Customer Decision Making and Behaviour

10 Units

Customers employ strategies of choice. Understanding these consumer decision-making processes, behaviours and contributing influences is the essential challenge of this course. It also investigates how consumer behaviour plays a vital role in developing appropriate marketing mix strategies to sell goods, ideas and services. Therefore in bringing these aspects together the student examines how individuals may be influenced and how they may respond to a wide range of marketing strategies. Consumer behaviour is contrasted to organizational buyer behaviour, but the primary focus is on the ultimate consumers of goods and services. That is, individuals who purchase for the purpose of personal or household consumption or use. Both theoretical and applied understandings of the major consumer behaviour theories and concepts are developed. Students are engaged with the application of current consumer behaviour theory, research findings and methodologies in order to understand, explain, and predict customer behaviour.

Faculty Faculty of Business and Law
School Newcastle Business School
Availability Trimester 1 - 2014 (Newcastle City Precinct)
Trimester 2 - 2014 (Newcastle City Precinct)
Trimester 2 - 2014 (WebLearn GradSchool)
Trimester 3 - 2014 (Newcastle City Precinct)
Trimester 1 - 2015 (Newcastle City Precinct)
Trimester 1 - 2015 (WebLearn GradSchool)
Trimester 2 - 2015 (Newcastle City Precinct)
Trimester 3 - 2015 (Newcastle City Precinct)
Trimester 3 - 2015 (WebLearn GradSchool)

On completion of the course, students will be able to:

  1. Interpret customer behaviour (consumer and buyer) in a variety of consumption contexts
  2. Recognise the influence of cultural, social and psychological factors that shape the consumer decision making process
  3. Identify various mechanisms for segmenting consumer and business markets
  4. Employ consumer behaviour theory in strategic and tactical marketing management decision-making
  5. Demonstrate skills in written communication as well as critical and analytical thinking
  6. Comprehend and interrelate the social, psychological and cultural factors that impact groups and experience working in a team environment.

Topics in this course include:

  1. Introduction to the relationship between consumer behaviour and marketing strategy
  2. Consumers and their characteristics
  3. Consumers and decision making
  4. A framework for consumer analysis
  5. Affect and cognition
  6. Consumer behaviour and environmental influences
  7. Consumers and their actual behaviour
  8. Social and ethical considerations
  9. Consumer decision making and marketing strategy
Replacing Course(s) GSBS6021 Consumer Decision Making
Transition This course is not available to students who have completed GSBS6021 Consumer Decision Making. GSBS6013 will be offered as a replacement course for GSBS6021 for continuing students.
Industrial Experience 0
Assumed Knowledge GSBS6005 Marketing Management and Planning
Modes of Delivery Distance Learning : IT Based
Internal Mode
Teaching Methods Lecture
Assessment Items
  • Essays / Written Assignments - Research essay
  • Examination: Formal -
  • Projects - Group project
  • Quiz - Class -
Contact Hours
  • Lecture: for 3 hour(s) per Week for Full Term
Compulsory Components None listed
Course Materials None listed
Timetable 2015 Course Timetables for GSBS6013

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