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DRPS : Course Catalogue : School of Engineering : Management (School of Engineering)

Undergraduate Course: Marketing Technical Products 3 (MAEE09003)

Course Outline
SchoolSchool of Engineering CollegeCollege of Science and Engineering
Credit level (Normal year taken)SCQF Level 9 (Year 3 Undergraduate) AvailabilityAvailable to all students
SCQF Credits10 ECTS Credits5
SummaryThe course is divided into three main sections. The first provides the student an understanding of the key dynamics related to bringing technical products to the markets (W1-4). The second provides students with a practical guide on how to start up a company, including invited talks given by entrepreneurs and representatives of funding bodies (W5-7). Finally, in the third section (W8-10), a number of case studies are discussed, concerning among others innovative product development in integrated software systems and aspects of entering emerging markets.
The course is practice based and project oriented. Students in small groups will be asked to develop their own product development plan based on a product idea of their own. The plan should address aspects such as: how to demonstrate your product? How to segment your user base? How to manage the transfer of your technology to the market? How to deal with business analysts and other market actors? How to start up a company around a product idea? What funding to look for? How to enter emerging markets with your product?
Course description Not entered
Entry Requirements (not applicable to Visiting Students)
Pre-requisites Co-requisites
Prohibited Combinations Other requirements None
Information for Visiting Students
High Demand Course? Yes
Course Delivery Information
Academic year 2017/18, Available to all students (SV1) Quota:  None
Course Start Semester 2
Timetable Timetable
Learning and Teaching activities (Further Info) Total Hours: 100 ( Lecture Hours 20, Seminar/Tutorial Hours 10, Formative Assessment Hours 1, Summative Assessment Hours 6.5, Programme Level Learning and Teaching Hours 2, Directed Learning and Independent Learning Hours 60 )
Assessment (Further Info) Written Exam 50 %, Coursework 50 %, Practical Exam 0 %
Additional Information (Assessment) Group Presentations 30%
Individual Essay Report 20%
Examination 50%
Feedback Not entered
Exam Information
Exam Diet Paper Name Hours & Minutes
Main Exam Diet S2 (April/May)1:30
Resit Exam Diet (August)1:30
Learning Outcomes
The objective of the course is to provide students with a clear and comprehensive understanding of the key issues dynamics related to bringing technical products to the markets.

On completion of the module, students should be able to:
1. Understand the strategic importance of matching the marketing mix with consumer/customer needs through user relations.
2. Identify the key elements involved in selecting suitable market entries for a product/ technology, including market strategy and business model.
3. Investigate different sources of information relevant to a new business venture, including finance and sustainability; investigate relevant actors - platform controllers, regulators, analysts.
4. Understand the role of marketing research and market(ing) strategies.

Section 1 - Introduction
Week 1 Course Introduction: The course will be introduced, comprising an overview of course objectives, rationale, schedule, assessment and readings.
Week 2 Theories of innovation: critiques of the linear model of innovation will be introduced, together with discussion on Innovating infrastructures and incremental innovation.
Week 3 Mapping the market: how to find customers and understand their needs, identify relevant actors and places to promote your product during and after development.
Week 4 Technology transfer: including scale up and sustainability issues.
Section 2 - Practical Guide
Week 5 Setting up a Start-up Company: how to start up a company around a product idea. Basics of Business Planning.
Week 6 Forms of support to start up a company: identifying funding bodies and venture capitalists.
Week 7 Success Stories: entrepreneurs will be invited to discuss their own experience.
Section 3 - Cases
Week 8 Innovation in Integrated Software Systems
Week 9 Entering emerging Markets
Week 10 New business models; making value from data

Element Contribution (%)
Group Presentations 30
Individual Essay Report 20
Examination 50
Total (100%) 100

Reading List
Campagnolo, G.M., Fele, G., From Specifications to Specific Vagueness: How Enterprise Software Mediates Engineering Relations. Engineering Studies, 2(3), 221-243.
Coopmans, C. (2011), 'Face value': New medical imaging software in commercial view, Social Studies of Science, 41(2): 155-176.
Fleck, J. (1988). "Innofusion or diffusation? : the nature of technological development in robotics." Edinburgh PICT Working Paper No. 4, Research Centre for Social Sciences, The University of Edinburgh: Edinburgh.
Fleck, J,. J. Webster, and R. Williams 'The dynamics of I.T. implementation: a reassessment of paradigms and trajectories of development', Futures Vol. 22 pp. 618 - 640, 1990.
Gregson, G & Hendry, S 2009, Stimulating Innovation & Entrepreneurship in Scotland: Summary Report on University of Edinburgh Business School & MBM Commercial LLP Growth Series. University of Edinburgh Business School & MBM Commercial LLP Growth.
Hyysalo, S (2010). Health Technology Development and Use: From Practice Bound Imagination to Evolving Impacts. London: Routledge.
Pynch, T. The Hard Sell: The Language and Lessons of Street-Wise Marketing, (with Colin Clark), London: HarperCollins, 1995.
Pollock, N., Williams, R., & D¿Adderio, L. (2007). Global software and its provenance: generification work in the production of organizational software packages. Social Studies of Science, 37(2), 254¿280.
Pollock, N., Williams, R. (2010). The business of expectations: How promissory organizations shape technology and innovation. Social Studies of Science, 40: 525-548.
Rosiello, A. and Parris, S. (2009) 'The patterns of venture capital investment in the UK bio-healthcare sector: the role of proximity, cumulative learning and specialisation' Venture Capital, An International Journal of Entrepreneurial Finance Volume11, Issue 3, p185 ¿ 211
Spinardi, G. ¿Prospects for the Defence Diversification Agency: Technology Transfer and the UK Defence Research Establishments¿, Science and Public Policy, Vol. 27, No. 2 (April 2000), 123-135.
Spinardi, G. ¿Defence Technology Enterprises: A Case Study in Technology Transfer¿, Science and Public Policy (August 1992), 198-206.
Stewart J and Hyysalo, S (2008) Intermediaries, Users and Social Learning in Technological Innovation, Interntional Journal of Innovation Management, Vol 12, No 3. (Sept 2008) pp295-325
Additional Information
Graduate Attributes and Skills Not entered
KeywordsNot entered
Course organiserDr Gian Campagnolo
Tel: (0131 6)51 4273
Course secretaryMrs Lynn Hughieson
Tel: (0131 6)50 5687
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