Success factors of international business models for the export of vocational training to Vietnam

The research project IntVet, funded by the Federal Ministry of Education and Research is situated at the nexus of business studies and VET research. It shall study the international business models of vocational training providers in Germany and Vietnam. IntVET will contribute to understanding the factors that determine successful business models of VET providers when dealing in an international context. The research shall help the German institutions to support international ventures with the best fitting measures.

According to our experience in the context of education export in general, not only the accuracy of an educational offer in the target market is to be designed, but also to secure the long-term cooperation. This can be achieved, especially in the context of private-sector educational projects, through a well-developed business model, since both the provider, the customer and the intermediary can be involved according to their motivation. The importance of approaches to long-term exploitation has long been an essential element of all funding schemes in the internationalization of vocational training by the German Federal Ministry. Nevertheless, it is always problematic for actors in VET to design, develop and implement precisely these well-functioning business models. Our research project aims to close the knowledge gap as to which core competencies of internationalization should be available among German education providers in order to be able to develop and establish internationally successful business models.

The Goals of IntVET:

Competence analysis of German providers of vocational and further training in Vietnam.

IntVET will provide a deeper insight into the VET exporters who have been active in the Vietnamese context.

Analysis of Vietnamese VET providers after having been in German-Vietnamese and/or international transfer projects. IntVET will generate insight on how international cooperation has impacted the Vietnamese VET providers and their services in terms of offering, communication, customer groups and other factors influencing their business model.

Research into international business models of American, Australian and other international vocational training providers in Vietnam.

The internationalisation competencies and business models of vocational education providers from the USA, Australia and other Asian countries in Vietnam will be analysed to enable a broader view of the business models of vocational training providers in an international context.

Formulation of recommendations to improve the long-term success of internationalisation plans in Vietnam and in general.

The setting of the research project requires a methodology that allows to investigate different opinions and experiences within the broad context of internationalization. Semi-structured interviews will be conducted in Vietnam and Germany to get insight from both perspectives and reach a suitable sample size. The qualitative interviews will be conducted along predeveloped guidelines and will take between 60-90 minutes. The questionnaire will be adapted country-specific to the different actors in Vietnam and Germany, as the previously introduced guiding research questions also differ from country to country. In order prepare for the interviews with the VET providers themselves, IntVET will approach key experts from all three regions to get an updated overview on the situation of the industry. These key expert interviews will help to sharpen the guiding questions and shall contribute to build an image of the meso-level of the investigation context.



Project details and contact


01.06.2019 – 31.05.2022


Funding reference number



Contact persons

Gunnar Kaßberg

International SEPT Program

Universität Leipzig

Ritterstraße 9 – 13, 04109 Leipzig

Tel: +49 341 97 39765



Project management

Prof. Dr. Utz Dornberger



Project team members

Phuong Nguyen (Ms.)

International SEPT Program

Leipzig University, Germany

German House 33 Le Duan St.

Dist. 1, HCMC, Vietnam

Phone: (+84) 90 674 8239


Thanh Nguyen (Mr.)

International SEPT Program

Leipzig University, Germany

A2. 306, Nguyen Van Trac Street

Ha Dong District, Hanoi, Vietnam

Phone: (+84) 97 162 3130


Cooperating institutions (national and international):


Institut für Berufspädagogik der TU Dresden

Dr. Steffen Kersten

Tel.: +49 (351) 463-36160

Fax: +49 (351) 463-35486



Dr. Nguyen Thi Mai Anh (Ms.)

School of Economics and Management

Hanoi University of Science and Technology

Tel: +84 989096180