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Description of Individual Course Units

Course Unit Code Course Unit Title Type Of Course D U L ECTS END 3909 INDUSTRIAL MARKETING ELECTIVE 3 0 0 4

Offered By

Industrial Engineering

Level of Course Unit

First Cycle Programmes (Bachelor's Degree)

Course Coordinator

PROFESSOR DOCTOR HASAN SELIM

Offered to

Industrial Engineering

Course Objective

This course is intended to provide the student with the managerial aspects of industrial and business to-business marketing. The similarities and the differences between consumer goods and business-to-business marketing will be discussed, with specific focus on organization buying behavior; relationship management and the management of the industrial marketing mix will be examined in detail.

Learning Outcomes of the Course Unit

1   Identify the industrial and commercial market it terms of its controllable and uncontrollable environment 2   Apply the marketing mix and communication mix to industrial and commercial selling transactions 3   Develop and expand knowledge in the overall marketing environment 4   Analyze industrial markets 5   Perform market evaluation

Mode of Delivery

Face -to- Face

Prerequisites and Co-requisites

None

Recomended Optional Programme Components

None

Course Contents

Week Subject Description 1 Introduction to marketing, marketing systems 2 Goods and services, classification of goods 3 Functions of marketing 4 Distribution channels 5 Management and planning of marketing 6 Types of organizations 7 Product planning and development 8 Pricing policies 9 Selling 10 Midterm exam 11 Case Study and Discussion Paper Presentations 12 Case Study and Discussion Paper Presentations 13 Case Study and Discussion Paper Presentations 14 Case Study and Discussion Paper Presentations

Recomended or Required Reading

Textbooks: Ilhan Cemalcılar, Pazarlama, Istanbul, 1990 Ömer Baybars Tek, Pazarlama ve Uygulama, Izmir, 1991 Reference Books: Philip Kotler, Principle of Marketing, Englewood Clifts, 1992

Planned Learning Activities and Teaching Methods

Lectures, Student presentations and Class discussions

Assessment Methods

SORTING NUMBER SHORT CODE LONG CODE FORMULA 1 MTE MIDTERM EXAM 2 ASG ASSIGNMENT 3 FIN FINAL EXAM 4 FCG FINAL COURSE GRADE MTE * 0.30 + ASG * 0.20 + FIN * 0.50 5 RST RESIT 6 FCGR FINAL COURSE GRADE (RESIT) MTE * 0.30 + ASG * 0.20 + RST * 0.50 *** Resit Exam is Not Administered in Institutions Where Resit is not Applicable.

Further Notes About Assessment Methods

None

Assessment Criteria

To be announced.

Language of Instruction

Turkish

Course Policies and Rules

To be announced.

Contact Details for the Lecturer(s)

pinar.ozkan@deu.edu.tr

Office Hours

To be announced.

Work Placement(s)

None

Workload Calculation

Activities Number Time (hours) Total Work Load (hours) Lectures 13 3 39 Preparation for midterm exam 1 10 10 Preparation for final exam 1 10 10 Preparations before/after weekly lectures 13 1 13 Preparing presentations 1 25 25 Final 1 1,5 2 Midterm 1 1,5 2 TOTAL WORKLOAD (hours) 101

Contribution of Learning Outcomes to Programme Outcomes

PO/LO PO.1 PO.2 PO.3 PO.4 PO.5 PO.6 PO.7 PO.8 PO.9 PO.10 PO.11 PO.12 LO.1 5 4 4 4 4 4 5 5 LO.2 5 4 3 3 4 4 4 LO.3 5 5 5 4 4 3 4 5 LO.4 5 3 5 4 5 5 5 5 LO.5 5 3 4 3 3 4 4 4 5 5