Faculty of Business and Economics

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Monash University

Monash University Handbook 2010 Undergraduate - Unit

6 points, SCA Band 3, 0.125 EFTSL

FacultyFaculty of Business and Economics
OfferedBerwick Second semester 2010 (Day)
Gippsland Second semester 2010 (Day)
Gippsland Second semester 2010 (Off-campus)
Sunway First semester 2010 (Day)
Sunway Summer semester A 2010 (Day)
Peninsula First semester 2010 (Day)
South Africa First semester 2010 (Day)
Coordinator(s)Dr Fiona Newton; Ms Ghazala Khan (Malaysia)


Behavioural concepts and theories relating to consumer behaviour and consumer decision making process. Study of consumer behaviour influenced by individuals' socio-cultural factors such as family, social groups and group processes, social class, culture and subculture and consumers' individual factors such as motivation and needs, perception, learning, personality and lifestyle attitudes. Overview of organisational buying.


The learning goals associated with this unit are to:

  • demonstrate a detailed understanding of the basic concepts of consumer behaviour describe how this knowledge can be used by marketers
  • demonstrate ability to segment markets using consumer behaviour concepts/constructs
  • identify and illustrate how these concepts can be used to explain the decisions buyers make in the marketplace
  • analyse the behaviour profiles of specific market segments and understand the basic aspects of strategy development as it applies to specific target groups
  • explain and apply marketing communication in relation to consumer behaviour.


Within semester assessment: 50%
Examination (3 hours): 50%

Chief examiner(s)

Fiona Newton

Contact hours

3 hours class contact or equivalent per week




MKW2111, MKC2110