Ders Adı | Kodu | Yarıyıl | T+U Saat | Kredi | AKTS |
---|---|---|---|---|---|
Industrıal Marketıng | UYP 513 | 0 | 3 + 0 | 3 | 6 |
Ön Koşul Dersleri | |
Önerilen Seçmeli Dersler | |
Dersin Dili | Türkçe |
Dersin Seviyesi | YUKSEK_LISANS |
Dersin Türü | Seçmeli |
Dersin Koordinatörü | Prof.Dr. NİLGÜN SARIKAYA |
Dersi Verenler | Prof.Dr. NİLGÜN SARIKAYA, |
Dersin Yardımcıları | |
Dersin Kategorisi | Diğer |
Dersin Amacı | Today, it is observed that almost all human needs go through an industrial production process. Therefore, it is possible to talk about an industrial marketing activity in the formation of each final product. The basic principles in the marketing literature are mainly formed by taking into account the marketing activities of consumer products. However, changes are observed in the characteristics and behaviors of actors in the context of industrial marketing. In this course, the marketing activities of enterprises operating in industrial markets are discussed, and it is aimed to reinforce the topics and create an opportunity for discussion in the case studies given. The purpose of the questions asked at the end of the case studies was given to the students to guide the discussion. |
Dersin İçeriği |
# | Ders Öğrenme Çıktıları | Öğretim Yöntemleri | Ölçme Yöntemleri |
---|---|---|---|
1 | Differentiates final consumers and organizational consumers | Lecture, Question-Answer, Discussion, Brain Storming, | Testing, Homework, |
2 | Analyses and evaluates organizational marketing mix | Lecture, Question-Answer, Discussion, Brain Storming, | Testing, Homework, |
3 | Carries out market segmentation for organizational markates and formulates target market selection procedures | Lecture, Discussion, Role Playing, Group Study, Brain Storming, | Testing, Homework, |
4 | Examines promotional activities and forms promotional mix for organizational markets | Lecture, Question-Answer, Discussion, Group Study, Brain Storming, | Testing, Homework, Performance Task, |
5 | Explains personal sales process and makes suggestions for the personal selling activities in industrial markets | Lecture, Discussion, | Testing, |
6 | Makes some evaluations and propose strategies for the organizational market by examining various cases | Lecture, Question-Answer, Discussion, Brain Storming, | Testing, Homework, |
Hafta | Ders Konuları | Ön Hazırlık |
---|---|---|
1 | Introduction to Industrial Marketing | |
2 | Consumer and Industrial Marketing | |
3 | Organizational Marketing Segmenting and Positioning | |
4 | New Product Development and Management | |
5 | Pricing of Industrial Marketing | |
6 | Industrial Marketing Distribution Channels | |
7 | Personel Selling and Management | |
8 | Advertising and Sales Promotion | |
9 | Midterm Exam | |
10 | Customer Relationship Management Strategies for Industrial Markets | |
11 | Industrial Marketing Strategies and Performance | |
12 | E-Commerce Strategies for Business Markets | |
13 | Case Studies 1: Southwestern Ohıosteel Company ,L.P: The Matworks Decision, Case Studies 2: Beta Pharmaceuticals: Pennsylvania Distribution System, Case Studies 3: Pfizer, Inc.Animal Health Products- A Market Segmentation and Industry Changes | |
14 | Case Studies 4: Barro Stickney Inc. , Case Studies 5: Wind Techology, Case Studies 6: Augustine Medıcal, Inc.; The Bair Hugger Patient Warming Systems |
Kaynaklar | |
---|---|
Ders Notu | |
Ders Kaynakları | SARIKAYA, n.,"ENDÜSTRİYEL PAZARLAMA " DERS NOTLARI, SAKARYA KİTABEVİ, 2008. Hutt, Michael D. Ve Speh Thomas W., 2004, Business Marketing Management: A Strategic View of Industrial and Organizational Markets , Thomson/ South-Western.
|
Sıra | Program Çıktıları | Katkı Düzeyi | |||||
---|---|---|---|---|---|---|---|
1 | 2 | 3 | 4 | 5 | |||
1 | Demonstrate understanding of, and apply, basic concepts in production management and marketing | X | |||||
2 | :Demonstrate knowledge of how managers and employees interact in organizations. | X | |||||
3 | Recognize and explain the effect of production management and marketing on organizations and/or individuals. | X | |||||
4 | Demonstrate the ability to be empathetic and actively listen. | X | |||||
5 | Communicates effectly within formal and informal groups | X | |||||
6 | Define and analyze the root cause of "production management and marketing" problems | X | |||||
7 | Review literature professionally and propose novel research questions | X | |||||
8 | Find proper solutions to managerial problems | X | |||||
9 | Apply to approtiate methodological approaches to the field of production management and marketing | X | |||||
10 | Discusses the research findings in the context of the relevant literature. | X |
Değerlendirme Sistemi | |
---|---|
Yarıyıl Çalışmaları | Katkı Oranı |
1. Ara Sınav | 45 |
1. Ödev | 15 |
1. Proje / Tasarım | 15 |
1. Performans Görevi (Seminer) | 25 |
Toplam | 100 |
1. Yıl İçinin Başarıya | 50 |
1. Final | 50 |
Toplam | 100 |
AKTS - İş Yükü Etkinlik | Sayı | Süre (Saat) | Toplam İş Yükü (Saat) |
---|---|---|---|
Course Duration (Including the exam week: 16x Total course hours) | 16 | 3 | 48 |
Hours for off-the-classroom study (Pre-study, practice) | 16 | 3 | 48 |
Mid-terms | 1 | 8 | 8 |
Assignment | 1 | 10 | 10 |
Project / Design | 1 | 10 | 10 |
Performance Task (Seminar) | 1 | 15 | 15 |
Toplam İş Yükü | 139 | ||
Toplam İş Yükü / 25 (Saat) | 5,56 | ||
Dersin AKTS Kredisi | 6 |