CUSTOMER RELATIONSHIP MANAGEMENT PROGRAMME COURSE DESCRIPTION

Code	Name of the Course Unit	Semester	In-Class Hours (T+P)	Credit	ECTS Credit
YBS318	CUSTOMER RELATIONSHIP MANAGEMENT	5	3	3	5

GENERAL INFORMATION
Language of Instruction :	Turkish
Level of the Course Unit :	BACHELOR'S DEGREE, TYY: + 6.Level, EQF-LLL: 6.Level, QF-EHEA: First Cycle
Type of the Course :	Elective
Mode of Delivery of the Course Unit	-
Coordinator of the Course Unit	Assist.Prof. GÜLŞEN FİLAZOĞLU ÇOKLUK
Instructor(s) of the Course Unit
Course Prerequisite	No

OBJECTIVES AND CONTENTS
Objectives of the Course Unit:	This course aims to inform students about customer relationship management.
Contents of the Course Unit:	Course basic content; the components and models of customer relationship management, transition to customer relationship management and implementation process, elements of customer relationship management, communication with customers, customer satisfaction, customer loyalty and customer loyalty, and customer complaint management.

KEY LEARNING OUTCOMES OF THE COURSE UNIT (On successful completion of this course unit, students/learners will or will be able to)
Explain the components and models of customer relationship management. (Explain) (Bloom’s 2)
Discuss the elements of customer relationship management. (Discuss) (Bloom’s 2)
Compare the concepts of customer satisfaction, customer loyalty and customer loyalty. (Compare) (Bloom’s 2)
Apply customer complaint management processes. (Apply) (Bloom’s 3)
Categorize customer relationship management applications. (Categorize) (Bloom’s 4)

WEEKLY COURSE CONTENTS AND STUDY MATERIALS FOR PRELIMINARY & FURTHER STUDY
Week	Preparatory	Topics(Subjects)	Method
1	Reading a chapter in the coursebook	The basic concepts of customer relationship management	Lecture & Discussion
2	Reading a chapter in the coursebook	The components and models of customer relationship management	Lecture & Discussion
3	Reading a chapter in the coursebook	Transition to customer relationship management and implementation process	Lecture & Discussion
4	Reading a chapter in the coursebook	Elements of customer relationship management	Lecture & Discussion
5	Reading a chapter in the coursebook	Communication with customers	Lecture & Discussion
6	Reading a chapter in the coursebook	Customer identification, customer selection and customer acquisition	Lecture & Discussion
7	Reading a chapter in the coursebook	Customer retention and extention	Lecture & Discussion
8	-	MID-TERM EXAM	-
9	Reading a chapter in the coursebook	Success and failure in customer relationship management	Lecture & Discussion
10	Reading a chapter in the coursebook	Customer satisfaction, customer commitment, customer loyalty	Lecture & Discussion
11	Reading a chapter in the coursebook	Customer lifetime value	Lecture & Discussion
12	Reading a chapter in the coursebook	Organizational culture and customer relations	Lecture & Discussion
13	Reading a chapter in the coursebook	Customer complaint management	Lecture & Discussion
14	Reading a chapter in the coursebook	Customer relationship management applications	Lecture & Discussion
15	Reading a chapter in the coursebook	Examples of sector applications	Lecture & Discussion
16	-	FINAL EXAM	-
17	-	FINAL EXAM	-

SOURCE MATERIALS & RECOMMENDED READING
Odabasi, Y. (2015). Müsteri Iliskileri Yonetimi. Aura Publications.
Buttle, F. & Maklan, S. (2019). Customer Relationship Management: Concepts and Technologies, 4th Edition, NY: Routledge, Taylor & Francis Group.
Kumar, V. & Reinartz, W. (2018). Customer Relationship Management, Concept, Strategy, and Tools, Springer Texts in Business and Economics.
Baran, R. J. & Galka, R. J. (2017). Customer Relationship Management: The Foundation of Contemporary Marketing Strategy, 2nd Edition, NY: Routledge, Taylor & Francis Group.

ASSESSMENT
Assessment & Grading of In-Term Activities	Number of Activities	Degree of Contribution (%)	Description

Level of Contribution
0	1	2	3	4	5

KNOWLEDGE
Theoretical
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Use knowledge sources consisting of the most effective methods and up-to-date information, implementation of tools and materials about psychology and supporting disciplinaries. (Blooms 3)
2	Determine problems in the field of psychology and solve them. (Blooms 3)

KNOWLEDGE
Factual
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Discriminate between normal and abnormal behaviours. (Blooms 2)
2	Interpret psychology researches and report on them. (Blooms 3)

SKILLS
Cognitive
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Relate between psychology and other social sciences on relations. (Blooms 4)

SKILLS
Practical
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Apply psychological tests. (Blooms 3)
2	Integrate knowledge and skills gained on the theories of contemporary psychology in the phases of helping individuals. (Blooms 6)
3	Conduct several experiments in the field of psychology. (Blooms 6)

OCCUPATIONAL
Autonomy & Responsibility
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Collaborate with relevant organizations and individuals on the field studies. (Blooms 6)

OCCUPATIONAL
Learning to Learn
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Integrate developments in the field of psychology to the existing knowledge. (Blooms 6)
2	Scientifically analyse human behaviours. (Blooms 4)

OCCUPATIONAL
Communication & Social
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Explain knowledge and ideas gained in the field fluently and apprehensibly in a written way and verbally. (Blooms 2)
2	Recognize individual, national and universal effects of problems in the field of psychology. (Blooms 2)

OCCUPATIONAL
Occupational and/or Vocational
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Integrate computer software and hardware and statistics in the field of psychology to their studies. (Blooms 6)
2	Survey developments in informatics and communication technologies. (Blooms 4)
3	Support social projects in the field of psychology. (Blooms 5)

WORKLOAD & ECTS CREDITS OF THE COURSE UNIT
Workload for Learning & Teaching Activities
Type of the Learning Activites	Learning Activities (# of week)	Duration (hours, h)	Workload (h)
Lecture & In-Class Activities	14	3	42
Preliminary & Further Study	13	2	26
Land Surveying	0	0	0
Group Work	0	0	0
Laboratory	0	0	0
Reading	0	0	0
Assignment (Homework)	0	0	0
Project Work	0	0	0
Seminar	0	0	0
Internship	0	0	0
Technical Visit	0	0	0
Web Based Learning	0	0	0
Implementation/Application/Practice	0	0	0
Practice at a workplace	0	0	0
Occupational Activity	0	0	0
Social Activity	0	0	0
Thesis Work	0	0	0
Field Study	0	0	0
Report Writing	0	0	0
Final Exam	1	1	1
Preparation for the Final Exam	7	5	35
Mid-Term Exam	1	1	1
Preparation for the Mid-Term Exam	5	4	20
Short Exam	0	0	0
Preparation for the Short Exam	0	0	0
TOTAL	41	0	125