| Course Unit Code | Course Unit Title | Type of Course Unit | Year of Study | Semester | Number of ECTS Credits | | İSL4252013202 | INDUSTRIAL MARKETING | Elective | 4 | 7 | 4 |
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| Level of Course Unit |
| First Cycle |
| Objectives of the Course |
| Learning the differences between industrial marketing and consumer marketing and cognizing related concepts, priciples and practices of industrial marketing is aimed. |
| Name of Lecturer(s) |
| Yrd. Doç. Dr. Alperen M. Yiğit |
| Learning Outcomes |
| 1 | The difference between Industrial markets and consumer markets can be distinguished. | | 2 | Buying process in industrial markets can be understood. | | 3 | Target market in industrial market can be selected. | | 4 | Marketing mix in industrial markets can be learned. | | 5 | Competition analysis in industrial markets can be made. |
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| Mode of Delivery |
| Formal Education |
| Prerequisites and co-requisities |
| None |
| Recommended Optional Programme Components |
| None |
| Course Contents |
| Industrial market properties, purchasing in industrial marketing, target market selection and positioning in industrial marketing, product decisions, new product development decisions, pricing, distribution channels and logistics management in industrial marketing, promotion, creating competitive advantage |
| Weekly Detailed Course Contents |
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| 1 | Industrial markets and characteristics | | | | 2 | Relationship management in industrial markets | | | | 3 | Purchasing in industrial markets | | | | 4 | Organizational Purchasing behavior | | | | 5 | Segmentation in industrial markets | | | | 6 | Target market selection and positioning | | | | 7 | Product Decisions | | | | 8 | New product development decisions | | | | 9 | Midterm Exam | | | | 10 | Pricing decisions | | | | 11 | Distribution channels | | | | 12 | Logistics management | | | | 13 | Promotion decisions | | | | 14 | Competition analysis | | | | 15 | Final exams | | |
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| Recommended or Required Reading |
| Endüstriyel Pazarlama - F. Müge Arslan
Endüstriyel Pazarlama - N. Figen Balta |
| Planned Learning Activities and Teaching Methods |
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| Assessment Methods and Criteria | |
| SUM | 0 | |
| SUM | 0 | | Yarıyıl (Yıl) İçi Etkinlikleri | 40 | | Yarıyıl (Yıl) Sonu Etkinlikleri | 60 | | SUM | 100 |
| | Language of Instruction | | Turkish | | Work Placement(s) | | None |
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| Workload Calculation |
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| Midterm Examination | 1 | 1 | 1 |
| Final Examination | 1 | 1 | 1 |
| Attending Lectures | 14 | 3 | 42 |
| Self Study | 14 | 3 | 42 |
| Individual Study for Mid term Examination | 1 | 12 | 12 |
| Individual Study for Final Examination | 1 | 12 | 12 |
| Reading | 10 | 1 | 10 |
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| Contribution of Learning Outcomes to Programme Outcomes |
| LO1 | 4 | | 4 | | 4 | | 4 | | 4 | 3 | | 3 | | | | | | | | | | | | | LO2 | 4 | | 4 | | 4 | | 4 | | 4 | 3 | | 3 | | | | | | | | | | | | | LO3 | 4 | | 4 | | 4 | | 4 | | 4 | 3 | | 3 | | | | | | | | | | | | | LO4 | 4 | | 4 | | 4 | | 4 | | 4 | 3 | | 3 | | | | | | | | | | | | | LO5 | 4 | | 4 | | 4 | | 4 | | 4 | 3 | | 3 | | | | | | | | | | | |
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| * Contribution Level : 1 Very low 2 Low 3 Medium 4 High 5 Very High |
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