ABBA Degree Programme in Aviation Business - Study guide

Academic year 2024 - 2025

Air Cargo AIR3PO303-3010 21.10.2024-13.12.2024 5 cr (AB5CQ) +-
Learning objectives

The module advances the following competences with specific focus on air cargo: analytical and strategic thinking, strategic planning, value creation, process development, risk management, safety&security, regulation, strategic sales, enabling digitalization, managing sales and performance, future orientation.

Starting level and linkage with other courses

The module is part of advanced studies in Porvoo Campus competence based curriculum. Prerequisites for the module are that the student has completed basic and professional studies.

Contents

• Strategic planning
• Concept and business development within air cargo
• Digitalization and sustainability within air cargo context
• Sales and business performance management
• Value creation
• Risk management
• Airports and airlines within the air cargo networks
• Key factors and stakeholders in the air cargo industry
• Air Cargo industry forecasts and trends, future
• Air cargo safety and security management and industry regulations

Assessment criteria

Assessment criteria - grade 1

The student has limited abilities to conduct analytical and strategic thinking, strategic planning and has gained limited knowledge of value creation, concept development, risk management , strategic sales and e-commerce, enabling digitalization, managing sales and performance.The student participates in project teamwork, implementation and evaluation with a minimal input. The student is able to operate only when the task and instructions are given and when s/he is aided by other students and the supervisors.

Assessment criteria - grade 3

The student has good abilities to conduct analytical and strategic thinking, strategic planning and has gained sufficient knowledge of value creation, concept development, risk management, strategic sales and e-commerce, enabling digitalization, managing sales and performance. The student participates in project teamwork, implementation and evaluation with active input. The student is able to work and proactively and independently.

Assessment criteria - grade 5

The student has excellent abilities to conduct analytical and strategic thinking, strategic planning and has gained outstanding knowledge of value creation, concept development, risk management, strategic sales and e-commerce, ebnabling digitalization, managing sales and performance. The student actively participates and leads when necessary project teamwork, implementation and evaluation. The student actively seeks to work proactively and independently in a highly productive manner.

Learning material and recommended literature

Abeyratne, R. 1. k. 2018. Law and regulation of air cargo. Cham, Switzerland: Springer.
Morrell, P. S. & Klein, T. 2019. Moving boxes by air: The economics of international air cargo. Second edition. Abingdon, Oxon ; New York, NY: Routledge.
Sales, M. 2016. Aviation Logistics: The dynamic partnership of air freight and supply chain. London ; Philadelphia ; New Delhi: Kogan Page.
Hertwig, P. & Rau, P. 2010. Risk Management in the Air Cargo Industry: Revenue Management, Capacity Options and Financial Intermediation. Diplomica Verlag.
McKinnon, A. C. 2018. Decarbonizing logistics: Distributing goods in a low-carbon world. London, United Kingdom ; New York, NY: Kogan Page Limited.
Protzman. 2018. Implementing Lean. CRC Press.
Bicheno, J. & Holweg, M. 2016. The Lean toolbox: A handbook for lean transformation. Fifth edition. Buckingham: PICSIE Books.
Bowersox, D. J., Closs, D. J., Cooper, M. B. & Bowersox, J. C. 2020. Supply chain logistics management. Fifth edition. International student edition. New York, NY: McGraw Hill Education.

E-books and online articles

Companies’ web-portals

Relevant media, news agencies, quality press, etc.

Instructors’ own materials, materials produced by students.

Teachers

Ari Soinola

Campus

Chongqing

Teaching language

English

Timing

21.10.2024 - 13.12.2024
Groups
- AB5CQ
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Airline Business AIR3PO301-3011 21.10.2024-13.12.2024 5 cr (AB5CQ) +-
Learning objectives

The implementation aims at developing students’ ability to build a holistic view of airline key commercial units activity functions. After a successful participation of the course the participant should have proficiency in recognising real-life airline commercial business functions and assess their impact on airline business considerations. The course aims at building up insight in airlines professional expectation through:
-The ability to recognise processes between airline business stakeholders.
-Interpreting airline business concepts and drivers such as strategic considerations, market management, pricing, network planning, and sustainability application
-Enhance students’ ability to cultivate strategic thinking and articulate functions in different airline business models.
-Assess airline key unit functions and their intent in context of airline management
-Applying KPIs impact considerations on airline route and O&D performance
-Articulating and creating a Commercial Business Plan formulation for positioning an airline in its market(s)

Starting level and linkage with other courses

The module is a part of professional studies in Porvoo Campus competence-based curriculum. Prerequisites for the module are that the student has completed basic and professional studies in aviation. Alternatively, basic airline knowledge gained in working a few years in an airline.

Contents

CONTENTS
*Commercial Management and Strategy
*Finance and Treasury
*Sales
*Marketing
*Network Planning (Schedules, Fleet & Profitability Scenarios)
*Revenue Management and Pricing
*Alliances and Partnerships
*Ancillaries Business
*Loyalty
*Sustainability
*Industrial Affairs, Politics & Law

WORKING LIFE CONNECTIONS
Company and airline visits, guest lecturers and project work in cooperation with different aviation companies and organisations.

INTERNATIONALITY
Teamwork in an international group, supervised by international instructors. Guest lecturers from international organisations and partner universities.

Assessment criteria

Assessment criteria - grade 1

Grade 1
(Basic knowledge, completes given tasks and assignments on a satisfactory level)
You are able to understand and interpret the basic principles of airline business, through listing and formulating the essential considerations. In addition, you can calculate and present airline business KPIs and variables. Moreover, you have shown basic knowledge in performance evaluation assessment. Furthermore, you can apply and reflect basic strategy frame and present considerations in your commercial business plan report.

Assessment criteria - grade 3

Grade 3
Good (You have Comprehensive knowledge, and are expected to compare and link course concepts. You have completed given tasks and assignments on a good level, showing positive attitude through participating in some discussions, and makes visible efforts in analysing and solving possible challenges and problematics.)

You can apply and interpret the basic principles of airline business and can benefit to business considerations through KPIs assessment. In addition, You can not only calculate essential KPIs, but discuss and analyse different variables impacting performance evaluation. Moreover, you are able to critically evaluate a Commercial Business Plan report applied with airline business variable considerations. Furthermore, you can interpret, asses and present different considerations in a structured commercial business plan report and presentation.

Assessment criteria - grade 5

Grade 5
Excellent: (In addition to finalising all given tasks with exemplary results, you can widely build knowledge by demonstrating comprehensive use of course concepts. You consistently contribute in discussions, indicate thorough preparation and elaborate on analytical insight and conclusions. You have a distinguished level of problem-solving skills, and an innovative mindset for analytical assessments. You can cooperate responsibly and constructively in a professional manner and take others views into consideration.)

You can apply and interpret the principles of airline business for driving commercial initiatives and performance evaluation. You can formulate the essential KPIs and develop business based on the analysis. You possess skills in independently applying insights of airline business in commercial plan considerations context. Moreover, you are able to visually illustrate, with the help of qualitative and quantitative data, how to develop business activities through several variables influencing airline business. Furthermore, you can clearly create, asses and present key considerations through a well formulated commercial plan report and presentation in an innovative manner.

Learning material and recommended literature

Course literature:
Taneja, N.K. 2014. Designing Future-Oriented Airline Business. Ashgate.
Wensveen, J. G. 2015. Air Transport. A Management Perspective. Ashgate.

Additional reading:
Bartlik, M. 2011. The Impact of EU Law on the Regulation of International Air Transportation. Ashgate.
Flouris, Triant G . & Yilmaz, Ayse K. 2011. Risk Management and Corporate Sustainability in Avaition. Ashgate.
Morrell, Peter.S. 2013. Airline Finance. Ashgate.
Rhoades, Dawna l. 2014. Evolution of International Aviation Phoenix Rising. Ashgate.
Sheehan, J.J. 2013. Business and Corporate Aviation Management. New York: McGraw-Hill Education.
Vasigh, B. & Fleming, K. & Tacker, T. 2013. Introduction to Air Transport Economics From Theory to Applications. Second Edition. Ashgate.

E-books and online articles
Companies’ web-portals
Relevant media, news agencies, quality press, etc.
Social networking tools
Instructors’ own materials, materials produced by students.

Teachers

Thomas Sundman

Campus

Chongqing

Teaching language

English

Timing

21.10.2024 - 13.12.2024
Groups
- AB5CQ
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Airport Business AIR3PO302-3011 21.10.2024-13.12.2024 5 cr (AB5CQ) +-
Learning objectives

Learning objectives and assessment

The module advances the following competences with specific focus on airport business: strategic planning, economics, ecosystem, megatrends, digitalization, sustainability, value creation, concept development, passenger experience, risk management, operations, safety&security, regulation, capacity management, sales, performance, master planning and future airports.

Starting level and linkage with other courses

The module is part of advanced studies in Porvoo Campus competence based curriculum. Prerequisites for the module are that the student has completed basic and professional studies.

Contents

Strategic planning
Concept development at airports in airport industry
Ecosystem, megatrends
Sustainability
Sales
Digitalization
Sustainability
Value creation
Safety&security, regulation
Risk management
Operations and systems
Capacity management
Master planning
Future airports

Assessment criteria

Assessment criteria - grade 1

Grade 1
The student has limited abilities and knowledge to work with strategic planning, economics, ecosystem, megatrends, digitalization, sustainability, value creation, concept development, passenger experience, risk management, operations, safety&security, regulation, capacity management, sales, performance, master planning and future airports in the airport context. The student participates in project teamwork, implementation and evaluation with a minimal input. The student is able to operate only when the task and instructions are given and when s/he is aided by other students and the supervisors.

Assessment criteria - grade 3

Grade 3
The student has good abilities and knowledge to work with strategic planning, economics, ecosystem, megatrends, digitalization, sustainability, value creation, concept development, passenger experience, risk management, operations, safety&security, regulation, capacity management, sales, performance, master planning and future airports in the airport context. The student participates in project teamwork, implementation and evaluation with active input. The student is able to work and proactively and independently.

Assessment criteria - grade 5

Grade 5
The student has excellent abilities and knowledge to work with strategic planning, economics, ecosystem, megatrends, digitalization, sustainability, value creation, concept development, passenger experience, risk management, operations, safety&security, regulation, capacity management, sales, performance, master planning and future airports in the airport context. The student actively participates and leads when necessary project teamwork, implementation and evaluation. The student actively seeks to work proactively and independently in a highly productive manner.

Learning material and recommended literature

Graham, A. 2018. Managing airports: An international perspective. Fifth edition. Abingdon, Oxon: Routledge.
Halpern, N. & Graham, A. 2013. Airport marketing. London: Routledge.
Kazda, A., Caves Robert E. & Robert E. Caves. 2015. Airport Design and Operation. Emerald Publishing Limited.
Zografos, K., Andreatta, G., Odoni, A. R. & Odoni, A. 2013. Modelling and Managing Airport Performance. John Wiley & Sons, Incorporated.
Forsyth, P., Gillen, D., Müller, J. & Niemeier, H. 2016. Airport competition: The European experience. Abingdon, Oxon: Routledge.
Sweet, K. M. 2009. Aviation and airport security: Terrorism and safety concerns. 2nd ed. Boca Raton, FL: CRC Press.
Ashford, N., Stanton, H. P. M., Moore, C. A., Coutu, P. & Beasley, J. R. 2013. Airport operations. 3rd ed. New York: McGraw-Hill.

E-books and online articles
Companies’ web-portals
Relevant media, news agencies, quality press, etc.
Social networking tools
Instructors’ own materials, materials produced by students.

Teachers

Heini Noronen-Juhola

Campus

Chongqing

Teaching language

English

Timing

21.10.2024 - 13.12.2024
Groups
- AB5CQ
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Aviation Business Basics 1 BUS1AB101-3012 21.10.2024-13.12.2024 5 cr (AB1CQ) +-
Learning objectives

Upon completion of the course:

LO1: Student is able to define the process in becoming an entrepreneur and evaluate different available business forms and formalities.
LO2: Understanding entrepreneurial approach, business mindset based on individual, organisation and society context
LO3: Evaluate different entrepreneurial opportunities and business models with sustainability considerations e.g. circular economy.
LO4: Promote entrepreneurial spirit through individual participation, group work and understanding team dynamics influence in start-up context
LO5: The student realises the value and use of creating a useful business network both from an individual perspective and organisation´s view

The aim: Learn to think like an entrepreneur and to solve real-world problems by creating something new. After a successful participation in the course, the student should be able to develop business model considerations in context of entrepreneurial process in starting up a business. In addition, the student will be able to present a new venture idea to potential decision makers. Student will understand the difference between intrapreneurship and entrepreneurship and develop skills in innovative thinking, considering both inside and outside a corporate frame.

Starting level and linkage with other courses

No previous studies needed and no binding connections to other courses

Contents

• The characteristics of an entrepreneur and intrapreneur
• Analysis of business environment with emphasis on aviation
• Introduction to forms of business in Finland
• Process of founding a business
• Making a business plan/business model
• Permits/legal issues/investment
• Pitching own business idea
• Business model canvas and its components

Assessment criteria

Assessment criteria - grade 1

Grade 1
The student’s understanding of entrepreneurship key concepts is limited. Student’s level of skill in developing and in establishing a business, is below average. Her’s/his’ knowledge about the basic theoretical frameworks and business model is below average. Student’s attitude towards learning through participation in teamwork and conducting assignments, is below average. Her/his capability to analyze organizational practices that facilitate different types of businesses is limited.

Assessment criteria - grade 3

Grade 3
The student has good entrepreneurial skills and understands components of establishing own business.
S/he has a good knowledge of the basic theoretical frameworks and business model which is necessary in business set up. S/he has a good attitude towards learning through participation in teamwork and conducting assignments. S/he has a good self- and group critical thinking. S/he can objectively measure the success of business.

Assessment criteria - grade 5

Grade 5
The student has excellent entrepreneurial skills in developing and in establishing both an innovative and viable business. S/he has excellent knowledge about the theoretical frameworks, business models and its application in practice. S/he has an excellent attitude towards learning through self-initiative and continuous and supportive participation in teamwork and in conducting assignments. S/he has an excellent measurements skills and analyses of business success.

Further information

This course might involve a project work commissioned by an external company.

Learning material and recommended literature

Books on the content topics
E-books and online articles
Online tutorials
Companies’ web-portals
Industry related reports and statistics
Relevant media, news agencies, quality press, etc.
Social networking tools
Exercises, tests
Instructors’ own materials, materials produced by students.

Teachers

Thomas Sundman

Campus

Chongqing

Teaching language

English

Timing

21.10.2024 - 13.12.2024
Groups
- AB1CQ
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Aviation Business Basics 2 BUS1AB102-3011 24.03.2025-16.05.2025 5 cr (AB2CQ) +-
Learning objectives

Upon completion of the course, the student is able to:
LO1: Calculate and understand key financial metrics
LO2: Assess basic financial statement information and understand drivers for corporate profitability.
LO3: Calculate organisation´s key financial performance indicators (KPIs) and interpret these in business and aviation context
LO4: Create visuals with the use of data in order to produce business development storylines

The module advances project management, business mindset, ability to analyse macroeconomical influence on aviation business context. In addition, the implementation promotes the use of digital networking tools and the use of different data sources for industry and organisational analysis.

Starting level and linkage with other courses

No previous studies needed and no binding connections to other courses.

Assessment criteria

Assessment criteria - grade 1

The student knows how to find data sources and organising both qualitative and quantitative data by choosing and using research and development methods when aided and guided by others. S/he has difficulties in evaluating, understanding and making calculations and evaluations based on given assignments. S/he has a limited ability to recognise data usage for driving business and building up narratives based on numerical analysis. S/he struggles with forming storylines with the help of data and environmental scanning tools. The student is able to identify revenue streams within the project scope with assistance. S/he understand geographical and customer segmentation with assistance. S/he is able to display only a poor level of revenue generation considerations and methods. The student participates in the project planning, implementation and evaluation with a minimal input. The student is able to operate only when the task and instructions are given and when s/he is aided by other students and the supervisors.

Assessment criteria - grade 3

The student is able to use data sources and organise data by choosing and using research and development methods. S/he is able to evaluate, understand and make calculations based on given metric assignments. S/he has a rather good ability to recognise data usage for driving business and building up narratives based on numerical analysis. The student is able to identify revenue streams within the project scope with assistance. S/he understand customer and geographical segmentation. S/he is able to display a moderately good level of revenue generation considerations and methods. S/he is able to form storylines by using environmental scanning tools and use information gathered from different data sources. The student participates independently and takes initiatives in group work regarding project planning, implementation and evaluation. The student is able to operate when tasks and instructions are given.

Assessment criteria - grade 5

A student that performs exemplary with excellence in this course is identified by consistently contributing in class discussions and indicates thorough preparation and analytical insight. The student interacts with the class, giving space for argumentation and room for fellow student opinions. S/he focuses on building understanding on the narrative at hand by contributing with opinions and insight. S/he is prepared, keeps deadlines, makes comments and references to the learning material, makes visible efforts in analysing and solving possible challenges and problematics. The exemplary student is able to use data sources and organise data by choosing and using research and development methods. S/he is able to evaluate, understand and make calculations based on given metrics performance assignments. S/he has an excellent ability to recognise data usage for driving business and building up narratives based on numerical analysis. The student is able to identify revenue streams within the project scope and form valuable storylines with help of environmental scanning tools by using different data information sources. S/he has profound understand regarding customer and geographical segmentation. S/he is able to display a good level of revenue generation considerations and methods. The student is able to operate when tasks and instructions are given. S/he is happy to take leadership, yet, possesses communication skills to create a positive group atmosphere. S/he understands concepts presented, and master the available tools applicable for analytical assessments.

Further information

This course might involve a project work commissioned by an external company.

Learning material and recommended literature

Books on the content topics
E-books and online articles
Online tutorials
Companies’ web-portals
Industry related reports and statistics
Relevant media, news agencies, quality press, etc.
Social networking tools
Exercises, tests
Instructors’ own materials, materials produced by students.

Teachers

Thomas Sundman

Campus

Chongqing

Teaching language

English

Timing

24.03.2025 - 16.05.2025
Groups
- AB2CQ
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Aviation Business Environment 1 OPE1AB101-3012 21.10.2024-13.12.2024 5 cr (AB1CQ) +-
Learning objectives

The module is a part of basic studies in Porvoo Campus competence-based curriculum and advances the understanding of the operational environment (for example stakeholders and ecosystem) within the aviation industry. The module advances also the value chain understanding, understanding basic functions of macroeconomics and global mindset.

There are also other parallel implementations of this module with the same objectives yet with a different industry specific focus.

Starting level and linkage with other courses

The module has no prerequisites. This module is offered at the first semester.

Contents

Analysis of the operational environment and the stakeholders within the aviation industry
Basics of macro and microeconomics
Ecosystem, megatrends
Regulation
History of Aviation
Future of Aviation
Sustainability
Digitalization

Assessment criteria

Assessment criteria - grade 1

Grade 1
The student has some understanding of the concept and the terminology of the operational environment. S/he uses only a few sources and needs assistance to find relevant information. S/he finds it challenging to analyse the operational environment. S/he is able to choose and use some research and development methods as well as digital tools when aided and guided by others. S/he can identify a few stakeholders and networks in both domestic and international markets. The student finds it challenging to work in an international team and/or global context. The student participates in the project planning, implementation and evaluation with a minimal input. The student is able to operate only when the task and instructions are given and when s/he is aided by other students and the supervisors.

Assessment criteria - grade 3

Grade 3
The student understands and is able to define the concept and the terminology of the operational environment. S/he is able to search for relevant sources and use them independently. S/he is able to analyse the operational environment by choosing and using research and development methods as well as digital tools. S/he can identify and analyse the core stakeholders and networks in both domestic and international markets. The student is able to work in an international team and/or global context. The student participates in the project planning, implementation and evaluation independently and makes use of the advise available. The student is able to operate when the task and instructions are given.

Assessment criteria - grade 5

Grade 5
The student understands and is able to define the concept and the terminology of the operational environment. S/he is able to search for relevant information actively and independently from versatile sources. The student is able to assess the reliability of the sources and use them with skill. S/he is able to analyse the operational environment by choosing and using relevant research and development methods as well as digital tools. S/he can identify and analyse the core stakeholders and networks in both domestic and international markets. The student works extraordinary well in an international team and/or global context. The student participates proactively and with goal-orientation in the project planning, implementation and evaluation. The student is able to operate proactively with an entrepreneurial mindset.

Further information

RECOGNISING AND VALIDATING PRIOR LEARNING (RPL)
If students have acquired the required competence in previous work tasks, recreational activities or in other studies, they can show the competence with a demonstration and progress faster through their studies. More information can be asked from the instructor.

CONNECTIONS TO BUSINESS LIFE
Company visits, guest lecturers and workshops in cooperation with different companies and organisations.

INTERNATIONALITY
Possibility to work with international teams and instructors. Guest lecturers from international organisations and partner universities. International learning materials.

Learning material and recommended literature

The learning materials can be for example:
Books on the content topics
E-books and online articles
Online tutorials
Companies’ web-portals
Industry related reports and statistics
Relevant media, news agencies, quality press, etc.
Social networking tools
Exercises, tests
Instructors’ own materials, materials produced by students.

Teachers

Heini Noronen-Juhola

Campus

Chongqing

Teaching language

English

Timing

21.10.2024 - 13.12.2024
Groups
- AB1CQ
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Aviation Business Environment 2 OPE1AB102-3011 24.03.2025-16.05.2025 5 cr (AB2CQ) +-
Learning objectives

The module is a part of basic studies in Porvoo Campus competence-based curriculum and advances the following competences: e.g., understanding of operational environment (e.g. stakeholders and networks) within the aviation industry. Furthermore, applying law and regulations to common situations in aviation. The module advances also value chain understanding, understanding basic functions of macroeconomics and global mindset.

There are also other parallel implementations of this module with the same objectives yet with a different industry specific focus.

Starting level and linkage with other courses

The module has no prerequisites. This module is linked with all the level 1 modules of the Campus 2017 curriculum. This module, offered in Semester 1, is part 1 of the upcoming module, offered in Semester 2, with the similar name. The module contents will be implemented through semester projects.

Contents

Analysis of the operational environment within the aviation industry (1st and 2nd semester)
Basics of macro and microeconomics (1st and 2nd semester)
Legal environment (2nd semester)
Digital environment (1st and 2nd semester)
Core actors, organisations and networks operating in local, domestic and international markets with emphasis on the aviation industry (1st and 2nd semester)

Assessment criteria

Assessment criteria - grade 1

The student has some understanding of the concept and the terminology of the operational environment. S/he uses only a few sources and needs assistance to find relevant information. S/he finds it challenging to analyse the operational environment. S/he is able to choose and use some research and development methods as well as digital tools when aided and guided by others. S/he can identify a few stakeholders and networks in both domestic and international markets. The student finds it challenging to work in an international team and/or global context. The student participates in the project planning, implementation and evaluation with a minimal input. The student is able to operate only when the task and instructions are given and when s/he is aided by other students and the supervisors.

Assessment criteria - grade 3

The student understands and is able to define the concept and the terminology of the operational environment. S/he is able to search for relevant sources and use them independently. S/he is able to analyse the operational environment by choosing and using research and development methods as well as digital tools. S/he can identify and analyse the core stakeholders and networks in both domestic and international markets. The student is able to work in an international team and/or global context. The student participates in the project planning, implementation and evaluation independently and makes use of the advice available. The student is able to operate when the task and instructions are given.

Assessment criteria - grade 5

The student understands and is able to define the concept and the terminology of the operational environment. S/he is able to search for relevant information actively and independently from versatile sources. The student is able to assess the reliability of the sources and use them with skill. S/he is able to analyse the operational environment by choosing and using relevant research and development methods as well as digital tools. S/he can identify and analyse the core stakeholders and networks in both domestic and international markets. The student works extraordinary well in an international team and/or global context. The student participates proactively and with goal-orientation in the project planning, implementation and evaluation. The student is able to operate proactively with an entrepreneurial mindset.

Learning material and recommended literature

Books on the content topics
E-books and online articles
Online tutorials
Companies’ web-portals
Industry related reports and statistics
Relevant media, news agencies, quality press, etc.
Social networking tools
Exercises, tests
Instructors’ own materials, materials produced by students.

Teachers

Heini Noronen-Juhola

Campus

Chongqing

Teaching language

English

Timing

24.03.2025 - 16.05.2025
Groups
- AB2CQ
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
CQ Thesis 2024-25 THE7HH801-3062 21.10.2024-31.07.2025 5 cr (AB5CQ, ...) +-
Learning objectives

Upon completion of the module, the student is able to

• Know different stages of the thesis process
• Know the aim of her/his thesis
• Search for information in a variety of reliable sources.
• Define the key concepts of her/his thesis.
• Create a realistic schedule for her/his thesis
• Know requirements and the basic structure of the thesis.
• plan a research-based development project outline.

Starting level and linkage with other courses

Studies specified by the degree.

Contents

• Thesis at Haaga-Helia
• Thesis process and progress in Wihi
• Student’s role and responsibilities during the thesis process
• Confidentiality in theses
• Content and extent of the thesis
• Content and extent of a research-based development project
• Source information search, reliable information and critical evaluation of them.
• Formal referencing
• Selection criteria for research and innovation methods
• Thesis reporting according to Haaga-Helia reporting guidelines
• Self management during the thesis process.

Assessment criteria

Assessment criteria - grade 1

See thesis assessment criteria in haaga-helia.fi

Assessment criteria - grade 3

See thesis assessment criteria in haaga-helia.fi

Assessment criteria - grade 5

See thesis assessment criteria in haaga-helia.fi

Learning material and recommended literature

- Thesis page on haaga-helia.fi
-Handouts in Moodle

Teachers

Thomas Sundman, Ari Soinola, Heini Noronen-Juhola

Campus

Chongqing

Teaching language

English

Timing

21.10.2024 - 31.07.2025

Enrollment

20.10.2024 - 20.10.2024
Groups
- AB5CQ
- AB6CQ
Seats

15 - 100

Degree Programme

ABBA Degree Programme in Aviation Business

Evaluation scale

H-5
Credits
- 5 cr
Unit

Bachelor of Business Administration (ENG)
Customer Competence in Aviation Business 1 SAL1AB101-3012 24.03.2025-16.05.2025 5 cr (AB2CQ) +-
Learning objectives

The module is a part of basic studies in Porvoo Campus competency-based curriculum and advances the following competencies: e.g., customer understanding and service, understanding how to find and maintain customers, customer lifecycle, customer analysis, focus on customer behavior within the aviation industry. The module advances also communication and argumentation, active listening and rapport building and skillful communication. There are also other parallel implementations of this module with the same objectives yet with a different industry-specific focus.

Starting level and linkage with other courses

The module has no prerequisites. This module is linked with all the level 1 modules of the Campus curriculum. This module, offered in Semester 1, is part 1 of the upcoming module, offered in Semester 2, with a similar name. The module contents will be implemented through semester projects.

Contents

The content of this course is:
Customer understanding and segmentation
Customer needs and expectations
Consumer behavior, buying, and decision-making processes
Customer Journey and Touchpoints
Customer Service in Aviation
Customer Relationship management
Basics of Marketing

Assessment criteria

Assessment criteria - grade 1

The student understands how to find and maintain customers by choosing and using research and development methods when aided and guided by others. S/he has difficulties in evaluating different customer types and changing communication accordingly. S/he has a limited ability to recognize and follow customer needs as well as focus on customers' behavior. S/he is able to display only a poor level of customer orientation. The student participates in the project planning, implementation and evaluation with a minimal input. The student is able to operate only when the task and instructions are given and when s/he is aided by other students and the supervisors.

Assessment criteria - grade 3

The student understands how to find and maintain customers by choosing and using relevant research and development methods. S/he is able to evaluate customer types and change communication accordingly. S/he can recognise and follow customer needs as well as focus on customer experience. The student has a rather good ability to use different marketing communication channels. S/he is able display some level of customer orientation. The student participates in the project planning, implementation and evaluation independently and makes use of the advise available. The student is able to operate when the task and instructions are given.

Assessment criteria - grade 5

The student understands how to find and maintain customers by choosing and using relevant research and development methods. S/he is able to evaluate customer types and change communication accordingly. S/he can recognize and follow customer needs as well as focus on customer behavior in the Aviation environment. S/he knows the basics of marketing and is able to use different marketing communication channels. The student participates proactively and with goal-orientation in the project planning, implementation, and evaluation. The student is able to display an excellent customer-oriented mindset.

Further information

Connections to business life
When possible, company visits, also during covid guest lecturers and workshops in cooperation with different companies and organizations.

Learning material and recommended literature

Books on the content topics

E-books and online articles
Companies’ web-portals
Industry related reports and statistics
Relevant media, news agencies, quality press, etc.
Social networking tools
Instructors’ own materials, materials produced by students.

Teachers

Jemina Kinnari

Campus

Chongqing

Teaching language

English

Timing

24.03.2025 - 16.05.2025
Groups
- AB2CQ
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Customer Competence in Aviation Business 2 SAL1AB102-3011 21.10.2024-13.12.2024 5 cr (AB3CQ) +-
Learning objectives

The module is a part of basic studies in Porvoo Campus competence-based curriculum and advances the following competences: e.g., customer understanding and service, understanding how to find and maintaining customers, customer lifecycle, customer analysis, focus on customer experience within the aviation industry. The module advances also communication and argumentation, active listening and rapport building and skillful communication. There are also other parallel implementations of this module with the same objectives yet with a different industry specific focus.

Starting level and linkage with other courses

The module has no prerequisites. This module is linked with all the level 1 modules of the Campus 2017 curriculum. This module, offered in Semester 1, is part 1 of the upcoming module, offered in Semester 2, with the similar name. The module contents will be implemented through semester projects.

Contents

• Customer understanding (1st-2nd semester)
• Tools to identify customer needs and expectations (1st-2nd semester)
• Consumer behaviour (1st-2nd semester)
• Customer journey (1st-2nd semester)
• Customer experience management (1st-2nd semester)
• Sales and marketing communication (with an aviation industry specific approach) (2nd semester)

Assessment criteria

Assessment criteria - grade 1

The student understands how to find and maintain customers by choosing and using research and development methods when aided and guided by others. S/he has difficulties in evaluating different customer types and changing communication accordingly. S/he has a limited ability to recognise and follow customer needs as well as focus on customer experience. The student is able to use different sales and marketing communication channels only with assistance. S/he is able to display only a poor level of customer orientation. The student participates in the project planning, implementation and evaluation with a minimal input. The student is able to operate only when the task and instructions are given and when s/he is aided by other students and the supervisors.

Assessment criteria - grade 3

The student understands how to find and maintain customers by choosing and using relevant research and development methods. S/he is able to evaluate customer types and change communication accordingly. S/he can recognise and follow customer needs as well as focus on customer experience. The student has a rather good ability to use different sales and marketing communication channels. S/he is able display some level of customer orientation. The student participates in the project planning, implementation and evaluation independently and makes use of the advise available. The student is able to operate when the task and instructions are given.

Assessment criteria - grade 5

The student understands how to find and maintain customers by choosing and using relevant research and development methods. S/he is able to evaluate customer types and change communication accordingly. S/he can recognise and follow customer needs as well as focus on customer experience. S/he is able to use different sales and marketing communication channels. The student participates proactively and with goal-orientation in the project planning, implementation and evaluation. The student displays excellent customer oriented mindset and is able to develop business in a responsible manner.

Learning material and recommended literature

Books on the content topics
E-books and online articles
Companies’ web-portals
Industry related reports and statistics
Relevant media, news agencies, quality press, etc.
Social networking tools
Instructors’ own materials, materials produced by students.

Teachers

Jemina Kinnari

Campus

Chongqing

Teaching language

English

Timing

21.10.2024 - 13.12.2024
Groups
- AB3CQ
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Kertaa ja kuuntele – Polish your Finnish skills! FIN001AS0AE-3001 13.01.2025-16.05.2025 1 cr (NONSTOP, ...) +-
Learning objectives

Having completed the course, you will have
• a strong basic vocabulary
• clear understanding of some crucial structures of Finnish
• good skills in listening to Finnish.

Contents

The aim of the course is to strengthen your Finnish language skills after your first Finnish course. You will revise and get a lot of practice in some essential structures of Finnish. You will also improve your skills in listening to Finnish. After completing this course, you will have a stronger basis for your future Finnish studies, and you will be well prepared for your next Finnish course.

Further information

Remember to make sure with your University of Applied Sciences that the course can be included in your degree.

This is a unique 3AMK collaboration course coordinated by Haaga-Helia UAS.

Teaching methods and instruction

A virtual course covering the key topics of a beginner Finnish course.

The course is aimed at students studying Finnish as a second or foreign language.

Learning material and recommended literature

Teacher’s material on Moodle

Teachers

Anna-Reetta Kokkonen

Campus

Pasila Campus

Exam dates and re-exam possibilities

Two mid-term tests and one final exam

Teaching language

English

Timing

13.01.2025 - 16.05.2025

Learning assignments

- listening comprehension
- reading comprehension
- grammar exercises
- listening exercises

Enrollment

25.11.2024 - 25.04.2025

Content scheduling

Independent studies on Metropolia's Moodle, HAKA login. Course key will be sent for those who have enrolled for the course.
Groups
- NONSTOP
- 3AMK
- VIRTUAL
Seats

15 - 100

Further information

Continuous assessment

Degree Programme

ABBA Degree Programme in Aviation Business, DIGIBBA Digital Business Innovations, ITBBA Business Information Technology, STEM Sustainable Tourism and Event Management, INTBBA International Business

Virtual proportion

1 cr

Evaluation scale

H-5
Credits
- 1 cr
Unit

Continuous Learning
Leading Human Resources in Aviation Business LEA2AB201-3011 21.10.2024-13.12.2024 5 cr (AB3CQ) +-
Learning objectives

As a result of the studies, the student will learn about self-leadership and essential leadership skills in work surroundings and utilize the dynamics of excellent teamwork leadership principles in practice. The student knows the company's personnel sector with all its functions and can communicate skillfully in the work community. The student can also use appropriate problem and conflict resolution skills and identify their own and the team's potential and development opportunities. Motivation theories are included in the learning objectives of this course. The goal of this course is also for the student to learn to advance their team to effective performance, take advantage of opportunities, and take flexible roles to promote team effectiveness.

Starting level and linkage with other courses

Starting level and linkage with other courses:
Self and Team Leadership 1 and 2 are prerequisites, module is linked to other modules through projects and continues as Developing Human Resources in semester 4 with a developmental focus.

Contents

Contents:
- Human resource management in a company
- Well-functioning workplace
- Basics of Great Leadership
- Performance management and development
- Team building, diversity, and teaming games
- Recruitment process in a company
- Outsourcing and other challenges in recruiting
- How to make an application and an impressive cv
- Interviews and practices
- Motivation and motivational theories
- Motivation in a workplace
- Employee experience and leadership
- Leadership communication
- Conflict resolution
- Internal communication and practices

Assessment criteria

Assessment criteria - grade 1

Moderate level of understanding dynamics of teamwork and leadership and practicing them
Moderate level of commitment to teamwork and contribution to outcomes
Moderate level of demonstration of self and team leadership skills
Some recognition of challenges of the team and teamwork and suggestion for improvement in modest level.

Assessment criteria - grade 3

A clear understanding of the theories and practicing of effective teamwork and leadership
Good level of analysis and understanding of situational factors ineffective team leadership and their impact on organizations
Good understanding of different roles in teamwork and practicing these roles appropriately and actively
Recognition of team strengths and weaknesses of the team and having solution-oriented approach to challenges

Assessment criteria - grade 5

Excellent understanding of the theories and practicing of effective teamwork and leadership
Excellent level of analysis and understanding of situational factors ineffective team leadership and their impact on organizations
Excellent ability to take different roles in teamwork to advance goal achievement with a consideration to both organizational and individual goals
Encouraging and supporting creativity and development of team members in a perfect balance
Ability to change leadership and communication styles for different situations and do it in a constructive and motivating approach
Able to inspire and motivate team members to reach the common goals

Learning material and recommended literature

Foot, M. & Hook, C. 2011. Introducing Human Resource Management. Prentice Hall

Beardwell, J. & Claydon T. 2010. Human Resource Management. A contemporary approach. Prentice Hall

Barrett, D. 2014. Leadership Communication. McGraw-Hill education.

Waite, K., Beevers K., Small, N., Tomlinson, K. & Hussain S. 2021. People Practice. A Complete Guide. Kogan Page

Other literature provided by the teacher during the lessons

Books on the content topics

E-books and online articles

Online tutorials

Companies’ web-portals

Industry-related reports and statistics

Relevant media, news agencies, quality press, etc.

Social networking tools

Teachers

Hanna Siltakorpi

Campus

Chongqing

Teaching language

English

Timing

21.10.2024 - 13.12.2024
Groups
- AB3CQ
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Leading Sales and Business Development LEA2AB221-3011 21.10.2024-13.12.2024 10 cr (AB5CQ) +-
Learning objectives

The module advances the following competences: leadership and management of sales teams, relationship building, sustainable value creation, strategy development. Moreover, the module advances ability to successfully set up and implement your own sales project.

Starting level and linkage with other courses

Students have completed the basic studies. The module is a part of professional studies in Porvoo Campus competence-based curriculum.

Contents

The module has four components:

Opportunity identification
Leading and managing sales teams
Sales negotiations
Business Development (Research/Benchmarking/ Implementation)

Assessment criteria

Assessment criteria - grade 1

The students finds it difficult to analyse the business environment to identify business opportunities in the market. With help the student can identify and develop solution to customer needs. S/he can plan and manage a sales process on a real-life project on a basic level. The student has some insight in using suitable sales management tools and leading a team to success. S/he has basic negotiation and communication skills. The student is able to work as a member of a sales team and contribute to the overall results with guidance.

Assessment criteria - grade 3

The student can analyse the business environment to identify business opportunities in the market. The student can use the right tools to identify customer needs and develop solutions for the customers. S/he knows how to manage a sales process on a real-life project. The student has good insight in using suitable sales management tools and leading a team to success. S/he shows good negotiation and communications skills. S/he can work responsibly as a team member and shows initiative in reaching the common goal efficiently. S/he displays a broad range of work-life related competences.

Assessment criteria - grade 5

The student can analyse the business environment to identify business opportunities in the market in a professional manner. The student professionally uses the right tools to identify customer needs and develop solutions for the customers. S/he has very good command of how to manage a sales process on a real-life project. The student has excellent insight in using suitable sales management tools and shows great input for leading the team to success. S/he shows excellent negotiation and communications skills. S/he has professional skills to work as a team member and shows extraordinary initiative in reaching the common goal. S/he displays a broad range of work-life related competences and makes efficient use of them.

Learning material and recommended literature

Butler, David, 2012, Business Devlopment: A Guide to Small Business Strategy. Butterworth & Heineman.

English W. J., Moate, B., 2009, Discovering New Business Opportunities. Allen & Unwin.

Jobber, D., Lancaster, G.,2009, Selling and Sales Management. Pearson.

Reed, W., 2011, Selling For the Long Run. MacGrawHill.

Cron, William L., 2010, Sales management: concepts and cases. Wiley.

Tanner, J., Honeycutt, E.,D. & Erffmeyer, R., C. 2009. Sales Management. Shaping Future Sales Leaders. Wessex. Press.

Gosselin, T, 2007, Practical Negotiating; tools, tactics and techniques, John Wiley & Sons, NJ.
Mayer, Robert, 2006, How to Win Any Negotiation. Career Press, NJ.

E-Materials: Futrell, Charles M. Sales Management. Teamwork, Leadership and Technology

Materials provided by the teachers and students

Teachers

Ari Soinola

Campus

Chongqing

Teaching language

English

Timing

21.10.2024 - 13.12.2024
Groups
- AB5CQ
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Evaluation scale

H-5
Credits
- 10 cr
Unit

Commercial and International Services Commercial
Learning Camp 1 – Learn to learn INS1PO101-3044 14.10.2024-13.12.2024 5 cr (AB1CQ) +-
Learning objectives

This is the very first module that the students have in their studies
It is common for all the degree programmes and it’s taught in English
It enhances the following competences of the competence based curriculum:
• goal orientation • integrity and responsible behavior • understanding of different learning styles • agile and professional attitude
• self reflection skills and critical thinking • cultural awareness / global mindset • expressing oneself, listening and understanding others

Starting level and linkage with other courses

The module is aimed for the beginning of the studies being the very first module of studies. Hence it has no prerequisites.

Contents

• inquiry learning strategies
• setting goals and milestones
• group activities with group dynamics elements
• orientation to ICT-tools and digital platforms of Porvoo Campus
• Haaga-Helia guidelines for writing reports
• business etiquette and ethics of Porvoo Campus
• global mindset

Assessment criteria

Assessment criteria - grade 1

The student is able to set personal goals to be followed and reflected upon incoming camps with guidance. S/he has a rather limited picture of the upcoming studies and her/his ability to work in an international environment. The student has a limited understanding of the Porvoo Campus learning culture and methods. S/he has difficulties in using the basic tools and platforms needed in studies. The student has difficulties with expressing oneself and understanding others. The student has a very limited ability to analyse and reflect upon him/herself as a learner. S/he displays some ability to plan the following semester together with peers and supervisors. The student is able to evaluate earlier plans and make some adjustments only when offered external assistance and support. The student participates in the project planning, implementation and evaluation with a minimal input. The student requires extra support from peers and supervisors in order to complete tasks.

Assessment criteria - grade 3

The student is able to set a few personal goals to be followed and reflected upon incoming camps. S/he has a rather good picture of the upcoming studies and is able to work in an international environment. The student understands the Porvoo Campus learning culture and methods rather well. S/he is able to use the basic tools and platforms needed in studies. The student is able to express oneself and understand others. The student is able to analyse and reflect upon him/herself as a learner. S/he is able to plan the following semester together with peers and supervisors. The student is able to evaluate earlier plans and make some adjustments. The student participates in the project planning, implementation and evaluation independently and makes use of the advise available.The student is able to operate when the task and instructions are given.

Assessment criteria - grade 5

The student is able to set personal goals to be followed and reflected upon incoming camps. S/he has a clear picture of upcoming studies and working in an international environment. The student understands the Porvoo Campus learning culture and methods. S/he is able to use the basic tools and platforms needed in studies. The student is able to express oneself and understand others. The student has an excellent ability to analyse and reflect upon him/herself as a learner. S/he is able to plan and contribute towards the following semester together with peers and supervisors. The student is able to evaluate earlier plans and make adjustments. The student participates proactively and with goal-orientation in the project planning, implementation and evaluation. The student is able display a goal-oriented mindset and professional attitude.

Further information

Responsible teachers:
Mari Austin
Maria Ruohtula

Learning material and recommended literature

The learning materials are e.g.:
Books on the content topics
E-books and online articles
Online tutorials
Companies’ web-portals
Industry related reports and statistics
Relevant media, news agencies, quality press, etc.
Social networking tools
Exercises, tests
Teacher's materials, materials prodused by students

Teachers

Pia Kiviaho-Kallio

Campus

Chongqing

Teaching language

English

Timing

14.10.2024 - 13.12.2024
Groups
- AB1CQ
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Learning Camp 2 – Development methods INS1PO102-3033 17.03.2025-16.05.2025 5 cr (AB2CQ) +-
Learning objectives

The module advances the following competences: goal orientation, business thinking, understanding of the role of research in business processes, analysing skills, academic writing and presentation skills, critical thinking, self-reflection and savvy use of digital tools. The module is closely linked with the other modules throughout the studies.

Starting level and linkage with other courses

The module is a part of basic studies in Porvoo Campus competence-based curriculum.

Contents

Research process
Secondary data sources
Types of research
Qualitative and quantitative data collection methods
Data analysis methods
Digital tools used in data collection and reporting
Academic writing and reporting

Assessment criteria

Assessment criteria - grade 1

The student has a limited picture of the research approaches and has difficulties in naming qualitative and quantitative data collection methods. The student shows some ability to collect the data needed for the research, but needs assistance and support in organising and analysing the material. The student participates in the project planning, implementation, reporting and evaluation with a minimal input. The student requires extra support from peers and supervisors in order to complete tasks.

Assessment criteria - grade 3

The student is familiar with the research approaches and can explain and provide practical examples of qualitative and quantitative data collection methods. The student is able to design and implement the data collection so that the material is fairly comprehensive and representative, as well as to analyze the data appropriately and carefully so that conclusions can be drawn. The student participates in the project planning, implementation, reporting and evaluation independently and makes use of the advise available. The student is able to operate when the task and instructions are given.

Assessment criteria - grade 5

The student is familiar with the research approaches and is able to assess the suitability of different data collection methods for different research tasks. The student is able to design and implement the data collection so that the material is comprehensive, representative and reliable, and to analyze the data appropriately and carefully so that it is possible to make meaningful and justified conclusions. The student participates proactively and with goal-orientation in the project planning, implementation, reporting and evaluation. The student is able display a goal-oriented mindset and professional attitude.

Learning material and recommended literature

Projects
Books on the content topics
E-books and online articles
Online tutorials
Companies’ web-portals
Industry related reports and statistics
Relevant media, news agencies, quality press, etc.
Social networking tools
Instructors’ own materials, materials produced by students.

Teachers

Evariste Habiyakare, Pia Kiviaho-Kallio

Campus

Chongqing

Teaching language

English

Timing

17.03.2025 - 16.05.2025
Groups
- AB2CQ
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Learning Camp 3 – Service design INS2PO201-3028 14.10.2024-13.12.2024 5 cr (AB3CQ) +-
Learning objectives

The goal of this module is to learn 21st century skills: collaboration, critical thinking and complex problem-solving, creativity and communication. - through Google Design Sprint

The module advances the following competences: ability to use relevant development methods, critical approach to information and sources, financial and trend analysis, problem-solving skills, communication and argumentation, ethical thinking, self-reflection skills and presentation skills and savvy use of digital tools.

Starting level and linkage with other courses

The module is closely linked with the other learning camps and modules throughout the studies.

Contents

stages of development process
development methods
digital tools and methods for data collection and analysis
professional communication
academic writing and reporting
personal study coaching

Assessment criteria

Assessment criteria - grade 1

Grade 1
The student has a vague picture of the different stages of a development process and is able to plan and implement the process with guidance. S/he has a limited understanding of the characteristics and usability of different development methods. The student is able to choose the relevant method for the task at hand and justify the reasoning for the selection only when aided by others. S/he has difficulties in using the digital tools needed for data collection and analysis. The student has a limited aility to communicate the results of the development process to the commissioner and other relevant audiences. S/he participates in the planning, implementation and evaluation with a minimal input. The student requires extra support from peers and supervisors in order to complete tasks. S/he needs encouragement and external support to start the thesis process.

Assessment criteria - grade 3

Grade 3
The student has a fairly clear picture of the different stages of a development process and is able to plan and implement the process quite well. S/he understands the characteristics and usability of different development methods rather well. The student is able to choose the relevant method for the task at hand and justify the reasoning for the selection to some extent. S/he has a relatively good ability to use the digital tools needed for data collection and analysis. The student is able to communicate the results of the development process quite effectively to the commissioner and other relevant audiences. The student participates in the planning, implementation and evaluation independently and makes use of the advise available. S/he displays an ability to start the thesis process. The student is able to operate when the task and instructions are given.

Assessment criteria - grade 5

Grade 5
The student has a clear picture of the different stages of a development process and is able to plan and implement the process exceptionally well. S/he understands the characteristics and usability of different development methods. The student is able to choose the relevant method for the task at hand and justify the reasoning for the selection. S/he has an excellent ability to use the digital tools needed for data collection and analysis. The student is able to communicate the results of the development process effectively to the commissioner and other relevant audiences. S/he participates proactively in the planning, implementation and evaluation. The student displays a goal-oriented mindset and professional attitude as well as a clear orientation towards starting the thesis process.

Learning material and recommended literature

Knapp, Jake, John Zeratsky, and Braden Kowitz. Sprint: How to solve big problems and test new ideas in just five days. Simon and Schuster, 2016.

Books/E-books and online on the content topics
Companies’ web-portals
Industry related reports and statistics
Relevant media, news agencies, quality press, etc.
Social networking tools

Material provided by the instructors and materials produced by students.

Teachers

Annika Konttinen, Niina Moilanen

Campus

Chongqing

Teaching language

English

Timing

14.10.2024 - 13.12.2024
Groups
- AB3CQ
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Learning Camp 4 – Orientation to thesis writing INS2PO202-3046 17.03.2025-16.05.2025 5 cr (AB4CQ) +-
Learning objectives

The module is a part of professional studies in Porvoo Campus competence-based curriculum. The module advances the following competences: ability to choose a suitable thesis project, and justify relevant research approaches as well as development methods in thesis writing including critical and ethical thinking. Furthermore, Learning Camp 4 strengthens the student’s academic communication skills.

Starting level and linkage with other courses

The student has completed the first year of basic studies. The module is a part of professional studies in Porvoo Campus competence-based curriculum.

Contents

Orientation to thesis writing
Finding a thesis project
The thesis process
Research and development methods
Research, diary, portfolio theses and theses of product type
Ethics in thesis process
Presentation of research data in reporting
Thesis assessment criteria
Literature review
Categories of literature
Literature search
Critical thinking
Academic English/Finnish/Swedish
Writing process and techniques
Grammar, text style and structure

Assessment criteria

Assessment criteria - grade 1

The student has some understanding of how to write a report in an academic way. The student has a vague picture of the thesis process and is able to plan the process with guidance. S/he is able to write a basic knowledge base and apply Haaga-Helia reporting instructions in a limited way. The student has some understanding of the difference between theses of research and product type and the usability of different development methods. The student understands to some extent the importance of ethics in research and development work. S/he has some insights into how a thesis is assessed.

Assessment criteria - grade 3

The student is able to write a report in an academic way. The student has a realistic picture of the thesis process and is able to plan the process independently. S/he is able to write an informative knowledge base and is able to apply Haaga-Helia reporting instructions well. The student understands the difference between a thesis of product and research type and the usability of different research and development methods. The student can discuss the importance of ethics in research and development work. S/he has a good insight into how a thesis is assessed and can to some extent apply this insight on an existing thesis.

Assessment criteria - grade 5

The student has an extensive view of the thesis process and is able to plan and start the process independently. S/he is able to write an extensive knowledge base with discourse between the sources and is able to follow Haaga-Helia reporting instructions in an excellent way. The student has a real understanding of the difference between a thesis of product and research type. S/he can assess the suitability of different research and development methods and argue for what data collection method could be applied in different projects. The student has a knowledge about the importance of ethics in in research and development work. S/he has a good insight into how a thesis is assessed and can assess an existing thesis bases on the assessment criteria.

Learning material and recommended literature

Haaga-Helia thesis instructions

Books and journal articles

Industry related reports and statistics

Lecture material on Moodle, materials produced by students

Teachers

Annika Konttinen, Niina Moilanen

Campus

Chongqing

Teaching language

English

Timing

17.03.2025 - 16.05.2025

Learning assignments

The course grade is based on the following assignments and participation in the learning activities:
Exam (thesis process) pass/fail
Short literature review 0-5 (50 %)
Reflection of learning 0-5 (50 %)
Active participation in the workshops, class assignments and discussions will influence the final grade.

Content scheduling

Mon 17 March, Tue 18 March, Thu 20 March and Fri 21 March 2 pm – 7.40 pm face-to-face at CQUST and on the following days in Zoom: Mon 14 April and Mon 28 April 2 - 3.40 pm, Fri 16 May 4 pm – 7.40 pm
Groups
- AB4CQ
Seats

15 - 60

Further information

Assessment of class activities and learning assignments

Degree Programme

ABBA Degree Programme in Aviation Business

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Managing Aviation Business Operations BUS2AB201-3012 24.03.2025-16.05.2025 5 cr (AB4CQ) +-
Learning objectives

The module advances the following competences: analytical and strategic thinking, knowledge and analysis of aviation business operations, problem-solving skills, global business intelligence, understanding structural changes in the aviation industry, savvy use of digital tools and customer journey understanding. The module will focus both on airline business and airport business.

Contents

When choosing managing aviation business operations course you will learn about following topics:
Growth and changes in the global airline industry
Different airline markets and alliances
Consolidations and partnerships in the aviation industry
Airline business models and operations
Measuring airline performance and gore competences
Case studies of airlines and different airline business models

Teachers

Hanna Siltakorpi

Campus

Chongqing

Teaching language

English

Timing

24.03.2025 - 16.05.2025
Groups
- AB4CQ
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Marketing and Sales in Aviation Business SAL2AB201-3011 24.03.2025-16.05.2025 5 cr (AB4CQ) +-
Learning objectives

The course aims at developing marketing and sales understanding. After a successful participation of the course the participant should have proficiency in:

-Understanding sales and marketing key functions and processes in aviation business development context
-Evaluating customer segments, sales and marketing channels, pricing, and product creation for strategy considerations
-Analysing airline customer journey and are able to future develop the journey within changing business environment
-Creating and justify sales and marketing plans
-Critically evaluate sales and marketing performance and make future recommendations

Aviation has been at the fore front of digital transformation and development for over twenty years, and its impact to how airlines sell and market their products is indisputable. Succeeding in sales and marketing strategies and actions are crucial in this highly competitive industry. During this implementation, students will explore the business environment for a chosen airline and develop strategies to advance sales and marketing goals. You will investigate airline customer journey from sales, service, communication, and marketing perspective, knowing that today’s passengers are always in the journey loop. You will assess questions such as: How company strategy will impact marketing and sales strategy? Which customer segments to focus on and develop products for? How to measure marketing performance? By the end of the course, you will be able to identify sales and marketing opportunities, and make plans to accelerate airline commercial performance.

Starting level and linkage with other courses

The module is a part of professional studies in Porvoo Campus competence-based curriculum. The module advances the following competences: distribution and sales, customer experience, sales and services in global markets, solution oriented selling, customer value propositions, marketing, effective presentations.

Contents

Market Research and Analysis
Project Management
Market plan and budget considerations
Customer Experience and Customer Journey
Channel Management
Customer Contacts
Sales Communication & Customer Relationship Management
Value Proposition

Assessment criteria

Assessment criteria - grade 1

(Basic knowledge, completes given tasks and assignments on a satisfactory level)
You are able to understand and interpret the basic principles of marketing and sales, through listing and formulating the essential considerations. In addition, you can calculate and present marketing and sales KPIs and variables. Moreover, you can apply and reflect basic strategy frame and present considerations in your marketing and sales plan.

Assessment criteria - grade 3

Good (You have Comprehensive knowledge, and are expected to compare and link course concepts. You have completed given tasks and assignments on a good level, showing positive attitude through participating in some discussions, and makes visible efforts in analysing and solving possible challenges and problematics.)

You can apply and interpret the basic principles of marketing and sales and can benefit to business considerations through various KPIs assessment. In addition, you can not only calculate essential marketing and sales KPIs, but discuss and analyse different variables impacting performance evaluation. Moreover, you are able to critically evaluate a marketing and sales report applied with adequate variable considerations. Furthermore, you can interpret, asses and present different considerations in a structured marketing and sales plan report and presentation.

Assessment criteria - grade 5

Excellent: (In addition to finalising all given tasks with exemplary results, you can widely build knowledge by demonstrating comprehensive use of course concepts. You consistently contribute in discussions, indicate thorough preparation and elaborate on analytical insight and conclusions. You have a distinguished level of problem-solving skills, and an innovative mindset for analytical assessments. You can cooperate responsibly and constructively in a professional manner and take others views into consideration.)

You can apply and interpret the principles of marketing and sales for driving initiatives in the field. You can formulate the essential KPIs and develop business based on the analysis. You possess skills in independently applying insights of marketing and sales as part of commercial consideration context. Moreover, you are able to visually illustrate, with the help of qualitative and quantitative data, how to develop business activities through several variables influencing marketing and sales. Furthermore, you can clearly create, asses and present key considerations through a well formulated marketing and sales plan report and presentation it in an innovative manner.

Learning material and recommended literature

Books on the content topics

E-books and online articles

Online tutorials

Companies’ web-portals

Relevant media, news agencies, quality press, etc.

Social networking tools

Exercises, tests

Instructors’ own materials, materials produced by students.

-Magretta, J. (2011). Understanding Michael Porter: The Essential Guide to Competition and Strategy. Harvard Business Review Press.
-Rosenbaum-Elliott, R., Percy, L., & Pervan, S. (2015). Strategic brand management (3rd ed.). Oxford University Press.
-Chaffey, D., & Ellis-Chadwick, F. (2019). Digital marketing (Seventh edition.). Pearson (p.5-26)

Teachers

Ari Soinola

Campus

Chongqing

Teaching language

English

Timing

24.03.2025 - 16.05.2025
Groups
- AB4CQ
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Self and Team Leadership 1 LEA1AB101-3011 21.10.2024-13.12.2024 5 cr (AB3CQ) +-
Learning objectives

The module is a part of basic studies in Porvoo Campus competence-based curriculum and advances the following competences: e.g., self-reflection and management, future work life skills, time and stress management, integrity and responsible behaviour, professional communication and career orientation. There are also other parallel implementations of this module with the same objectives yet with a different industry specific focus.

Starting level and linkage with other courses

The module has no prerequisites. This module is linked with all the level 1 modules of the Campus 2017 curriculum. This module, offered in Semester 1, is part 1 of the upcoming module, offered in Semester 2, with the similar name. The module contents will be implemented through semester projects.

Contents

team work and team building (1st and 2nd semester)
multiculturalism (1st and 2nd semester)
time management (1st and 2nd semester)
professional communication and ICT tools (1st and 2nd semester)
project management (1st and 2nd semester)
self-reflection (1st and 2nd semester)
feedback (1st and 2nd semester)
networking (1st and 2nd semester)
employability and employment opportunities (2nd semester)
personal branding and social media presence (2nd semester)

Assessment criteria

Assessment criteria - grade 1

The student is able to practice self-reflection with guidance. The student displays limited time-management and stress management skills. The student has difficulties in giving and receiving feedback. S/he has limited sensitivity towards personal and cultural differences and difficulties in adapting to the respective environment. The student participates in the project planning, implementation and evaluation with a minimal input. The student needs support in finding motivation.

Assessment criteria - grade 3

The student is able to practice self-reflection and critical thinking at some level. The student displays some time-management and stress management skills. The student is able to give and receive feedback. S/he understands personal differences and multicultural environments and adapts to the respective environment at some level. The student participates in the project planning, implementation and evaluation independently and makes use of the advise available. The student is goal-oriented and self-driven to a certain extent.

Assessment criteria - grade 5

The student is able to practice self-reflection and critical thinking. The student displays time-management and stress management skills. S/he is self-disciplined and self-motivated. The student is able to give and receive constructive feedback. S/he understands personal differences and multicultural environments and adapts to the respective environment. The student participates proactively and with goal-orientation in the project planning, implementation and evaluation. The student displays a career and goal-oriented mindset.

Learning material and recommended literature

Books on the content topics
E-books and online articles
Online tutorials
Companies’ web-portals
Industry related reports and statistics
Relevant media, news agencies, quality press, etc.
Social networking tools
Exercises, tests
Instructors’ own materials, materials produced by students.

Teachers

Pia Kiviaho-Kallio

Campus

Chongqing

Teaching language

English

Timing

21.10.2024 - 13.12.2024
Groups
- AB3CQ
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Self and Team Leadership 2 LEA1AB102-3011 24.03.2025-16.05.2025 5 cr (AB4CQ) +-
Teachers

Ari Etelävuori, Pia Kiviaho-Kallio

Campus

Chongqing

Teaching language

English

Timing

24.03.2025 - 16.05.2025
Groups
- AB4CQ
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Work Placement PLA6PO104-3010 21.10.2024-16.05.2025 30 cr (AB5CQ) +-
Learning objectives

The students learn to develop their professional skills and to link their academic studies with real-life work practices and is able to evaluate and develop their workplace environment. Work placement is assessed as pass (H=accepted) or fail. Please see MyNet for further information.

Starting level and linkage with other courses

The student has successfully completed 120 ECTS.

Contents

Work placement period is one uninterrupted period or several shorter ones. Work placement can be full-time or part-time work with a minimum of 20 h/week. A students submits a written work placement notification (application) to the work placement coordinator. Work placement comprises the following:
• Participation in a placement info meeting before work placement.
• Contact with the work placement advisor (lecturer) before and during the placement.
• Placement period in an approved company or organization.
• Keeping a learning log.
• Submitting a written or an oral placement report with the required attachments and submitting the required documents to the advisor.
• Giving feedback on the learning platform or submitting a Work Placement Abroad –student report

Learning material and recommended literature

Liisa Wallenius, placement abroad
Leena Törmälä, placement in Finland

Teachers

Hanna Siltakorpi

Campus

Chongqing

Teaching language

English

Timing

21.10.2024 - 16.05.2025
Groups
- AB5CQ
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Evaluation scale

H-5
Credits
- 30 cr
Unit

Commercial and International Services Commercial

Academic year 2025 - 2026

Air Cargo AIR3PO303-3011 20.10.2025-12.12.2025 5 cr (AB5CQ, ...) +-
Learning objectives

The module advances the following competences with specific focus on air cargo: analytical and strategic thinking, strategic planning, value creation, process development, risk management, safety&security, regulation, strategic sales, enabling digitalization, managing sales and performance, future orientation.

Starting level and linkage with other courses

The module is part of advanced studies in Porvoo Campus competence based curriculum. Prerequisites for the module are that the student has completed basic and professional studies.

Contents

• Strategic planning
• Concept and business development within air cargo
• Digitalization and sustainability within air cargo context
• Sales and business performance management
• Value creation
• Risk management
• Airports and airlines within the air cargo networks
• Key factors and stakeholders in the air cargo industry
• Air Cargo industry forecasts and trends, future
• Air cargo safety and security management and industry regulations

Assessment criteria

Assessment criteria - grade 1

The student has limited abilities to conduct analytical and strategic thinking, strategic planning and has gained limited knowledge of value creation, concept development, risk management , strategic sales and e-commerce, enabling digitalization, managing sales and performance.The student participates in project teamwork, implementation and evaluation with a minimal input. The student is able to operate only when the task and instructions are given and when s/he is aided by other students and the supervisors.

Assessment criteria - grade 3

The student has good abilities to conduct analytical and strategic thinking, strategic planning and has gained sufficient knowledge of value creation, concept development, risk management, strategic sales and e-commerce, enabling digitalization, managing sales and performance. The student participates in project teamwork, implementation and evaluation with active input. The student is able to work and proactively and independently.

Assessment criteria - grade 5

The student has excellent abilities to conduct analytical and strategic thinking, strategic planning and has gained outstanding knowledge of value creation, concept development, risk management, strategic sales and e-commerce, ebnabling digitalization, managing sales and performance. The student actively participates and leads when necessary project teamwork, implementation and evaluation. The student actively seeks to work proactively and independently in a highly productive manner.

Learning material and recommended literature

Abeyratne, R. 1. k. 2018. Law and regulation of air cargo. Cham, Switzerland: Springer.
Morrell, P. S. & Klein, T. 2019. Moving boxes by air: The economics of international air cargo. Second edition. Abingdon, Oxon ; New York, NY: Routledge.
Sales, M. 2016. Aviation Logistics: The dynamic partnership of air freight and supply chain. London ; Philadelphia ; New Delhi: Kogan Page.
Hertwig, P. & Rau, P. 2010. Risk Management in the Air Cargo Industry: Revenue Management, Capacity Options and Financial Intermediation. Diplomica Verlag.
McKinnon, A. C. 2018. Decarbonizing logistics: Distributing goods in a low-carbon world. London, United Kingdom ; New York, NY: Kogan Page Limited.
Protzman. 2018. Implementing Lean. CRC Press.
Bicheno, J. & Holweg, M. 2016. The Lean toolbox: A handbook for lean transformation. Fifth edition. Buckingham: PICSIE Books.
Bowersox, D. J., Closs, D. J., Cooper, M. B. & Bowersox, J. C. 2020. Supply chain logistics management. Fifth edition. International student edition. New York, NY: McGraw Hill Education.

E-books and online articles

Companies’ web-portals

Relevant media, news agencies, quality press, etc.

Instructors’ own materials, materials produced by students.

Teachers

Ari Soinola

Campus

Chongqing

Teaching language

English

Timing

20.10.2025 - 12.12.2025
Groups
- AB5CQ
- CONTACT
- BLENDED
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Virtual proportion

2.5 cr

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Airline Business AIR3PO301-3012 20.10.2025-12.12.2025 5 cr (AB5CQ, ...) +-
Learning objectives

The implementation aims at developing students’ ability to build a holistic view of airline key commercial units activity functions. After a successful participation of the course the participant should have proficiency in recognising real-life airline commercial business functions and assess their impact on airline business considerations. The course aims at building up insight in airlines professional expectation through:
-The ability to recognise processes between airline business stakeholders.
-Interpreting airline business concepts and drivers such as strategic considerations, market management, pricing, network planning, and sustainability application
-Enhance students’ ability to cultivate strategic thinking and articulate functions in different airline business models.
-Assess airline key unit functions and their intent in context of airline management
-Applying KPIs impact considerations on airline route and O&D performance
-Articulating and creating a Commercial Business Plan formulation for positioning an airline in its market(s)

Starting level and linkage with other courses

The module is a part of professional studies in Porvoo Campus competence-based curriculum. Prerequisites for the module are that the student has completed basic and professional studies in aviation. Alternatively, basic airline knowledge gained in working a few years in an airline.

Contents

CONTENTS
*Commercial Management and Strategy
*Finance and Treasury
*Sales
*Marketing
*Network Planning (Schedules, Fleet & Profitability Scenarios)
*Revenue Management and Pricing
*Alliances and Partnerships
*Ancillaries Business
*Loyalty
*Sustainability
*Industrial Affairs, Politics & Law

WORKING LIFE CONNECTIONS
Company and airline visits, guest lecturers and project work in cooperation with different aviation companies and organisations.

INTERNATIONALITY
Teamwork in an international group, supervised by international instructors. Guest lecturers from international organisations and partner universities.

Assessment criteria

Assessment criteria - grade 1

Grade 1
(Basic knowledge, completes given tasks and assignments on a satisfactory level)
You are able to understand and interpret the basic principles of airline business, through listing and formulating the essential considerations. In addition, you can calculate and present airline business KPIs and variables. Moreover, you have shown basic knowledge in performance evaluation assessment. Furthermore, you can apply and reflect basic strategy frame and present considerations in your commercial business plan report.

Assessment criteria - grade 3

Grade 3
Good (You have Comprehensive knowledge, and are expected to compare and link course concepts. You have completed given tasks and assignments on a good level, showing positive attitude through participating in some discussions, and makes visible efforts in analysing and solving possible challenges and problematics.)

You can apply and interpret the basic principles of airline business and can benefit to business considerations through KPIs assessment. In addition, You can not only calculate essential KPIs, but discuss and analyse different variables impacting performance evaluation. Moreover, you are able to critically evaluate a Commercial Business Plan report applied with airline business variable considerations. Furthermore, you can interpret, asses and present different considerations in a structured commercial business plan report and presentation.

Assessment criteria - grade 5

Grade 5
Excellent: (In addition to finalising all given tasks with exemplary results, you can widely build knowledge by demonstrating comprehensive use of course concepts. You consistently contribute in discussions, indicate thorough preparation and elaborate on analytical insight and conclusions. You have a distinguished level of problem-solving skills, and an innovative mindset for analytical assessments. You can cooperate responsibly and constructively in a professional manner and take others views into consideration.)

You can apply and interpret the principles of airline business for driving commercial initiatives and performance evaluation. You can formulate the essential KPIs and develop business based on the analysis. You possess skills in independently applying insights of airline business in commercial plan considerations context. Moreover, you are able to visually illustrate, with the help of qualitative and quantitative data, how to develop business activities through several variables influencing airline business. Furthermore, you can clearly create, asses and present key considerations through a well formulated commercial plan report and presentation in an innovative manner.

Learning material and recommended literature

Course literature:
Taneja, N.K. 2014. Designing Future-Oriented Airline Business. Ashgate.
Wensveen, J. G. 2015. Air Transport. A Management Perspective. Ashgate.

Additional reading:
Bartlik, M. 2011. The Impact of EU Law on the Regulation of International Air Transportation. Ashgate.
Flouris, Triant G . & Yilmaz, Ayse K. 2011. Risk Management and Corporate Sustainability in Avaition. Ashgate.
Morrell, Peter.S. 2013. Airline Finance. Ashgate.
Rhoades, Dawna l. 2014. Evolution of International Aviation Phoenix Rising. Ashgate.
Sheehan, J.J. 2013. Business and Corporate Aviation Management. New York: McGraw-Hill Education.
Vasigh, B. & Fleming, K. & Tacker, T. 2013. Introduction to Air Transport Economics From Theory to Applications. Second Edition. Ashgate.

E-books and online articles
Companies’ web-portals
Relevant media, news agencies, quality press, etc.
Social networking tools
Instructors’ own materials, materials produced by students.

Teachers

Thomas Sundman

Campus

Chongqing

Teaching language

English

Timing

20.10.2025 - 12.12.2025
Groups
- AB5CQ
- CONTACT
- BLENDED
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Virtual proportion

2.5 cr

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Airport Business AIR3PO302-3012 20.10.2025-12.12.2025 5 cr (AB5CQ, ...) +-
Learning objectives

Learning objectives and assessment

The module advances the following competences with specific focus on airport business: strategic planning, economics, ecosystem, megatrends, digitalization, sustainability, value creation, concept development, passenger experience, risk management, operations, safety&security, regulation, capacity management, sales, performance, master planning and future airports.

Starting level and linkage with other courses

The module is part of advanced studies in Porvoo Campus competence based curriculum. Prerequisites for the module are that the student has completed basic and professional studies.

Contents

Strategic planning
Concept development at airports in airport industry
Ecosystem, megatrends
Sustainability
Sales
Digitalization
Sustainability
Value creation
Safety&security, regulation
Risk management
Operations and systems
Capacity management
Master planning
Future airports

Assessment criteria

Assessment criteria - grade 1

Grade 1
The student has limited abilities and knowledge to work with strategic planning, economics, ecosystem, megatrends, digitalization, sustainability, value creation, concept development, passenger experience, risk management, operations, safety&security, regulation, capacity management, sales, performance, master planning and future airports in the airport context. The student participates in project teamwork, implementation and evaluation with a minimal input. The student is able to operate only when the task and instructions are given and when s/he is aided by other students and the supervisors.

Assessment criteria - grade 3

Grade 3
The student has good abilities and knowledge to work with strategic planning, economics, ecosystem, megatrends, digitalization, sustainability, value creation, concept development, passenger experience, risk management, operations, safety&security, regulation, capacity management, sales, performance, master planning and future airports in the airport context. The student participates in project teamwork, implementation and evaluation with active input. The student is able to work and proactively and independently.

Assessment criteria - grade 5

Grade 5
The student has excellent abilities and knowledge to work with strategic planning, economics, ecosystem, megatrends, digitalization, sustainability, value creation, concept development, passenger experience, risk management, operations, safety&security, regulation, capacity management, sales, performance, master planning and future airports in the airport context. The student actively participates and leads when necessary project teamwork, implementation and evaluation. The student actively seeks to work proactively and independently in a highly productive manner.

Learning material and recommended literature

Graham, A. 2018. Managing airports: An international perspective. Fifth edition. Abingdon, Oxon: Routledge.
Halpern, N. & Graham, A. 2013. Airport marketing. London: Routledge.
Kazda, A., Caves Robert E. & Robert E. Caves. 2015. Airport Design and Operation. Emerald Publishing Limited.
Zografos, K., Andreatta, G., Odoni, A. R. & Odoni, A. 2013. Modelling and Managing Airport Performance. John Wiley & Sons, Incorporated.
Forsyth, P., Gillen, D., Müller, J. & Niemeier, H. 2016. Airport competition: The European experience. Abingdon, Oxon: Routledge.
Sweet, K. M. 2009. Aviation and airport security: Terrorism and safety concerns. 2nd ed. Boca Raton, FL: CRC Press.
Ashford, N., Stanton, H. P. M., Moore, C. A., Coutu, P. & Beasley, J. R. 2013. Airport operations. 3rd ed. New York: McGraw-Hill.

E-books and online articles
Companies’ web-portals
Relevant media, news agencies, quality press, etc.
Social networking tools
Instructors’ own materials, materials produced by students.

Teachers

Heini Noronen-Juhola

Campus

Chongqing

Teaching language

English

Timing

20.10.2025 - 12.12.2025
Groups
- AB5CQ
- CONTACT
- BLENDED
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Virtual proportion

2.5 cr

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Aviation Business Basics 1 BUS1AB101-3013 20.10.2025-12.12.2025 5 cr (AB1CQ, ...) +-
Learning objectives

Upon completion of the course:

LO1: Student is able to define the process in becoming an entrepreneur and evaluate different available business forms and formalities.
LO2: Understanding entrepreneurial approach, business mindset based on individual, organisation and society context
LO3: Evaluate different entrepreneurial opportunities and business models with sustainability considerations e.g. circular economy.
LO4: Promote entrepreneurial spirit through individual participation, group work and understanding team dynamics influence in start-up context
LO5: The student realises the value and use of creating a useful business network both from an individual perspective and organisation´s view

The aim: Learn to think like an entrepreneur and to solve real-world problems by creating something new. After a successful participation in the course, the student should be able to develop business model considerations in context of entrepreneurial process in starting up a business. In addition, the student will be able to present a new venture idea to potential decision makers. Student will understand the difference between intrapreneurship and entrepreneurship and develop skills in innovative thinking, considering both inside and outside a corporate frame.

Starting level and linkage with other courses

No previous studies needed and no binding connections to other courses

Contents

• The characteristics of an entrepreneur and intrapreneur
• Analysis of business environment with emphasis on aviation
• Introduction to forms of business in Finland
• Process of founding a business
• Making a business plan/business model
• Permits/legal issues/investment
• Pitching own business idea
• Business model canvas and its components

Assessment criteria

Assessment criteria - grade 1

Grade 1
The student’s understanding of entrepreneurship key concepts is limited. Student’s level of skill in developing and in establishing a business, is below average. Her’s/his’ knowledge about the basic theoretical frameworks and business model is below average. Student’s attitude towards learning through participation in teamwork and conducting assignments, is below average. Her/his capability to analyze organizational practices that facilitate different types of businesses is limited.

Assessment criteria - grade 3

Grade 3
The student has good entrepreneurial skills and understands components of establishing own business.
S/he has a good knowledge of the basic theoretical frameworks and business model which is necessary in business set up. S/he has a good attitude towards learning through participation in teamwork and conducting assignments. S/he has a good self- and group critical thinking. S/he can objectively measure the success of business.

Assessment criteria - grade 5

Grade 5
The student has excellent entrepreneurial skills in developing and in establishing both an innovative and viable business. S/he has excellent knowledge about the theoretical frameworks, business models and its application in practice. S/he has an excellent attitude towards learning through self-initiative and continuous and supportive participation in teamwork and in conducting assignments. S/he has an excellent measurements skills and analyses of business success.

Further information

This course might involve a project work commissioned by an external company.

Learning material and recommended literature

Books on the content topics
E-books and online articles
Online tutorials
Companies’ web-portals
Industry related reports and statistics
Relevant media, news agencies, quality press, etc.
Social networking tools
Exercises, tests
Instructors’ own materials, materials produced by students.

Teachers

Thomas Sundman

Campus

Chongqing

Teaching language

English

Timing

20.10.2025 - 12.12.2025
Groups
- AB1CQ
- CONTACT
- BLENDED
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Virtual proportion

2.5 cr

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Aviation Business Basics 2 BUS1AB102-3012 23.03.2026-15.05.2026 5 cr (AB2CQ, ...) +-
Learning objectives

Upon completion of the course, the student is able to:
LO1: Calculate and understand key financial metrics
LO2: Assess basic financial statement information and understand drivers for corporate profitability.
LO3: Calculate organisation´s key financial performance indicators (KPIs) and interpret these in business and aviation context
LO4: Create visuals with the use of data in order to produce business development storylines

The module advances project management, business mindset, ability to analyse macroeconomical influence on aviation business context. In addition, the implementation promotes the use of digital networking tools and the use of different data sources for industry and organisational analysis.

Starting level and linkage with other courses

No previous studies needed and no binding connections to other courses.

Assessment criteria

Assessment criteria - grade 1

The student knows how to find data sources and organising both qualitative and quantitative data by choosing and using research and development methods when aided and guided by others. S/he has difficulties in evaluating, understanding and making calculations and evaluations based on given assignments. S/he has a limited ability to recognise data usage for driving business and building up narratives based on numerical analysis. S/he struggles with forming storylines with the help of data and environmental scanning tools. The student is able to identify revenue streams within the project scope with assistance. S/he understand geographical and customer segmentation with assistance. S/he is able to display only a poor level of revenue generation considerations and methods. The student participates in the project planning, implementation and evaluation with a minimal input. The student is able to operate only when the task and instructions are given and when s/he is aided by other students and the supervisors.

Assessment criteria - grade 3

The student is able to use data sources and organise data by choosing and using research and development methods. S/he is able to evaluate, understand and make calculations based on given metric assignments. S/he has a rather good ability to recognise data usage for driving business and building up narratives based on numerical analysis. The student is able to identify revenue streams within the project scope with assistance. S/he understand customer and geographical segmentation. S/he is able to display a moderately good level of revenue generation considerations and methods. S/he is able to form storylines by using environmental scanning tools and use information gathered from different data sources. The student participates independently and takes initiatives in group work regarding project planning, implementation and evaluation. The student is able to operate when tasks and instructions are given.

Assessment criteria - grade 5

A student that performs exemplary with excellence in this course is identified by consistently contributing in class discussions and indicates thorough preparation and analytical insight. The student interacts with the class, giving space for argumentation and room for fellow student opinions. S/he focuses on building understanding on the narrative at hand by contributing with opinions and insight. S/he is prepared, keeps deadlines, makes comments and references to the learning material, makes visible efforts in analysing and solving possible challenges and problematics. The exemplary student is able to use data sources and organise data by choosing and using research and development methods. S/he is able to evaluate, understand and make calculations based on given metrics performance assignments. S/he has an excellent ability to recognise data usage for driving business and building up narratives based on numerical analysis. The student is able to identify revenue streams within the project scope and form valuable storylines with help of environmental scanning tools by using different data information sources. S/he has profound understand regarding customer and geographical segmentation. S/he is able to display a good level of revenue generation considerations and methods. The student is able to operate when tasks and instructions are given. S/he is happy to take leadership, yet, possesses communication skills to create a positive group atmosphere. S/he understands concepts presented, and master the available tools applicable for analytical assessments.

Further information

This course might involve a project work commissioned by an external company.

Learning material and recommended literature

Books on the content topics
E-books and online articles
Online tutorials
Companies’ web-portals
Industry related reports and statistics
Relevant media, news agencies, quality press, etc.
Social networking tools
Exercises, tests
Instructors’ own materials, materials produced by students.

Teachers

Thomas Sundman

Campus

Chongqing

Teaching language

English

Timing

23.03.2026 - 15.05.2026
Groups
- AB2CQ
- CONTACT
- BLENDED
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Virtual proportion

2.5 cr

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Aviation Business Environment 1 OPE1AB101-3013 20.10.2025-12.12.2025 5 cr (AB1CQ, ...) +-
Learning objectives

The module is a part of basic studies in Porvoo Campus competence-based curriculum and advances the understanding of the operational environment (for example stakeholders and ecosystem) within the aviation industry. The module advances also the value chain understanding, understanding basic functions of macroeconomics and global mindset.

There are also other parallel implementations of this module with the same objectives yet with a different industry specific focus.

Starting level and linkage with other courses

The module has no prerequisites. This module is offered at the first semester.

Contents

Analysis of the operational environment and the stakeholders within the aviation industry
Basics of macro and microeconomics
Ecosystem, megatrends
Regulation
History of Aviation
Future of Aviation
Sustainability
Digitalization

Assessment criteria

Assessment criteria - grade 1

Grade 1
The student has some understanding of the concept and the terminology of the operational environment. S/he uses only a few sources and needs assistance to find relevant information. S/he finds it challenging to analyse the operational environment. S/he is able to choose and use some research and development methods as well as digital tools when aided and guided by others. S/he can identify a few stakeholders and networks in both domestic and international markets. The student finds it challenging to work in an international team and/or global context. The student participates in the project planning, implementation and evaluation with a minimal input. The student is able to operate only when the task and instructions are given and when s/he is aided by other students and the supervisors.

Assessment criteria - grade 3

Grade 3
The student understands and is able to define the concept and the terminology of the operational environment. S/he is able to search for relevant sources and use them independently. S/he is able to analyse the operational environment by choosing and using research and development methods as well as digital tools. S/he can identify and analyse the core stakeholders and networks in both domestic and international markets. The student is able to work in an international team and/or global context. The student participates in the project planning, implementation and evaluation independently and makes use of the advise available. The student is able to operate when the task and instructions are given.

Assessment criteria - grade 5

Grade 5
The student understands and is able to define the concept and the terminology of the operational environment. S/he is able to search for relevant information actively and independently from versatile sources. The student is able to assess the reliability of the sources and use them with skill. S/he is able to analyse the operational environment by choosing and using relevant research and development methods as well as digital tools. S/he can identify and analyse the core stakeholders and networks in both domestic and international markets. The student works extraordinary well in an international team and/or global context. The student participates proactively and with goal-orientation in the project planning, implementation and evaluation. The student is able to operate proactively with an entrepreneurial mindset.

Further information

RECOGNISING AND VALIDATING PRIOR LEARNING (RPL)
If students have acquired the required competence in previous work tasks, recreational activities or in other studies, they can show the competence with a demonstration and progress faster through their studies. More information can be asked from the instructor.

CONNECTIONS TO BUSINESS LIFE
Company visits, guest lecturers and workshops in cooperation with different companies and organisations.

INTERNATIONALITY
Possibility to work with international teams and instructors. Guest lecturers from international organisations and partner universities. International learning materials.

Learning material and recommended literature

The learning materials can be for example:
Books on the content topics
E-books and online articles
Online tutorials
Companies’ web-portals
Industry related reports and statistics
Relevant media, news agencies, quality press, etc.
Social networking tools
Exercises, tests
Instructors’ own materials, materials produced by students.

Teachers

Heini Noronen-Juhola

Campus

Chongqing

Teaching language

English

Timing

20.10.2025 - 12.12.2025
Groups
- AB1CQ
- CONTACT
- BLENDED
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Virtual proportion

2.5 cr

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Aviation Business Environment 2 OPE1AB102-3012 23.03.2026-15.05.2026 5 cr (AB2CQ, ...) +-
Learning objectives

The module is a part of basic studies in Porvoo Campus competence-based curriculum and advances the following competences: e.g., understanding of operational environment (e.g. stakeholders and networks) within the aviation industry. Furthermore, applying law and regulations to common situations in aviation. The module advances also value chain understanding, understanding basic functions of macroeconomics and global mindset.

There are also other parallel implementations of this module with the same objectives yet with a different industry specific focus.

Starting level and linkage with other courses

The module has no prerequisites. This module is linked with all the level 1 modules of the Campus 2017 curriculum. This module, offered in Semester 1, is part 1 of the upcoming module, offered in Semester 2, with the similar name. The module contents will be implemented through semester projects.

Contents

Analysis of the operational environment within the aviation industry (1st and 2nd semester)
Basics of macro and microeconomics (1st and 2nd semester)
Legal environment (2nd semester)
Digital environment (1st and 2nd semester)
Core actors, organisations and networks operating in local, domestic and international markets with emphasis on the aviation industry (1st and 2nd semester)

Assessment criteria

Assessment criteria - grade 1

The student has some understanding of the concept and the terminology of the operational environment. S/he uses only a few sources and needs assistance to find relevant information. S/he finds it challenging to analyse the operational environment. S/he is able to choose and use some research and development methods as well as digital tools when aided and guided by others. S/he can identify a few stakeholders and networks in both domestic and international markets. The student finds it challenging to work in an international team and/or global context. The student participates in the project planning, implementation and evaluation with a minimal input. The student is able to operate only when the task and instructions are given and when s/he is aided by other students and the supervisors.

Assessment criteria - grade 3

The student understands and is able to define the concept and the terminology of the operational environment. S/he is able to search for relevant sources and use them independently. S/he is able to analyse the operational environment by choosing and using research and development methods as well as digital tools. S/he can identify and analyse the core stakeholders and networks in both domestic and international markets. The student is able to work in an international team and/or global context. The student participates in the project planning, implementation and evaluation independently and makes use of the advice available. The student is able to operate when the task and instructions are given.

Assessment criteria - grade 5

The student understands and is able to define the concept and the terminology of the operational environment. S/he is able to search for relevant information actively and independently from versatile sources. The student is able to assess the reliability of the sources and use them with skill. S/he is able to analyse the operational environment by choosing and using relevant research and development methods as well as digital tools. S/he can identify and analyse the core stakeholders and networks in both domestic and international markets. The student works extraordinary well in an international team and/or global context. The student participates proactively and with goal-orientation in the project planning, implementation and evaluation. The student is able to operate proactively with an entrepreneurial mindset.

Learning material and recommended literature

Books on the content topics
E-books and online articles
Online tutorials
Companies’ web-portals
Industry related reports and statistics
Relevant media, news agencies, quality press, etc.
Social networking tools
Exercises, tests
Instructors’ own materials, materials produced by students.

Teachers

Heini Noronen-Juhola

Campus

Chongqing

Teaching language

English

Timing

23.03.2026 - 15.05.2026
Groups
- AB2CQ
- CONTACT
- BLENDED
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Virtual proportion

2.5 cr

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Customer Competence in Aviation Business 2 SAL1AB102-3012 20.10.2025-12.12.2025 5 cr (CONTACT, ...) +-
Learning objectives

The module is a part of basic studies in Porvoo Campus competence-based curriculum and advances the following competences: e.g., customer understanding and service, understanding how to find and maintaining customers, customer lifecycle, customer analysis, focus on customer experience within the aviation industry. The module advances also communication and argumentation, active listening and rapport building and skillful communication. There are also other parallel implementations of this module with the same objectives yet with a different industry specific focus.

Starting level and linkage with other courses

The module has no prerequisites. This module is linked with all the level 1 modules of the Campus 2017 curriculum. This module, offered in Semester 1, is part 1 of the upcoming module, offered in Semester 2, with the similar name. The module contents will be implemented through semester projects.

Contents

• Customer understanding (1st-2nd semester)
• Tools to identify customer needs and expectations (1st-2nd semester)
• Consumer behaviour (1st-2nd semester)
• Customer journey (1st-2nd semester)
• Customer experience management (1st-2nd semester)
• Sales and marketing communication (with an aviation industry specific approach) (2nd semester)

Assessment criteria

Assessment criteria - grade 1

The student understands how to find and maintain customers by choosing and using research and development methods when aided and guided by others. S/he has difficulties in evaluating different customer types and changing communication accordingly. S/he has a limited ability to recognise and follow customer needs as well as focus on customer experience. The student is able to use different sales and marketing communication channels only with assistance. S/he is able to display only a poor level of customer orientation. The student participates in the project planning, implementation and evaluation with a minimal input. The student is able to operate only when the task and instructions are given and when s/he is aided by other students and the supervisors.

Assessment criteria - grade 3

The student understands how to find and maintain customers by choosing and using relevant research and development methods. S/he is able to evaluate customer types and change communication accordingly. S/he can recognise and follow customer needs as well as focus on customer experience. The student has a rather good ability to use different sales and marketing communication channels. S/he is able display some level of customer orientation. The student participates in the project planning, implementation and evaluation independently and makes use of the advise available. The student is able to operate when the task and instructions are given.

Assessment criteria - grade 5

The student understands how to find and maintain customers by choosing and using relevant research and development methods. S/he is able to evaluate customer types and change communication accordingly. S/he can recognise and follow customer needs as well as focus on customer experience. S/he is able to use different sales and marketing communication channels. The student participates proactively and with goal-orientation in the project planning, implementation and evaluation. The student displays excellent customer oriented mindset and is able to develop business in a responsible manner.

Learning material and recommended literature

Books on the content topics
E-books and online articles
Companies’ web-portals
Industry related reports and statistics
Relevant media, news agencies, quality press, etc.
Social networking tools
Instructors’ own materials, materials produced by students.

Teachers

Jemina Kinnari

Campus

Chongqing

Teaching language

English

Timing

20.10.2025 - 12.12.2025
Groups
- CONTACT
- AB3CQ
- BLENDED
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Virtual proportion

2.5 cr

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Kertaa ja kuuntele – Polish your Finnish skills! FIN001AS0AE-3002 01.09.2025-12.12.2025 1 cr (NONSTOP, ...) +-
Learning objectives

Having completed the course, you will have
• a strong basic vocabulary
• clear understanding of some crucial structures of Finnish
• good skills in listening to Finnish.

Contents

The aim of the course is to strengthen your Finnish language skills after your first Finnish course. You will revise and get a lot of practice in some essential structures of Finnish. You will also improve your skills in listening to Finnish. After completing this course, you will have a stronger basis for your future Finnish studies, and you will be well prepared for your next Finnish course.

Further information

Remember to make sure with your University of Applied Sciences that the course can be included in your degree.

This is a unique 3AMK collaboration course coordinated by Haaga-Helia UAS.

Teaching methods and instruction

Nonstop virtual course, study at your own pace

Learning material and recommended literature

Teacher’s material on Moodle

Teachers

Anna-Reetta Kokkonen

Working life connections

The course helps to strengthen the basics of Finnish, which gives the student better possibilities to adapt to Finland and Finnish society.

Campus

Pasila Campus

Exam dates and re-exam possibilities

No exams but online quizzes and assignments

Teaching language

English

Internationality

Multicultural student group

Timing

01.09.2025 - 12.12.2025

Learning assignments

Various activities and assignments, such as reading and listening comprehension, grammar and vocabulary exercises and quizzes.

Content scheduling

Students do the assignments at their own pace.
Groups
- NONSTOP
- 3AMK
- VIRTUAL
Seats

15 - 150

Further information

Course is graded with pass/fail.

Degree Programme

ABBA Degree Programme in Aviation Business, DIGIBBA Digital Business Innovations, ITBBA Business Information Technology, STEM Sustainable Tourism and Event Management, INTBBA International Business

Virtual proportion

1 cr

Evaluation scale

H-5
Credits
- 1 cr
Unit

Guidance, Career and Wellbeing Services
Leading Human Resources in Aviation Business LEA2AB201-3012 23.03.2026-15.05.2026 5 cr (AB4CQ, ...) +-
Learning objectives

As a result of the studies, the student will learn about self-leadership and essential leadership skills in work surroundings and utilize the dynamics of excellent teamwork leadership principles in practice. The student knows the company's personnel sector with all its functions and can communicate skillfully in the work community. The student can also use appropriate problem and conflict resolution skills and identify their own and the team's potential and development opportunities. Motivation theories are included in the learning objectives of this course. The goal of this course is also for the student to learn to advance their team to effective performance, take advantage of opportunities, and take flexible roles to promote team effectiveness.

Starting level and linkage with other courses

Starting level and linkage with other courses:
Self and Team Leadership 1 and 2 are prerequisites, module is linked to other modules through projects and continues as Developing Human Resources in semester 4 with a developmental focus.

Contents

Contents:
- Human resource management in a company
- Well-functioning workplace
- Basics of Great Leadership
- Performance management and development
- Team building, diversity, and teaming games
- Recruitment process in a company
- Outsourcing and other challenges in recruiting
- How to make an application and an impressive cv
- Interviews and practices
- Motivation and motivational theories
- Motivation in a workplace
- Employee experience and leadership
- Leadership communication
- Conflict resolution
- Internal communication and practices

Assessment criteria

Assessment criteria - grade 1

Moderate level of understanding dynamics of teamwork and leadership and practicing them
Moderate level of commitment to teamwork and contribution to outcomes
Moderate level of demonstration of self and team leadership skills
Some recognition of challenges of the team and teamwork and suggestion for improvement in modest level.

Assessment criteria - grade 3

A clear understanding of the theories and practicing of effective teamwork and leadership
Good level of analysis and understanding of situational factors ineffective team leadership and their impact on organizations
Good understanding of different roles in teamwork and practicing these roles appropriately and actively
Recognition of team strengths and weaknesses of the team and having solution-oriented approach to challenges

Assessment criteria - grade 5

Excellent understanding of the theories and practicing of effective teamwork and leadership
Excellent level of analysis and understanding of situational factors ineffective team leadership and their impact on organizations
Excellent ability to take different roles in teamwork to advance goal achievement with a consideration to both organizational and individual goals
Encouraging and supporting creativity and development of team members in a perfect balance
Ability to change leadership and communication styles for different situations and do it in a constructive and motivating approach
Able to inspire and motivate team members to reach the common goals

Learning material and recommended literature

Foot, M. & Hook, C. 2011. Introducing Human Resource Management. Prentice Hall

Beardwell, J. & Claydon T. 2010. Human Resource Management. A contemporary approach. Prentice Hall

Barrett, D. 2014. Leadership Communication. McGraw-Hill education.

Waite, K., Beevers K., Small, N., Tomlinson, K. & Hussain S. 2021. People Practice. A Complete Guide. Kogan Page

Other literature provided by the teacher during the lessons

Books on the content topics

E-books and online articles

Online tutorials

Companies’ web-portals

Industry-related reports and statistics

Relevant media, news agencies, quality press, etc.

Social networking tools

Teachers

Hanna Siltakorpi

Campus

Chongqing

Teaching language

English

Timing

23.03.2026 - 15.05.2026
Groups
- AB4CQ
- CONTACT
- BLENDED
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Virtual proportion

2.5 cr

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Leading Sales and Business Development LEA2AB221-3012 20.10.2025-12.12.2025 5 cr (AB5CQ, ...) +-
Learning objectives

The module advances the following competences: leadership and management of sales teams, relationship building, sustainable value creation, strategy development. Moreover, the module advances ability to successfully set up and implement your own sales project.

Starting level and linkage with other courses

Students have completed the basic studies. The module is a part of professional studies in Porvoo Campus competence-based curriculum.

Contents

The module has four components:

Opportunity identification
Leading and managing sales teams
Sales negotiations
Business Development (Research/Benchmarking/ Implementation)

Assessment criteria

Assessment criteria - grade 1

The students finds it difficult to analyse the business environment to identify business opportunities in the market. With help the student can identify and develop solution to customer needs. S/he can plan and manage a sales process on a real-life project on a basic level. The student has some insight in using suitable sales management tools and leading a team to success. S/he has basic negotiation and communication skills. The student is able to work as a member of a sales team and contribute to the overall results with guidance.

Assessment criteria - grade 3

The student can analyse the business environment to identify business opportunities in the market. The student can use the right tools to identify customer needs and develop solutions for the customers. S/he knows how to manage a sales process on a real-life project. The student has good insight in using suitable sales management tools and leading a team to success. S/he shows good negotiation and communications skills. S/he can work responsibly as a team member and shows initiative in reaching the common goal efficiently. S/he displays a broad range of work-life related competences.

Assessment criteria - grade 5

The student can analyse the business environment to identify business opportunities in the market in a professional manner. The student professionally uses the right tools to identify customer needs and develop solutions for the customers. S/he has very good command of how to manage a sales process on a real-life project. The student has excellent insight in using suitable sales management tools and shows great input for leading the team to success. S/he shows excellent negotiation and communications skills. S/he has professional skills to work as a team member and shows extraordinary initiative in reaching the common goal. S/he displays a broad range of work-life related competences and makes efficient use of them.

Learning material and recommended literature

Butler, David, 2012, Business Devlopment: A Guide to Small Business Strategy. Butterworth & Heineman.

English W. J., Moate, B., 2009, Discovering New Business Opportunities. Allen & Unwin.

Jobber, D., Lancaster, G.,2009, Selling and Sales Management. Pearson.

Reed, W., 2011, Selling For the Long Run. MacGrawHill.

Cron, William L., 2010, Sales management: concepts and cases. Wiley.

Tanner, J., Honeycutt, E.,D. & Erffmeyer, R., C. 2009. Sales Management. Shaping Future Sales Leaders. Wessex. Press.

Gosselin, T, 2007, Practical Negotiating; tools, tactics and techniques, John Wiley & Sons, NJ.
Mayer, Robert, 2006, How to Win Any Negotiation. Career Press, NJ.

E-Materials: Futrell, Charles M. Sales Management. Teamwork, Leadership and Technology

Materials provided by the teachers and students

Teachers

Ari Soinola, Outi Leppälä-Pekkinen

Campus

Chongqing

Teaching language

English

Timing

20.10.2025 - 12.12.2025
Groups
- AB5CQ
- CONTACT
- BLENDED
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Virtual proportion

2.5 cr

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Managing Aviation Business Operations BUS2AB201-3013 20.10.2025-12.12.2025 5 cr (CONTACT, ...) +-
Learning objectives

The module advances the following competences: analytical and strategic thinking, knowledge and analysis of aviation business operations, problem-solving skills, global business intelligence, understanding structural changes in the aviation industry, savvy use of digital tools and customer journey understanding. The module will focus both on airline business and airport business.

Contents

When choosing managing aviation business operations course you will learn about following topics:
Growth and changes in the global airline industry
Different airline markets and alliances
Consolidations and partnerships in the aviation industry
Airline business models and operations
Measuring airline performance and gore competences
Case studies of airlines and different airline business models

Teachers

Hanna Siltakorpi

Campus

Chongqing

Teaching language

English

Timing

20.10.2025 - 12.12.2025
Groups
- CONTACT
- AB3CQ
- BLENDED
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Virtual proportion

2.5 cr

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Marketing and Sales in Aviation Business SAL2AB201-3012 23.03.2026-15.05.2026 5 cr (AB4CQ, ...) +-
Learning objectives

The course aims at developing marketing and sales understanding. After a successful participation of the course the participant should have proficiency in:

-Understanding sales and marketing key functions and processes in aviation business development context
-Evaluating customer segments, sales and marketing channels, pricing, and product creation for strategy considerations
-Analysing airline customer journey and are able to future develop the journey within changing business environment
-Creating and justify sales and marketing plans
-Critically evaluate sales and marketing performance and make future recommendations

Aviation has been at the fore front of digital transformation and development for over twenty years, and its impact to how airlines sell and market their products is indisputable. Succeeding in sales and marketing strategies and actions are crucial in this highly competitive industry. During this implementation, students will explore the business environment for a chosen airline and develop strategies to advance sales and marketing goals. You will investigate airline customer journey from sales, service, communication, and marketing perspective, knowing that today’s passengers are always in the journey loop. You will assess questions such as: How company strategy will impact marketing and sales strategy? Which customer segments to focus on and develop products for? How to measure marketing performance? By the end of the course, you will be able to identify sales and marketing opportunities, and make plans to accelerate airline commercial performance.

Starting level and linkage with other courses

The module is a part of professional studies in Porvoo Campus competence-based curriculum. The module advances the following competences: distribution and sales, customer experience, sales and services in global markets, solution oriented selling, customer value propositions, marketing, effective presentations.

Contents

Market Research and Analysis
Project Management
Market plan and budget considerations
Customer Experience and Customer Journey
Channel Management
Customer Contacts
Sales Communication & Customer Relationship Management
Value Proposition

Assessment criteria

Assessment criteria - grade 1

(Basic knowledge, completes given tasks and assignments on a satisfactory level)
You are able to understand and interpret the basic principles of marketing and sales, through listing and formulating the essential considerations. In addition, you can calculate and present marketing and sales KPIs and variables. Moreover, you can apply and reflect basic strategy frame and present considerations in your marketing and sales plan.

Assessment criteria - grade 3

Good (You have Comprehensive knowledge, and are expected to compare and link course concepts. You have completed given tasks and assignments on a good level, showing positive attitude through participating in some discussions, and makes visible efforts in analysing and solving possible challenges and problematics.)

You can apply and interpret the basic principles of marketing and sales and can benefit to business considerations through various KPIs assessment. In addition, you can not only calculate essential marketing and sales KPIs, but discuss and analyse different variables impacting performance evaluation. Moreover, you are able to critically evaluate a marketing and sales report applied with adequate variable considerations. Furthermore, you can interpret, asses and present different considerations in a structured marketing and sales plan report and presentation.

Assessment criteria - grade 5

Excellent: (In addition to finalising all given tasks with exemplary results, you can widely build knowledge by demonstrating comprehensive use of course concepts. You consistently contribute in discussions, indicate thorough preparation and elaborate on analytical insight and conclusions. You have a distinguished level of problem-solving skills, and an innovative mindset for analytical assessments. You can cooperate responsibly and constructively in a professional manner and take others views into consideration.)

You can apply and interpret the principles of marketing and sales for driving initiatives in the field. You can formulate the essential KPIs and develop business based on the analysis. You possess skills in independently applying insights of marketing and sales as part of commercial consideration context. Moreover, you are able to visually illustrate, with the help of qualitative and quantitative data, how to develop business activities through several variables influencing marketing and sales. Furthermore, you can clearly create, asses and present key considerations through a well formulated marketing and sales plan report and presentation it in an innovative manner.

Learning material and recommended literature

Books on the content topics

E-books and online articles

Online tutorials

Companies’ web-portals

Relevant media, news agencies, quality press, etc.

Social networking tools

Exercises, tests

Instructors’ own materials, materials produced by students.

-Magretta, J. (2011). Understanding Michael Porter: The Essential Guide to Competition and Strategy. Harvard Business Review Press.
-Rosenbaum-Elliott, R., Percy, L., & Pervan, S. (2015). Strategic brand management (3rd ed.). Oxford University Press.
-Chaffey, D., & Ellis-Chadwick, F. (2019). Digital marketing (Seventh edition.). Pearson (p.5-26)

Teachers

Ari Soinola

Campus

Chongqing

Teaching language

English

Timing

23.03.2026 - 15.05.2026
Groups
- AB4CQ
- CONTACT
- BLENDED
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Virtual proportion

2.5 cr

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Self and Team Leadership 2 LEA1AB102-3012 23.03.2026-15.05.2026 5 cr (AB4CQ, ...) +-
Teachers

Ari Etelävuori, Pia Kiviaho-Kallio

Campus

Chongqing

Teaching language

English

Timing

23.03.2026 - 15.05.2026
Groups
- AB4CQ
- CONTACT
- BLENDED
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Virtual proportion

2.5 cr

Evaluation scale

H-5
Credits
- 5 cr
Unit

Commercial and International Services Commercial
Work Placement PLA6PO104-3011 20.10.2025-15.05.2026 30 cr (AB5CQ) +-
Learning objectives

The students learn to develop their professional skills and to link their academic studies with real-life work practices and is able to evaluate and develop their workplace environment. Work placement is assessed as pass (H=accepted) or fail. Please see MyNet for further information.

Starting level and linkage with other courses

The student has successfully completed 120 ECTS.

Contents

Work placement period is one uninterrupted period or several shorter ones. Work placement can be full-time or part-time work with a minimum of 20 h/week. A students submits a written work placement notification (application) to the work placement coordinator. Work placement comprises the following:
• Participation in a placement info meeting before work placement.
• Contact with the work placement advisor (lecturer) before and during the placement.
• Placement period in an approved company or organization.
• Keeping a learning log.
• Submitting a written or an oral placement report with the required attachments and submitting the required documents to the advisor.
• Giving feedback on the learning platform or submitting a Work Placement Abroad –student report

Learning material and recommended literature

Liisa Wallenius, placement abroad
Leena Törmälä, placement in Finland

Teachers

Hanna Siltakorpi

Campus

Chongqing

Teaching language

English

Timing

20.10.2025 - 15.05.2026
Groups
- AB5CQ
Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

Evaluation scale

H-5
Credits
- 30 cr
Unit

Commercial and International Services Commercial

ABBA Degree Programme in Aviation Business
Bachelor of Business Administration, 210 ECTS

Bachelor of Business Administration

Academic year 2024 - 2025

Academic year 2025 - 2026

Name and level of education

Admission requirements and applications

Scope and duration

Recognition of learning

Mode of study

Language of tuition

Requirements and decrees

Study attainments and assessment

Targets and structure

Internationalisation

Work placement and cooperation with the business community

Career opportunities

Postgraduate studies

Alumni activities

Contact information

ABBA Degree Programme in Aviation BusinessBachelor of Business Administration, 210 ECTS

Bachelor of Business Administration

Academic year 2024 - 2025

Academic year 2025 - 2026

Name and level of education

Admission requirements and applications

Scope and duration

Recognition of learning

Mode of study

Language of tuition

Requirements and decrees

Study attainments and assessment

Targets and structure

Internationalisation

Work placement and cooperation with the business community

Career opportunities

Postgraduate studies

Alumni activities

Contact information

ABBA Degree Programme in Aviation Business
Bachelor of Business Administration, 210 ECTS