| Course Unit Code | Course Unit Title | Type of Course Unit | Year of Study | Semester | Number of ECTS Credits | | İDR510 | Endüstriyel Pazarlama | Elective | 1 | 2 | 6 |
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| Level of Course Unit |
| Third Cycle |
| Objectives of the Course |
| The aim of this course is to analyze the industrial markets, the buyer-seller relationship structure, the characteristics of the industrial demand, the industrial products and services and purchasing units and processes in these markets, covering the purchases made to meet the needs of the students, other than the end consumers, and the needs outside the personal or family needs. to guide them. |
| Name of Lecturer(s) |
| Doç. Dr. Üyesi Yusuf Bilgin |
| Learning Outcomes |
| 1 | To have information about the structure of industrial markets, | | 2 | To understand the factors that make industrial marketing different from marketing | | 3 | To understand the issues to be considered in creating an industrial marketing plan | | 4 | To have knowledge about segmentation, positioning and brand management in industrial marketing | | 5 | To understand the factors affecting pricing in industrial marketing | | 6 | To have information about the factors that may play a role in the success of businesses in industrial markets |
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| Mode of Delivery |
| Normal Education |
| Prerequisites and co-requisities |
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| Recommended Optional Programme Components |
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| Course Contents |
| Marketing concept, industrial marketing, marketing mix in industrial markets, human factor and relationship management in industrial markets, demand and capacity management in industrial markets, product development in industrial markets and target market selection and positioning in industrial markets, functioning of organizational purchasing processes |
| Weekly Detailed Course Contents |
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| 1 | The development of marketing, consumer and industrial consumer | | | | 2 | Industrial Market, Industrial marketing and features | | | | 3 | Relationship management in industrial marketing | | | | 4 | Purchasing process in industrial marketing | | | | 5 | Organizational purchasing behavior with an industrial marketing approach | | | | 6 | Segmentation, target market selection and positioning in industrial marketing | | | | 7 | Product decisions in industrial marketing | | | | 8 | Midterm exam week | | | | 9 | New product development in industrial marketing | | | | 10 | Distribution channel and logistics management in industrial marketing | | | | 11 | Promotion in industrial marketing | | | | 12 | Competition analysis and competitive advantage in industrial marketing | | | | 13 | Analysis of Turkey's relative advantages in industrial markets | | | | 14 | Global economic and political analysis of the future of industrial marketing | | | | 15 | Evaluation discussions | | | | 16 | Final Exam | | |
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| Recommended or Required Reading |
| Endüstriyel Pazarlama: Rekabetsel Yaklaşım, Müge Arslan, Beta Yayınevi, 2015 |
| Planned Learning Activities and Teaching Methods |
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| Assessment Methods and Criteria | |
| Midterm Examination | 1 | 100 | | SUM | 100 | |
| Final Examination | 1 | 100 | | SUM | 100 | | Term (or Year) Learning Activities | 30 | | End Of Term (or Year) Learning Activities | 70 | | SUM | 100 |
| | Language of Instruction | | Turkish | | Work Placement(s) | |
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| Workload Calculation |
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| Midterm Examination | 1 | 15 | 15 |
| Final Examination | 1 | 14 | 14 |
| Attending Lectures | 14 | 5 | 70 |
| Seminar | 1 | 12 | 12 |
| Self Study | 15 | 4 | 60 |
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| Contribution of Learning Outcomes to Programme Outcomes |
| LO1 | 4 | 5 | 4 | 3 | 4 | 4 | | LO2 | 3 | 2 | 3 | 2 | 4 | 2 | | LO3 | 2 | 4 | 3 | 3 | 2 | 3 | | LO4 | 3 | 3 | 3 | 2 | 5 | 4 | | LO5 | 3 | 5 | 3 | 5 | 3 | 5 | | LO6 | 3 | 4 | 4 | 4 | 2 | 2 |
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| * Contribution Level : 1 Very low 2 Low 3 Medium 4 High 5 Very High |
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