Module overview
Understanding what motivates, influences and drives buyers to buy; be they consumers or business purchasers, is a critical area of learning in marketing. This module explores a range of buyer behaviour concepts, models and frameworks, enabling you to critically consider how these apply to different organisations and contexts. Further, this module supports you to connect with learning across your programme, in areas such as customer insight and marketing data analysis, to consider how understanding buyer behaviour can contribute to the development of effective and relevant marketing actions.
Aims and Objectives
Learning Outcomes
Subject Specific Intellectual and Research Skills
Having successfully completed this module you will be able to:
- critically analyse complex consumer theories for understanding customers and apply them to aid marketing decision making;
- critically evaluate a range of advanced techniques to analyse customer behaviour.
Transferable and Generic Skills
Having successfully completed this module you will be able to:
- apply problem solving, effectively communicate novel and informed ideas
- critically evaluate a range of advanced techniques to analyse customer behaviour.
Knowledge and Understanding
Having successfully completed this module, you will be able to demonstrate knowledge and understanding of:
- the advanced theories and concepts involved in the development of customer insight.
- the complex purchasing and consumption behaviour of customers;
Syllabus
- Customer decision making: individual and group decision making process, types of customer decisions;
- Seminal, contemporary and competing theories, concepts and frameworks of buyer behaviour;
- Applied understanding and evaluation of consumer behaviour responses to marketing strategy, tactics and activity;
- Consumer Psychology: motivation & attitudes, personality, perception and learning;
- Consumer Culture: symbolic consumption, self-concept, lifestyle marketing, reference group influence and tribal marketing;
- Customer Experience Management, Customer Relationship Marketing;
- Satisfaction, loyalty and interactive communication with customers;
- Linking customer knowledge to marketing actions: segmentation choices (targeting and positioning), branding, value co-creation;
- The role of channels, internationalisation and leadership;
- Sustainability and ethical debates in buyer behaviour;
- Business to Business buying, decision making, roles and influences.
Learning and Teaching
Teaching and learning methods
Through all delivery methods the content and presentation of the module will be accessible and inclusive.
Learning activities include:
- Case study/problem solving activities
- Guided private study
Type | Hours |
---|---|
Independent Study | 126 |
Teaching | 24 |
Total study time | 150 |
Resources & Reading list
General Resources
Journal of Consumer Research. Journal
European Journal of Marketing. Journal
Journal of Marketing. Journal
Journal of Marketing Management. Journal
Textbooks
Solomon (2019). Consumer behaviour: buying, having and being. London: Pearson.
Mothersbaugh, Hawkins & Kleiser (2020). Consumer behaviour: building marketing strategy. New York: McGraw Hill.
Assessment
Assessment strategy
Exam
Formative
This is how we’ll give you feedback as you are learning. It is not a formal test or exam.
Class discussions
- Assessment Type: Formative
- Feedback: Informal feedback given during class discussions and student presentations.
- Final Assessment: No
- Group Work: No
Summative
This is how we’ll formally assess what you have learned in this module.
Method | Percentage contribution |
---|---|
Exam | 100% |
Referral
This is how we’ll assess you if you don’t meet the criteria to pass this module.
Method | Percentage contribution |
---|---|
Exam | 100% |
Repeat
An internal repeat is where you take all of your modules again, including any you passed. An external repeat is where you only re-take the modules you failed.
Method | Percentage contribution |
---|---|
Exam | 100% |
Repeat Information
Repeat type: Internal & External