TYPE OF COURSE UNIT	Elective Course
LEVEL OF COURSE UNIT	Master's Degree With Thesis
YEAR OF STUDY	-
SEMESTER	-
NUMBER OF ECTS CREDITS ALLOCATED	10
NAME OF LECTURER(S)	-
LEARNING OUTCOMES OF THE COURSE UNIT	At the end of this course, the students; 1) Able to identify, formulate and solve problems in industrial markets. 2) Able to promote strategies for industrial markets. 3) Able to analyze and interpret results of the strategies developed for industrial markets. 4) Know industrial buying behavior. 5) Know industrial marketing communication.
MODE OF DELIVERY	Face to face
PRE-REQUISITES OF THE COURSE	No
RECOMMENDED OPTIONAL PROGRAMME COMPONENT	None
COURSE DEFINITION	In this course; major characteristics of industrial markets, buying processes, selection of suppliers and the methods of evaluating them will be discussed. Types of industrial markets, and customer behavior, buyer-seller relationships in industrial markets, marketing mixes, setting up information systems in industrial markets, industrial market segmentation, target market selection and positioning strategies will be examined.
COURSE CONTENTS	WEEK TOPICS 1st Week Industrial market: Industrial buyer behavior 2nd Week Industrial buyer behavior 3rd Week Customer relationship management strategies for industrial markets 4th Week Segmentation of industrial markets 5th Week Industrial demand analysis 6th Week Industrial marketing mix 7th Week Industrial marketing strategies for global markets 8th Week Mid-term examination 9th Week Product strategies for industrial markets 10th Week Innovation management and new industrial product development 11th Week Service management for industrial markets 12th Week E-commerce for industrial markets 13th Week Pricing strategies for industrial markets 14th Week Industrial distribution channels-supply chain management,industrial marketing communication
RECOMENDED OR REQUIRED READING	Hutt, Michael D., Speh, Thomas W. (2007). Business Marketing Management. Thomson.
PLANNED LEARNING ACTIVITIES AND TEACHING METHODS	Lecture,Discussion
ASSESSMENT METHODS AND CRITERIA	Quantity Percentage(%) Mid-term 1 30 Project 1 20 Total(%) 50 Contribution of In-term Studies to Overall Grade(%) 50 Contribution of Final Examination to Overall Grade(%) 50 Total(%) 100
ECTS WORKLOAD	Activities Number Hours Workload Midterm exam 1 2 2 Preparation for Quiz Individual or group work 14 3 42 Preparation for Final exam 1 110 110 Course hours 14 3 42 Preparation for Midterm exam 1 70 70 Laboratory (including preparation) Final exam 1 2 2 Homework Project 1 40 40 Total Workload 308 Total Workload / 30 10,26 ECTS Credits of the Course 10
LANGUAGE OF INSTRUCTION	Turkish
WORK PLACEMENT(S)	No