Faculty of Business and Economics

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Monash University Handbook 2011 Postgraduate - Unit

6 points, SCA Band 3, 0.125 EFTSL

Refer to the specific census and withdrawal dates for the semester(s) in which this unit is offered.

FacultyFaculty of Business and Economics
OfferedCaulfield First semester 2011 (DE-ONLINE)
Caulfield First semester 2011 (Evening)
Caulfield Second semester 2011 (DE-ONLINE)
Caulfield Second semester 2011 (Evening)
Coordinator(s)Mr David Toleman


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.


The learning goals associated with this unit are to:

  1. examine the origins and nature of buyer behaviour and explain the role of marketing in satisfying buyer's needs and wants
  2. explain the importance to marketing of having a good understanding of buyer behaviour and its influence on marketing strategy
  3. discuss the basic theories and concepts relevant to buyer behaviour in both consumer and organisational contexts
  4. analyse how these theories and concepts can provide insight into and help explain buyer behaviour in contemporary environments
  5. analyse and research buyer behaviour in a range of contexts and from a variety of perspectives.


Within semester assessment: 60%
Examination (2 hours): 40%

Chief examiner(s)

Dr David Stewart (Semester one)
Dr Dewi Tojib (Semester two)

Contact hours

3 hours per week


MKX9160, MKX9550 or MBA9006