MKF1200

Winning the retail customer

Ms Sally Joy

6 points · Offered by distance education only · First semester

Objectives On completion of this subject students should be able to relate the marketing concept to the development of a customer service strategy; apply consumer behaviour theory to the development of marketing strategies; discuss the process of consumer decision making and its impact on marketing strategy; explain the relationships between both individual and environment factors on consumer behaviour; evaluate customer service strategies in relation to the retail marketing mix.

Synopsis Consumer behaviour - consumer buying model; store and product selection criteria; customer segmentation; core customer concept. Customer service - service definition and expectations; development and delivery; customer service strategies. Retail selling - principles and practice; customer relations. Managing the sales floor - staff scheduling; training; productivity; consumerism.

Assessment Written (2000 words): 20% · Written (4000 words): 40% · Examination (2 hours): 40%

Prescribed texts

Schiffman, Bednall, Watson and Kanuk Consumer behaviour Prentice-Hall, 1997

Back to the 1999 Business and Economics Handbook