Nevşehir Hacı Bektaş Veli University Course Catalogue
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| Year/Semester of Study | 1 / Fall Semester | ||||
| Level of Course | 3rd Cycle Degree Programme | ||||
| Type of Course | Optional | ||||
| Department | BUSINESS MANAGEMENT (PHD) | ||||
| Pre-requisities and Co-requisites | None | ||||
| Mode of Delivery | Face to Face | ||||
| Teaching Period | 14 Weeks | ||||
| Name of Lecturer | EMİR ERDEN (erden@nevsehir.edu.tr) | ||||
| Name of Lecturer(s) | |||||
| Language of Instruction | Turkish | ||||
| Work Placement(s) | None | ||||
| Objectives of the Course | |||||
| The purpose of this course is to teach fundemantal definitions, concepts and theories of industrial marketing; analyze buyer and seller relations and industrial markets environments; show necessary marketing perspectives for a successful performance in industrial marketing positions. | |||||
| Learning Outcomes | PO | MME | |
| The students who succeeded in this course: | |||
| LO-1 | They can define basic terms and concepts of industrial marketing |
PO-1 The candidate can understand, analyze and interpret the basic concepts and functions of Business Science in expertise level, and can apply this ability in one or more fields such as Management and Organization, Marketing, Production Management, Quantitative Methods, Accounting and Finance in expertise level. |
Examination Term Paper |
| LO-2 | They can identify market research in an industrial markets. |
PO-2 The candidate will learn the different perspectives about numerous theories, models and paradigms that have developed in business fields such as management and organization, organizational behavior, marketing, finance, accounting, human resources, production management, quantitative methods, and the candidate can gain knowledge and skills to evaluate, interpret and criticize scientific studies and researches,which are presented in various scientific meetings, in these fields. PO-9 As a good academician and researcher, the candidate can learn to look critically to new subjects, to new developments in the field of Business Administration, to related other topics. Also, he/she can improve his/her questioning and exploratory aspects. |
Examination Term Paper |
| LO-3 | They can discuss about market segmenting, targeting and positioning concepts in industrial markets. |
PO-2 The candidate will learn the different perspectives about numerous theories, models and paradigms that have developed in business fields such as management and organization, organizational behavior, marketing, finance, accounting, human resources, production management, quantitative methods, and the candidate can gain knowledge and skills to evaluate, interpret and criticize scientific studies and researches,which are presented in various scientific meetings, in these fields. PO-7 The candidate can search theoretical and practical knowledge and skills which can gained in the field of Business Administration, can determine these knowledge and skills how it is used in practice and field analysis, can adapt and analyze these knowledge and skills, can make critical decisions, and can apply by reaching synthesis. |
Examination Term Paper |
| LO-4 | They can explain the importance of pricing, distribution and promotion strategies in industrial markets. |
PO-1 The candidate can understand, analyze and interpret the basic concepts and functions of Business Science in expertise level, and can apply this ability in one or more fields such as Management and Organization, Marketing, Production Management, Quantitative Methods, Accounting and Finance in expertise level. |
Examination Term Paper |
| LO-5 | They can elaborate sales force management, distribution and supply chain management issues in Industrial markets. |
PO-2 The candidate will learn the different perspectives about numerous theories, models and paradigms that have developed in business fields such as management and organization, organizational behavior, marketing, finance, accounting, human resources, production management, quantitative methods, and the candidate can gain knowledge and skills to evaluate, interpret and criticize scientific studies and researches,which are presented in various scientific meetings, in these fields. PO-5 The candidate can understand the Department of Business Administration`s disciplines interaction with each other and the Department of Business Administration interaction with other departments. Also, the candidate can evaluate various topics with new perspectives and study interdisciplinary. |
Examination Term Paper |
| PO: Programme Outcomes MME:Method of measurement & Evaluation |
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| Course Contents | ||
| Fundemantel issues in industrial marketing. Environment analysis of ?ndustrial markets, industrial buyer behavior, defining industrial target markets, Pricing, distribution and promotion in industrial markets. | ||
| Weekly Course Content | ||
| Week | Subject | Learning Activities and Teaching Methods |
| 1 | Definition , context and structure of industrial marketing | Teaching |
| 2 | Industrial marketing environment | Teaching |
| 3 | Comparison of industrial market with consumer markets | Teaching, brainstorming |
| 4 | Buyer behavior and buyer-seller relations in industrial markets | Teaching, brainstorming |
| 5 | Market segmenting and targetting in industrial markets | Teaching, brainstorming |
| 6 | Sales force management in industrial markets | Teaching, brainstorming |
| 7 | Supply chain management in industrial markets | Teaching, brainstorming |
| 8 | mid-term exam | |
| 9 | Marketing research and information systems in industrial markets | Teaching, brainstorming |
| 10 | Pricing strategies in industrial markets | Teaching, brainstorming |
| 11 | Distribution strategies in industrial markets | Teaching, brainstorming |
| 12 | Promotion strategies in industrial markets | Teaching, brainstorming |
| 13 | New product development process and product strategies in Industrial markets | Teaching, brainstorming |
| 14 | International Industrial Marketing | Teaching, brainstorming |
| 15 | Competitors analysis and competitive advantage in industrial markets | Teaching, brainstorming |
| 16 | final exam | |
| Recommend Course Book / Supplementary Book/Reading | ||
| 1 | F.Müge Arslan, Endüstriyel Pazarlama Rekabetsel Yaklaşım, Beta Yayınevi, 2012 | |
| 2 | N.Figen Balta, Endüstriyel Pazarlama, Nobel Yayın Dağıtım, Nobel Yayın Dağıtım, 2006 | |
| Required Course instruments and materials | ||
| Text book, projector, computer, white board | ||
| Assessment Methods | |||
| Type of Assessment | Week | Hours | Weight(%) |
| mid-term exam | 8 | 1 | 40 |
| Other assessment methods | |||
| 1.Oral Examination | |||
| 2.Quiz | |||
| 3.Laboratory exam | |||
| 4.Presentation | |||
| 5.Report | |||
| 6.Workshop | |||
| 7.Performance Project | |||
| 8.Term Paper | |||
| 9.Project | |||
| final exam | 16 | 1 | 60 |
| Student Work Load | |||
| Type of Work | Weekly Hours | Number of Weeks | Work Load |
| Weekly Course Hours (Theoretical+Practice) | 3 | 14 | 42 |
| Outside Class | |||
| a) Reading | 8 | 6 | 48 |
| b) Search in internet/Library | 5 | 3 | 15 |
| c) Performance Project | 0 | ||
| d) Prepare a workshop/Presentation/Report | 8 | 5 | 40 |
| e) Term paper/Project | 0 | ||
| Oral Examination | 0 | ||
| Quiz | 0 | ||
| Laboratory exam | 0 | ||
| Own study for mid-term exam | 4 | 4 | 16 |
| mid-term exam | 1 | 1 | 1 |
| Own study for final exam | 4 | 4 | 16 |
| final exam | 1 | 1 | 1 |
| 0 | |||
| 0 | |||
| Total work load; | 179 | ||