| Course Unit Code | Course Unit Title | Type of Course Unit | Year of Study | Semester | Number of ECTS Credits | | İŞ114 | Industrial Marketing | Elective | 1 | 2 | 6 |
|
| Level of Course Unit |
| Second Cycle |
| Objectives of the Course |
| To give the necessary theoretical infrastructure related to industrial marketing, target market selection in industrial markets, partitioning and positioning strategies, models of purchasing process and factors affecting this process. |
| Name of Lecturer(s) |
| Doç. Dr. Yusuf BİLGİN |
| Learning Outcomes |
| 1 | Understand the characteristics of industrial markets. | | 2 | Explains the properties of industrial buyers. | | 3 | Understands the industrial purchasing process. | | 4 | Distinguish the differences between industrial markets and consumer markets. | | 5 | Analyze the factors affecting the purchasing process in industrial markets. |
|
| Mode of Delivery |
| Normal Education |
| Prerequisites and co-requisities |
| None |
| Recommended Optional Programme Components |
| none |
| Course Contents |
| Industrial marketing concept,
Industrial markets and products
Strategic marketing plan in industrial markets,
Target market selection, segmentation and positioning strategies in industrial markets,
Industrial purchasing process models and factors affecting industrial purchasing decision. |
| Weekly Detailed Course Contents |
|
| 1 | Characteristics of industrial markets | | | | 2 | Purchase function | | | | 3 | Industrial purchasing behavior | | | | 4 | Industrial market opportunities | | | | 5 | Industrial marketing strategy | | | | 6 | Industrial product development | | | | 7 | Mid Term Exam | | | | 8 | Industrial marketing channels | | | | 9 | Integrated marketing communication in industrial markets | | | | 10 | Promotion in industrial markets | | | | 11 | Industrial sales management | | | | 12 | Pricing and bargain | | | | 13 | Planning and control in industrial markets | | | | 14 | Final Exam | | |
|
| Recommended or Required Reading |
| Strategic Business Marketing, Peter Chisnall, 3rd Ed.,Prentice Hall |
| Planned Learning Activities and Teaching Methods |
|
| Assessment Methods and Criteria | |
| Midterm Examination | 1 | 100 | | SUM | 100 | |
| Final Examination | 1 | 100 | | SUM | 100 | | Term (or Year) Learning Activities | 40 | | End Of Term (or Year) Learning Activities | 60 | | SUM | 100 |
| | Language of Instruction | | Turkish | | Work Placement(s) | | none |
|
| Workload Calculation |
|
| Midterm Examination | 3 | 1 | 3 |
| Final Examination | 3 | 1 | 3 |
| Attending Lectures | 11 | 7 | 77 |
| Self Study | 11 | 7 | 77 |
| Individual Study for Mid term Examination | 3 | 1 | 3 |
| Individual Study for Final Examination | 3 | 1 | 3 |
|
| Contribution of Learning Outcomes to Programme Outcomes |
| LO1 | 4 | 4 | 4 | 3 | 3 | 3 | | LO2 | 3 | 3 | 3 | 2 | 2 | 2 | | LO3 | 2 | 2 | 2 | 3 | 3 | 3 | | LO4 | 3 | 3 | 3 | 2 | 2 | 2 | | LO5 | 2 | 2 | 2 | 4 | 4 | 4 |
|
| * Contribution Level : 1 Very low 2 Low 3 Medium 4 High 5 Very High |
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