal labour market: career development, training;
• compensation and motivation, job design and incentive payment, performance evaluation;
• fit between Human Resource Management and business strategy
• economic approach to HRM practices

Study Goals
see Course contents under the headings for the three different courses
Education Method
The organisation of the courses will be in the form of a concentrated period of six/seven weeks. The time necessary to spend on the courses in the present module is as follows:

84 hours FPR course (2 hrs lectures, once or twice a week)
56 hours HTM course (2 hrs lectures, once or twice a week, groupwork)
56 hours HRM course (4 hrs workshops, groupwork)
Computer Use
basic office tools, word processing, etc.
Literature and Study Materials
Financial Planning and Reporting
Required reading: Higgins, R.C. (2001), Analysis for Financial Management, 7th Edition, Boston, Irwin/McGraw-Hill.

High-Tech Marketing
Required reading: Mohr, Sengupta & Slater (2004); Marketing of High-Technology Products and Innovations 2/E, Prentice Hall.

Human Resource Management

The method of assessment will be tailor-made for each of the different courses and the chosen method of assessment will be announced well beforehand on Blackboard.

Financial Planning and Reporting: written examination
High-Tech Marketing: 4 written assignments combined in a ‘dossier’ (groupwork)
Human resource management: written examination and (group) assignments

The grade for the module will be a weighted average of the grades for the individual courses (FPR weight: 3; HTM weight: 2; HRM weight: 2).
NB: It is not possible to pass this module if either one of the grades for the three courses is below 5.0 !!!!
Permitted Materials during Tests
Enrolment / Application
Through Blackboard