GAZI UNIVERSITY INFORMATION PACKAGE - 2019 ACADEMIC YEAR

COURSE DESCRIPTION
INDUSTRIAL MARKETING/ISLE220
Course Title: INDUSTRIAL MARKETING
Credits 3 ECTS 5
Semester 4 Compulsory/Elective Elective
COURSE INFO
 -- LANGUAGE OF INSTRUCTION
  Turkish
 -- NAME OF LECTURER(S)
  Prof. Dr. İrfan Süer
 -- WEB SITE(S) OF LECTURER(S)
  http://websitem.gazi.edu.tr/site/irsuer
 -- EMAIL(S) OF LECTURER(S)
  irsuer@gazi.edu.tr
 -- LEARNING OUTCOMES OF THE COURSE UNIT
Describing basic concepts and principles of industrial marketing
Being able to analyze the consumer markets and industrial markets
Explaining the relationship between marketing and environmental factors (macro and micro factors)
Segmenting, targeting and positioning in industrial markets
Comprehending marketing mix strategies in industrial markets
Adopting the marketing profession



 -- MODE OF DELIVERY
  The mode of delivery of this course is Face to face
 -- PREREQUISITES AND CO-REQUISITES
  There is no prerequisite or co-requisite for this course.
 -- RECOMMENDED OPTIONAL PROGRAMME COMPONENTS
  There is no recommended optional programme component for this course.
 --COURSE CONTENT
1. Week  Market Concept and Types of Markets
2. Week  Structure of Industrial Markets: Characteristics and Environmental Factors
3. Week  Buying Behaviors and Buying Types of Industrial Customers
4. Week  Buying Process in Industrial Markets
5. Week  Segmentation, Targeting and Positioning in Industrial Markets
6. Week  Product Decisions in Indutsrial Markets
7. Week  Pricing in Indutsrial Markets
8. Week  Mid-Term exam
9. Week  Pricing Strategies in Industrial Markets
10. Week  Distrubition in Indutsrial Markets
11. Week  Distrubition Strategies in Indutsrial Markets
12. Week  Promotion in Indutsrial Markets
13. Week  Promotion Strategies in Indutsrial Markets
14. Week  Analyzing and Controling the Industrial Marketing Programs
15. Week  Analyzing and Controling the Industrial Marketing Programs
16. Week  Final exam
 -- RECOMMENDED OR REQUIRED READING
  (1) Balta, Nezihe Figen, Endüstriyel Pazarlama, Nobel Yayıncılık, 2006. (2) Arslan, F. Müge, Endüstriyel Pazarlama, Rekabetsel Yaklaşım, Beta Yayıncılık, 2012. (3) Özdemir, Şuayip, Endüstriyel Ürün Pazarlaması, Analitik Bir Yaklaşım, Seçkin Yayınevi, 2006. (4) Bingham, F. G, Gomes, R., Knowles, P.A., Business Marketing, McGraw-Hill/Irwin, 2005. (5) Reid, D. A., Plank, R. E., Fundamentals of Business Marketing Research, New York: Best Business Books, 2004.
 -- PLANNED LEARNING ACTIVITIES AND TEACHING METHODS
  Lecture, Question & Answer, Demonstration
 -- WORK PLACEMENT(S)
  Not Applicable
 -- ASSESSMENT METHODS AND CRITERIA
 
Quantity
Percentage
 Mid-terms
1
40
 Assignment
0
0
 Exercises
0
0
 Projects
0
0
 Practice
0
0
 Quiz
0
0
 Contribution of In-term Studies to Overall Grade  
40
 Contribution of Final Examination to Overall Grade  
60
 -- WORKLOAD
 Efficiency  Total Week Count  Weekly Duration (in hour)  Total Workload in Semester
 Theoretical Study Hours of Course Per Week
15
3
45
 Practising Hours of Course Per Week
0
 Reading
15
2
30
 Searching in Internet and Library
15
1
15
 Designing and Applying Materials
0
 Preparing Reports
0
 Preparing Presentation
0
 Presentation
0
 Mid-Term and Studying for Mid-Term
1
15
15
 Final and Studying for Final
1
20
20
 Other
0
 TOTAL WORKLOAD: 
125
 TOTAL WORKLOAD / 25: 
5
 ECTS: 
5
 -- COURSE'S CONTRIBUTION TO PROGRAM
NO
 PROGRAM LEARNING OUTCOMES
1
2
3
4
5
1Having theoretical knowledge in international trade management, international business administration, international logistic international law areas and having ability and professional expertise in terms of implementationX
2Having professional competence in order to be assigned in various private and public sector institutions like national and international trade organizations and unions, economics consultancy offices, under secretariat of foreign trade and foreign trade officesX
3Having knowledge about other disciplines like business administration, economics, law, public administration and international relations that are related to international tradeX
4Being able to behave according to principles of ethical behaviors in all international trade areasX
5Having abilities about issues like information technologies, basic computer programs and foreign language that are needed to perform international trade activities
6Being aware of the economical, political and cultural integrations and systems in his/her country and all over the world, to be able to position the country and organization while performing activates related to his/her areaX
7Beeing capable of identifying problems in his/her field, access to relevant resources, having knowledge about the legislation and abilities to produce scientific knowledge and analyzing-synthesizing abilities to carry out a researchX
8Having knowledge and qualifications to carry out and complete a national and an international projectX
9Carrying out activities relevant to his/her field, having critical, creative and innovative thinking abilitiesX
10Having theoretical and practical knowledge and abilities needed to undertake international trade activities related to export-import, exchange, regional collaborations and organizations, free zone practicesX
11Having knowledge and abilities about transporting, storing, supply chain management, risk analysis and insurance and to carry out national and international logistic activitiesX
12Having basic business administration information about production, management, marketing, accounting, finance and human resources in order to undertake international trade and having abilities about quantitative methods that help to have this knowledgeX
13Pursuing and applying legislation information about national and international trade law, public law and private law in order to manage international trade operationsX