Online Course Guide of WHU –

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Please use the filters below to select the term (spring or fall) as well as the respective program (BSc, MSc, MBA, Exchange, Doctoral) of your choice for an overview of all modules offered at WHU. The courses are listed under the modules. Please click on a module to see which courses are part of it. If you would like to find out more about a certain course, click on the name of the course to see detail information. The location of the lecture will be revealed after your course registration on myWHUstudies.

Spring term counts from January - August, fall term counts from September - December.

Important for Exchange Students: As the Full-Time and Part-Time MBA Programs utilize a modular course structure, the dates on which students begin and end the exchange are flexible. Please find here a chronological overview of the preliminary course offering for Fall and Spring.

Fall 2022  ›  Bachelor of Science in International Business Administration  ›  5th Semester  ›  Agile Business Model Development & Entrepreneurial Organizations

Developing Novel Business Models

Course Code:
Prof. Dr. Dries Faems
Course Type:
BSc Course
Week Hours:
Fall 2022
(Please note that exchange students obtain a higher number of credits in the BSc-program at WHU than listed here. For further information please contact directly the International Relations Office.)
This course aims to provide students an in-depth understanding of the practical challenges of developing novel business models. During the course, the students will deal with the generation and identification of promising entrepreneurial opportunities as well as the systematic evaluation of business concepts. Furthermore, the course provides content on the lean startup methodology and addresses the required skills to pitch an initial business model. Students will apply and gain experience with practical tools for business model development by executing several assignments. In the end, students will present their novel business model in front of a jury of professional experts.
Friday, 09/09/2022
11:30 AM till 03:15 PM
Monday, 12/09/2022
08:00 AM till 11:15 AM
Friday, 23/09/2022
11:30 AM till 03:15 PM
Thursday, 29/09/2022
08:00 AM till 11:15 AM
Friday, 07/10/2022
08:00 AM till 11:15 AM
Monday, 10/10/2022
08:00 AM till 11:15 AM
Applied theories and methods
Creativity methods and tools
Business idea pitching and business pitch videos
Evaluation methods and tools
Business Model Canvas method
Lean startup approach
Module 1: Fundamentals of Business Models and Introduction to Group Assignments

In this first module, we discuss the fundamentals of business model development and introduce the group assignments. Several case examples will be provided to illustrate the nature and content of the different assignments.

Background reading:

- Teece, D.J. (2010) Business Models, Business Strategy and Innovation. Long Range Planning, 43: 172-194.
- Chesbrough, H. (2010) Business Model Innovation: Opportunities and barriers. Long Range Planning, 43: 354-363.

Module 2: Identifying painpoints and formulating value proposition canvas

In this workshop, students will be challenged to identify and develop a particular customer painpoint. Subsequently, students will start developing a value proposition to address this painpoint.

Background reading:

- Osterwalder, A. and Y. Pigneur. 2010: Subsection on Customer Insight (pp 126-133).

Module 3: Developing the Business Model Canvas, formulating hypotheses and testing by means of minimal viable products

In this module, we discuss the different aspects of the business canvas model and resulting business model patterns. We also look into the lean startup approach and evidence based entrepreneurship.

Background reading:

- Eisenmann, T., Parker, G., and Van Alstyne, M.W. (2006) Strategies for two-sided markets, October 2006.
- Osterwalder, A. and Y. Pigneur. 2010: Section on Canvas (pp 10-51) and section on Patterns (pp 52-121)
- Steve Blank. 2013. Why the Lean Start-Up Changes Everything. Harvard Business Review, May.
- Eisenmann, T. R., Ries, E., & Dillard, S. 2012. Hypothesis-driven entrepreneurship: The lean startup. (Harvard Business School 9-812-095)

Module 4: Pitching and defending your business model

In this module, we provide an overview of best practices in pitching and defending a new business models.

Background reading:

- Osterwalder, A. and Y. Pigneur (2010) Subsection on Sorytelling (pp 170-179

Module 5: Mock Pitch

In this session, each group will individually conduct a pitch of their business model in front of a mock jury. Each group will get extensive feedback to prepare for the final pitch.

Module 6: Pitching Business Model

In this module, all groups will conduct an in-class pitch of their business model in front of a professional jury.

The course consists of six in-class workshops, where students will work on particular aspects of the group assignments.
Group assignments and individual assignment
No prerequisites present