For marketers, understanding how buyers and consumers behave is an integral part of correctly identifying their needs, and developing effective marketing strategies. Buyers often go through decision-making processes before making a purchase or making a decision to continue to buy and to consume a product or service. Thus, consumer decision-making, and the popular use of the term consumer behaviour, refers to the decision-making processes and behaviours of consumers. Understanding consumer behaviour enables marketing managers to critically analyse their potential or current target markets and design strategies tailored to meet their needs. The focus of this unit is on developing students knowledge of consumer decision-making processes and the factors that influence consumers decisions, purchases and consumption of products and services. The unit will help students identify, synthesise and critically evaluate how consumers perceive marketing stimuli and make decisions to purchase. The unit will develop students theoretical and applied knowledge of consumer behaviour theories and concepts in order to analyse, explain and predict consumers behaviour. The unit will help students to identify what stimuli marketers can use to influence consumers decision-making, purchase and consumption.
|Unit name||Consumer Decision-Making|
|College/School||College of Business & Economics
Tasmanian School of Business and Economics
|Coordinator||Doctor Lin Yang|
|Delivered By||University of Tasmania and Third Party(ies): ECA|
|Location||Study period||Attendance options||Available to|
- International students
- Domestic students
Please check that your computer meets the minimum System Requirements if you are attending via Distance/Off-Campus.
Units are offered in attending mode unless otherwise indicated (that is attendance is required at the campus identified). A unit identified as offered by distance, that is there is no requirement for attendance, is identified with a nominal enrolment campus. A unit offered to both attending students and by distance from the same campus is identified as having both modes of study.
|Study Period||Start date||Census date||WW date||End date|
* The Final WW Date is the final date from which you can withdraw from the unit without academic penalty, however you will still incur a financial liability (refer to How do I withdraw from a unit? for more information).
Unit census dates currently displaying for 2023 are indicative and subject to change. Finalised census dates for 2023 will be available from the 1st October 2022. Note census date cutoff is 11.59pm AEST (AEDT during October to March).
- Explain consumer decision-making behaviour theories and concepts.
- Critically evaluate marketing actions and strategies in relation to consumer decision-making.
- Analyse the role of sustainable and non-sustainable consumer behaviour in marketing.
|Field of Education||Commencing Student Contribution 1,3||Grandfathered Student Contribution 1,3||Approved Pathway Course Student Contribution 2,3||Domestic Full Fee 4|
1 Please refer to more information on student contribution amounts.
2 Please refer to more information on eligibility and Approved Pathway courses.
3 Please refer to more information on eligibility for HECS-HELP.
4 Please refer to more information on eligibility for FEE-HELP.
Please note: international students should refer to What is an indicative Fee? to get an indicative course cost.
Concurrent PrerequisitesBMA506 Foundations of Marketing
Introduction Lecture: 1hr, once in a term
Weekly recorded lecture: 1hr, 13 weeks
Workshop: 3hrs, 4 times in a semester
|Assessment||Assessment 1: Presentation and Quiz (20%)|Assessment 3: Final Exam (35%)|Assignment (45%)|
|Timetable||View the lecture timetable | View the full unit timetable|
Hoyer, W.D., MacInnis, D., Pieters, R., Chan, E. & Northey, G., 2020, Consumer Behaviour, Asia-Pacific Edition, 2nd ed., Cengage Learning, Australia.
Mothersbaugh, D. L. & Hawkins, D. I., 2016, Consumer Behavior: building marketing strategy, 13th ed, McGraw-Hill, USA.
Quester, P., Pettigrew, S., Kopanidis, F., Rao Hill, S. & Hawkins, D., 2014, Consumer Behaviour: implications for marketing strategy, 7th ed, McGraw-Hill, North Ryde NSW.
Sethna, Z. & Blythe, J., 2016, Consumer Behaviour, 3rd ed, Sage, London, UK.
Schiffman, L., O'Cass, A., Paladino, A. & Carlson, J., 2014, Consumer behaviour, 6th ed, Pearson Australia, Frenchs Forest, NSW.
Solomon, MR 2013, Consumer behavior: buying, having and being, 10th ed, Pearson Prentice Hall, Upper Saddle River, NJ.
|Links||Booktopia textbook finder|
The University reserves the right to amend or remove courses and unit availabilities, as appropriate.