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Theory and process of buyer behaviour ( 6 points, SCA Band 2, 0.125 EFTSL)


Leader: Kimble Montagu

Caulfield First semester 2006 (Evening)
Caulfield First semester 2006 (OCL-ONLINE)
Caulfield Second semester 2006 (Evening)
Caulfield Second semester 2006 (OCL-ONLINE)

Synopsis: Essential concepts in psychology and sociology relevant to consumer and organisational behaviour; essential frameworks, models and concepts; fundamental processes of motivation, perception and learning in individual behaviour; nature and influence of individual predispositions, including personality characteristics, attitude formation and change; the social influences of culture, class reference groups and family; consumer decision processes; diffusions of innovations and fads; links to and organisation/aspects of industrial buying, organisational decision making processes and influences, links and relevance between individual and organisational buying behaviour.

Assessment: Assignment(s): 50% + Class Test: 10% + Examination (2 hours): 40%

Contact Hours: 3 Hours class contact or equivalent per week

Prerequisites: or corequisite: MKX9160

Corequisites: MKX9160