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.