| 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;
- Identify, formulate and solve problems in industrial markets.
- Promote strategies for industrial markets.
- 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 | No |
|---|
| Recommended Optional Programme Components | Man335 Marketing Planning |
|---|
| 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 |
Introduction |
|
2nd Week |
Characteristics of Industrial Markets |
|
3rd Week |
Relationship Management in Industrial Marketing |
|
4th Week |
Buying Process in Industrial Marketing |
|
5th Week |
Industrial Purchasing Behavior |
|
6th Week |
Segmentation, Target Market Selection and Positioning in Industrial Marketing |
|
7th Week |
Midterm Exam |
|
8th Week |
Product Decisions in Industrial Marketing |
|
9th Week |
New Product Development Decisions in Industrial Marketing |
|
10th Week |
Pricing Decisions in Industrial Marketing |
|
11th Week |
Distribution Channel Decisions and Logistics Management in Industrial Marketing |
|
12th Week |
Promotion Decisions in Industrial Marketing |
|
13th Week |
Competitive Analysis and Competitive Advantage in Industrial Marketing |
|
14th Week |
Project Presentations and Report Submission |
|
| Recommended or Required Reading | F. Müge Arslan, Endüstriyel Pazarlama Rekabetsel Yaklaşım, Beta Basım, İkinci Baskı.
Nezihe Figen Balta, Endüstriyel Pazarlama, Nobel Yayın Dağıtım.
Lecture notes
|
|---|
| Planned Learning Activities and Teaching Methods |
|
|---|
| Assessment Methods and Criteria |
|
Quantity |
Percentage (%) |
| Mid-term |
1 |
35 |
| Project |
1 |
20 |
| Total(%) |
|
55 |
| Contribution of In-term Studies to Overall Grade(%) |
|
55 |
| Contribution of Final Examination to Overall Grade(%) |
|
45 |
| Total(%) |
|
100 |
|
| ECTS Allocated Based on Student Workload |
| Activities |
Quantity |
Duration (Hour) |
Total Workload (Hour) |
| Midterm exam |
1 |
2 |
2 |
| Preparation for Quiz |
|
|
|
| Individual or group work |
14 |
1 |
14 |
| Preparation for Final exam |
1 |
40 |
40 |
| Course hours |
14 |
3 |
42 |
| Preparation for Midterm exam |
1 |
30 |
30 |
| Laboratory (including preparation) |
|
|
|
| Final exam |
1 |
2 |
2 |
| Homework |
|
|
|
| Project |
1 |
20 |
20 |
| Total Work Load | 150 |
| Total Work Load / 30 (h) | 5 |
| ECTS Credit of the Course | 5 |
|
| Language of Instruction | Turkish |
|---|
| Work Placement(s) | No |
|---|
