COURSE UNIT TITLE

Offered By

Business Administration (English)

Level of Course Unit

Second Cycle Programmes (Master's Degree)

Course Coordinator

PROFESSOR DOCTOR BILGE AYKOL

Offered to

Business Administration (English)

Course Objective

The objective of this course is to analyze the idiosyncrasies of industrial markets and elaborate on how these idiosyncrasies matter for firms acting on those markets. It also aims at providing an understanding of specific issues and problems faced by firms, getting to know some tools and concepts to analyze and answer to these challenges; acquiring the capability to identify and analyze some underlying mechanisms of the challenges on industrial markets.

Learning Outcomes of the Course Unit

Mode of Delivery

Face -to- Face

Prerequisites and Co-requisites

None

Recomended Optional Programme Components

None

Course Contents

Recomended or Required Reading

Ford, D., Gadde, L., Hakansson, H., & Snehota, I. (2006). The Business Marketing Course: Managing in Complex Networks, Wiley: West Sussex.
Ford, D., Gadde, L., Hakansson, H., & Snehota, I. (2011). Managing Business Relationships, Wiley: West Sussex.
Dwyer, F.R. & Tanner, J. (2015). Business Marketing, McGraw Hill: USA.

Planned Learning Activities and Teaching Methods

Lecture, case study, term project, presentations

Assessment Methods

Further Notes About Assessment Methods

None

Assessment Criteria

Grading of the term project

1. Focal company information: Describe company demographics in terms of company age, industry in which it operates, the products / services it produces, its major customers and suppliers, and its financial status (10 points)
This particular element is absent or falls short of expectations, and /or it is completely out of place within the given context.Poor (0%)
This particular element is somewhat absent and does not entirely fit the context. Fair (40%)
This particular element is developed satisfactorily and fits the context at an acceptable standard. Good (60%)
This particular element is developed in a good and professional way and fits into the context. Very good (80%)
The way this particular element is developed is noteworthy and fits perfectly into the context. Excellent (100%)

2. Definition of the problem: Define the most important relational problem the company goes through with one of its suppliers or one of its business buyers. What is the nature of the relationship between the company and the selected supplier / business buyer in terms of relationship length and products exchanged (20 points)
This particular element is absent or falls short of expectations, and /or it is completely out of place within the given context. Poor (0%)
This particular element is somewhat absent and does not entirely fit the context. Fair (40%)
This particular element is developed satisfactorily and fits the context at an acceptable standard. Good (60%)
This particular element is developed in a good and professional way and fits into the context. Very good (80%)
The way this particular element is developed is noteworthy and fits perfectly into the context. Excellent (100%)

3. Description of two alternative solutions to the problem: Suggest two alternative solutions, describe them in detail, and show how exactly they can solve the focal problem (20 points)
This particular element is absent or falls short of expectations, and /or it is completely out of place within the given context. Poor (0%)
This particular element is somewhat absent and does not entirely fit the context. Fair (40%)
This particular element is developed satisfactorily and fits the context at an acceptable standard. Good (60%)
This particular element is developed in a good and professional way and fits into the context. Very good (80%)
The way this particular element is developed is noteworthy and fits perfectly into the context. Excellent (100%)

4. Evaluation of alternative solutions: Discuss advantages and disadvantages of separately for each solution in solving the focal problem. (40 points)
This particular element is absent or falls short of expectations, and /or it is completely out of place within the given context. Poor (0%)
This particular element is somewhat absent and does not entirely fit the context. Fair (40%)
This particular element is developed satisfactorily and fits the context at an acceptable standard. Good (60%)
This particular element is developed in a good and professional way and fits into the context. Very good (80%)
The way this particular element is developed is noteworthy and fits perfectly into the context. Excellent (100%)

5.Selection and implementation of the best solution: Choose the best solution for the problem based on the evaluation of alternative solutions in the previous stage and show how this solution is going to be implemented. (10 points)
This particular element is absent or falls short of expectations, and /or it is completely out of place within the given context. Poor (0%)
This particular element is somewhat absent and does not entirely fit the context. Fair (40%)
This particular element is developed satisfactorily and fits the context at an acceptable standard. Good (60%)
This particular element is developed in a good and professional way and fits into the co

Language of Instruction

English

Course Policies and Rules

1. Attending at least 70 percent of lectures is mandatory.
2. Plagiarism of any type will result in disciplinary action.
3. Students are expected to participate actively in class discussions.
4. Students are expected to attend to classes on time.
5. Students are expected to prepare ahead of time for class.
6. Students are expected to follow appropriate business etiquette regarding cell phones.

Contact Details for the Lecturer(s)

bilge.aykol@deu.edu.tr

Office Hours

Announced at the beginning of each semester.

Work Placement(s)

None

Workload Calculation

Contribution of Learning Outcomes to Programme Outcomes