University of Technology Sydney

24710 Buyer Behaviour

Warning: The information on this page is indicative. The subject outline for a particular session, location and mode of offering is the authoritative source of all information about the subject for that offering. Required texts, recommended texts and references in particular are likely to change. Students will be provided with a subject outline once they enrol in the subject.

Subject handbook information prior to 2020 is available in the Archives.

UTS: Business: Marketing
Credit points: 6 cp

Subject level:

Postgraduate

Result type: Grade and marks

There are course requisites for this subject. See access conditions.

Description

This subject focuses on the issues relating to the understanding of customer behavior and on the application of such understanding to marketing practice. Topics include: individual determinants such as perception, learning and memory, motivation, personality and attitudes, as well as environmental influences such as culture and cross-cultural issues, social influences, social class, and situational influences, and the decision-making process.

Subject learning objectives (SLOs)

Upon successful completion of this subject students should be able to:
1. examine the theoretical foundations of customer behaviour and customer experiences
2. apply customer behaviour theories, frameworks and concepts to managerial marketing decision contexts
3. work effectively in teams to develop interpersonal, leadership and communication skills
4. present effectively in an informal and formal manner the findings of the group work components.

Contribution to the development of graduate attributes

Effective marketing builds on an in-depth understanding of how customers behave and what they experience. This subject develops advanced knowledge and practical competencies to link theories of customer behaviour to marketing decision-making. It provides hands-on approaches that allow marketers make informed decisions about the design and implementation of marketing strategies that are influenced by and, in turn, affect customer behaviour and experiences.

This subject contributes to the development of the following graduate attributes:

  • Communication and interpersonal skills
  • Attitudes and values

This is achieved through the completion of a major project and in class case problem analysis.

This subject also contributes specifically to develop the following Program Learning Objectives for the Master of Marketing:

  • 3.1 Use high quality written and oral communication skills to interact effectively with others in order to work towards a common outcome
  • 3.2 Use oral communication appropriately in a professional context to convey information clearly and fluently
  • 3.3 Interact effectively with others in order to work towards a common outcome
  • 4.3 Demonstrate knowledge of diverse cultural and Indigenous perspectives and their implications for professional business practice

Teaching and learning strategies

The subject is based on dynamic and interactive three hour sessions, involving critical debate, in-depth case discussions, in-class exercises and student presentations. Students are expected to access materials (textbook and other readings, videos and/or case studies) provided online prior to the seminars (available on UTSOnline) and to complete any set activities. Students are expected to review the readings as well as online materials and to be able to discuss the material with other students during the course of the seminar. Seminars will include time where students will work together in student led discussion of the exercise and/or case with the provision of tutor and peer feedback. The class will receive weekly feedback from both peers and instructors.

The Project is structured around real marketing problems that the students, working in small groups, are expected to solve. These classes will be supplemented with both printed and electronic learning materials and resources. The UTS web-based communication tool (UTSOnline Course Information) will be used to share information and encourage interaction between staff and students.

Content (topics)

1. Individual determinants of customer behaviour
2. Environmental influences on customer behaviour
3. Marketing practice and customer behaviour
4. Customer decision-making

Assessment

Assessment task 1: In-class activity (individual)

Objective(s):

This addresses subject learning objective(s):

1 and 2

Weight: 20%
Length:

One hour for the assessed activity (plus a non-assessed 30 minute preparation period)

Assessment task 2: Project (group and individual)

Objective(s):

This addresses subject learning objective(s):

1, 2, 3 and 4

Weight: 40%

Assessment task 3: Final Exam (Individual)

Objective(s):

This addresses subject learning objective(s):

1 and 2

Weight: 40%

Minimum requirements

Students must achieve at least 50% of the subject’s total marks.

Required texts

Solomon, Michael R. (2018). Consumer Behaviour: Buying, Having, and Being, Global Edition, 12th ed, Pearson.

Recommended texts

Guide to Writing Assignments, Faculty of Business, UTS. This is available at www.uts.edu.au/node/50946/ .

References

  • Hoyer, Wayne D., MacInnis, Deborah J., Pieters, Rik, Chan, Eugene, Northey, Gavin (2017). Consumer Behaviour: Asia-Pacif Edition, Cengage Learning Australia.
  • Quester, Pettigrew, Kopanidis, Rao Hill (2014). Consumer Behaviour: Implications for Marketing Strategy, 7th ed, McGraw-Hill Australia, Sydney.
  • Schiffman, O'Cass, Paladino, Carlson (2014). Consumer Behaviour, 6th ed, Pearson Australia.
  • Mackay, Hugh (2010) What makes us Tick? The ten desires that drive us. Hachette, Sydney.

Other resources

Websites for general information and current developments on psychology and consumer research

Academic journals (it is highly recommended that these journals, or equivalent others, are used in preparation of your group analyses; failure to use academic literature implies failing this assessment criterion)

  • Journal of Consumer Research
  • Journal of Personality and Social Psychology
  • Journal of Marketing Research
  • Journal of Experimental Psychology
  • Journal of Consumer Psychology
  • Journal of Behavioral Decision Making
  • Journal of Advertising
  • Journal of Current Issues and Research in Advertising
  • Marketing Letters
  • Journal of Advertising Research
  • Journal of Applied Psychology
  • Journal of Marketing
  • Psychology and Marketing
  • Marketing Science
  • European Journal of Marketing
  • Management Science
  • International Journal of Research in Marketing
  • Organizational Behavior and Human Decision Processes
  • Qualitative Market Research: an International Journal
  • Harvard Business Review
  • American Sociologist
  • Psychological Review
  • Psychological Science
  • Journal of Retailing
  • American Psychologist
  • International Journal of Psychology

It is highly recommended the use of the PsycInfo, Proquest, and/or Business Source Complete databases from the library. Many of the journals mentioned above, and others, have online versions that can be downloaded from the library website. Please inquire at the library if you have any questions on how to access these sources.