| Course Type | Elective Course |
|---|
| Course Level | Bachelor's Degree |
|---|
| Year of Study | - |
|---|
| Semester | - |
|---|
| ECTS | 5 |
|---|
| Name of Lecturer(s) |
|
| Learning Outcomes |
At the end of this course, the students;
- Able to identify, formulate and solve problems in industrial markets.
- Able to promote strategies for industrial markets.
- Able to analyze and interpret the results of the strategies developed for industrial markets.
- Know industrial buying behavior.
- Know industrial marketing communication.
|
| Mode of Delivery | Face to face |
|---|
| Prerequisites | Yes(BUS231) |
|---|
| Recommended Optional Programme Components | No |
|---|
| Course Description | In this course, many aspects of industrial markets will be covered. Industrial markets, buyer behavior, customer relationship management, market segmentation, demand analysis, marketing mix, new industrial product development, issues such as pricing strategies will be discussed.
Students who miss more than 30% of total class hours receive an F2 grade. |
|---|
| Course Contents |
| WEEK |
TOPICS |
|
1st Week |
Industrial market: Industrial buyer behavior |
|
2nd Week |
Industrial buyer behavior |
|
3rd Week |
Customer relationship management strategies for industrial markets |
|
4th Week |
Segmentation of industrial markets |
|
5th Week |
Industrial demand analysis |
|
6th Week |
Industrial marketing mix |
|
7th Week |
Midterm |
|
8th Week |
Industrial marketing strategies for global markets |
|
9th Week |
Product strategies for industrial markets |
|
10th Week |
Innovation management and new industrial product development |
|
11th Week |
Service management for industrial markets |
|
12th Week |
E-commerce for industrial markets |
|
13th Week |
Pricing strategies for industrial markets |
|
14th Week |
Industrial distribution channels-supply chain management,industrial marketing communication |
|
| Recommended or Required Reading | Hutt, Michael D., Speh, Thomas W. (2007). Business Marketing Management. Thomson. |
|---|
| Planned Learning Activities and Teaching Methods |
- Questions/Answers
- Discussion
- Lecture
|
|---|
| Assessment Methods and Criteria |
|
Quantity |
Percentage (%) |
| Mid-term |
1 |
40 |
| Quiz |
1 |
10 |
| Total(%) |
|
50 |
| Contribution of In-term Studies to Overall Grade(%) |
|
50 |
| Contribution of Final Examination to Overall Grade(%) |
|
50 |
| Total(%) |
|
100 |
|
| ECTS Allocated Based on Student Workload |
| Activities |
Quantity |
Duration (Hour) |
Total Workload (Hour) |
| Midterm exam |
1 |
1 |
1 |
| Preparation for Quiz |
|
|
|
| Individual or group work |
1 |
14 |
14 |
| Preparation for Final exam |
1 |
35 |
35 |
| Course hours |
14 |
3 |
42 |
| Preparation for Midterm exam |
1 |
28 |
28 |
| Laboratory (including preparation) |
|
|
|
| Final exam |
1 |
2 |
2 |
| Homework |
|
|
|
| Project |
1 |
20 |
20 |
| Total Work Load | 142 |
| Total Work Load / 30 (h) | 4.73 |
| ECTS Credit of the Course | 5 |
|
| Language of Instruction | English |
|---|
| Work Placement(s) | No |
|---|
