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| ISL5999 | Industrial Marketing | 3+0+0 | ECTS:7.5 | | Year / Semester | Spring Semester | | Level of Course | Second Cycle | | Status | Elective | | Department | DEPARTMENT of BUSINESS ADMINISTRATION | | Prerequisites and co-requisites | None | | Mode of Delivery | Face to face | | Contact Hours | 14 weeks - 3 hours of lectures per week | | Lecturer | Doç. Dr. Hatice Dilara KESKİN | | Co-Lecturer | None | | Language of instruction | Turkish | | Professional practise ( internship ) | None | | | | The aim of the course: | | To teach the basic concepts of industrial marketing. |
| Programme Outcomes | CTPO | TOA | | Upon successful completion of the course, the students will be able to : | | | | PO - 1 : | define the basic concepts related to industrial marketing. | 4,5 | 1,3, | | PO - 2 : | explain the structure of industrial marketing. | 4,5 | 1,3, | | PO - 3 : | eplain the enviromental factors and models affecting the industrial customers' purchasing behavior in industrial markets. | 4,5 | 1,3, | | PO - 4 : | present how marketing research could be done in industrial markets. | 4,5 | 1,3, | | PO - 5 : | present how industrial products can be developed, which pricing method to use, which distribution channels may be used in distribution and which promotion tools to use in industrial markets. | 4,5 | 1,3, | | CTPO : Contribution to programme outcomes, TOA :Type of assessment (1: written exam, 2: Oral exam, 3: Homework assignment, 4: Laboratory exercise/exam, 5: Seminar / presentation, 6: Term paper), PO : Learning Outcome | | |
| Structure of industrial marketing, purchase system in industrial marketing, industrial markets and consumer behaviours, marketing research and marketing information system in industrial markets, market segmentation, selection of target market and positioning in industrial marketing, product development and management, price management, distribution channel decisions and promotion decisions in industrial marketing and competition analysis in industrial marketing. |
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| Course Syllabus | | Week | Subject | Related Notes / Files | | Week 1 | Industrial markets and iys characteristics | | | Week 2 | Structure of industrial marketing | | | Week 3 | Purchase system in industria marketing | | | Week 4 | Industrial markets and consumer behaviours | | | Week 5 | Marketing research in industrial markets | | | Week 6 | Marketing information system in industrial markets | | | Week 7 | Market segmentation in industrial marketing | | | Week 8 | Selwction of target market and positionng in industrial marketing | | | Week 9 | Midterm exam | | | Week 10 | Product development and management in industrial marketing | | | Week 11 | Product development and management in industrial marketing | | | Week 12 | Price management in industrial marketing | | | Week 13 | Distribution channel decisions in industrial marketing | | | Week 14 | Promotion decisions in industrial marketing | | | Week 15 | Competition analysis in industrial marketing | | | Week 16 | End-of-term exam | | | |
| 1 | Balta, N. Figen. 2006; Endüstriyel Pazarlama, Nobel Yayınları, Ankara. | | | |
| 1 | Arslan, F. Müge. 2012; Endüstriyel Pazarlama Rekabetsel Yaklaşım, Beta Yayınları, İstanbul. | | | |
| Method of Assessment | | Type of assessment | Week No | Date | Duration (hours) | Weight (%) | | Mid-term exam | 9 | 18/04/2024 | 1 | 30 | | Homework/Assignment/Term-paper | 12 | 9/05/2024 | | 20 | | End-of-term exam | 16 | 30/05/2024 | 1 | 50 | | |
| Student Work Load and its Distribution | | Type of work | Duration (hours pw) | No of weeks / Number of activity | Hours in total per term | | Yüz yüze eğitim | 3 | 14 | 42 | | Sınıf dışı çalışma | 9 | 14 | 126 | | Arasınav için hazırlık | 10 | 2 | 20 | | Arasınav | 1.1 | 1 | 1.1 | | Ödev | 1 | 1 | 1 | | Dönem sonu sınavı için hazırlık | 12 | 3 | 36 | | Dönem sonu sınavı | 1.2 | 1 | 1.2 | | Total work load | | | 227.3 |
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