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Customer Behaviour (4 cr)

Code: LT00CW13-3001

General information


Enrollment
14.11.2022 - 15.01.2023
Registration for the implementation has ended.
Timing
20.02.2023 - 07.04.2023
Implementation has ended.
Number of ECTS credits allocated
4 cr
Local portion
4 cr
Mode of delivery
Contact learning
Unit
SeAMK Business Management and SME Business Management
Campus
SeAMK Seinäjoki, Frami
Teaching languages
Finnish
Seats
0 - 40
Degree programmes
Bachelor of Business Administration, Business Management
Teachers
Terhi Anttila
Course
LT00CW13

Evaluation scale

1-5

Content scheduling

-Needs, motives, involvement, attitudes and values
-Purchasing and decision-making process of consumers and customers (in b-to-c and b-to-b markets)
-Consumer Behaviour (b-to-c)
-Purchasing Behaviour (b-to-b)

Objective

The student can analyze customers behaviour in different environments. The student can recognize phases in purchasing process and factors influencing to the purchasing process.
The student can draw conclusions relating to marketing planning applying customer behaviour knowledge.

Content

- Factors influencing consumer behavior
- Needs, motives, attitudes, and values
- Megatrends and consumer trends
- Purchasing behavior of the organization
- Purchasing process in both b-to-b and b-to-c markets
- Collection and utilization of customer information

Materials

-Hiltunen, Elina (2017). Mitä tulevaisuuden asiakas haluaa. Trendit ja ilmiöt.
-Solomon, M. & Bamossy, G. & Askegaard, S. & Hogg, M. (2006). Consumer Behaviour European Perspective
-Arantola, H. (2006). Customer Insight
-Kenner, K & Leino, S. 2020. Myyntikirja: Menesty uuden ajan B2B-myynnissä.
-Ojasalo, J. & Ojasalo, K. (2010). B-to-B-palvelujen markkinointi
-Laine, K. (2015). Myynti on rikki. B-to-B-myynnin uusi aika
-Learning material and articles on the Moodle site

Teaching methods

-Lectures
-Group work
-Independent work

Student workload

Total workload: 106 h
-Lectures and group work guidance and performance hours 22 h
-Group work 34 h
-Independent work 50 h

Assessment criteria, satisfactory (1)

The student has carried out work and participated as instructed. The student can analyze customers behaviour in different environments. The student can recognize phases in purchasing process and factors influencing to the purchasing process.

Assessment criteria, good (3)

The student has carried out work well and participated actively. The student can analyze customers behaviour in different environments. The student can recognize phases in purchasing process and factors influencing to the purchasing process. The student can draw conclusions relating to marketing planning applying customer behaviour knowledge.

Assessment criteria, excellent (5)

The student has carried out work to an excellent standard and participated actively and constructively. The student can analyze customers behaviour in different environments. The student can recognize phases in purchasing process and factors influencing to the purchasing process. The student can draw conclusions relating to marketing planning applying customer behaviour knowledge.

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