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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

The aim of this course is to provide students with basic information about the managerial dimensions of industrial and B2B marketing, the similarities and differences between consumer products marketing and B2B marketing, the purchasing behavior of institutions, relationship management and industrial marketing mix management.

Learning Outcomes of the Course Unit

1   To be able to define industrial and commercial markets by taking into account the controllable and uncontrollable elements of these markets 2   To be able to apply the marketing mix and communication mix in industrial and commercial sales transactions 3   To be able to increase the level of knowledge about the markets 4   To be able to analyze industrial markets 5   To be able to evaluate the market

Mode of Delivery

Face -to- Face

Prerequisites and Co-requisites

None

Recomended Optional Programme Components

None

Course Contents

Week Subject Description 1 General information about marketing, marketing definition, development, 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 FIN FINAL EXAM 3 FCG FINAL COURSE GRADE MTE * 0.50 + FIN * 0.50 4 RST RESIT 5 FCGR FINAL COURSE GRADE (RESIT) MTE * 0.50 + RST * 0.50 *** Resit Exam is Not Administered in Institutions Where Resit is not Applicable.

Further Notes About Assessment Methods

None

Assessment Criteria

MIDTERM: %50 FINAL: %50

Language of Instruction

Turkish

Course Policies and Rules

To be announced.

Contact Details for the Lecturer(s)

hasan.selim@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 24 24 Final 1 1,5 2 Midterm 1 1,5 2 TOTAL WORKLOAD (hours) 100

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 LO.1 5 4 4 4 5 5 4 4 LO.2 5 4 3 3 4 4 4 LO.3 5 5 4 5 4 5 4 3 LO.4 5 5 5 4 5 5 5 3 LO.5 5 3 4 5 4 5 4 3 3