Home: Bachelor of Business: BUMAR202A Buyer Behaviour

Primary Text

Consumer behaviour in action (2015) - eBook by Peter Ling; Hume Winzar; Steven D'Alessandro

Weekly Readings

Readings

Deloitte 2022, How consumers are embracing sustainability,
Deloitte, viewed 17 January 2023, <https://www2.deloitte.com/uk/en/pages/consumer-business/articles/sustainable-consumer.html>.
Needle, F 2021,10 consumer behavior models (& which one applies to your business),
HubSpot, viewed 9 February 2024, <https://blog.hubspot.com/service/consumer-behavior-model>.

Readings

Bajger, A 2020, What is consumer motivation?: consumer psychology 101,
LRW Resources, viewed 11 April 2022, <https://lrwonline.com/perspective/consumer-psychology-101-what-is-motivation/>.
Gonzalez-Berrios, N 2022, Types of emotions – a complete guide,
The Pleasant Mind, viewed 9 February 2024, <https://thepleasantmind.com/types-of-emotions/>.
Kaufman, J 2020, What are ‘core human drives’?,
The Personal MBA, viewed 9 February 2024, <https://personalmba.com/core-human-drives/>.
Magids, S, Zorfas, A, & Leemon, D 2015, The new science of customer emotions,
Harvard Business Review, vol.93, issue 11, pp. 66-68, viewed 9 February 2024, Business Source Complete.

Case study

Wang, A 2017, I spent a week with 8,000 worshippers of the fake, fantastical cult of zumba,
Quartz, viewed 4 March 2024, <https://qz.com/1085406/inside-the-cult-of-zumba-a-perfect-world-of-modern-make-believe/>.

Readings

Emotiva n.d., Why the attention economy matters in marketing,
Emotiva, viewed 9 February 2024, <https://www.omd.com/thoughts/linking-human-attention-to-mental-availability/>.
Gabel, R 2021, 3 Factors of consumer comprehension,
Rylee Gabel, viewed 9 February 2024, <https://ryleegabel.com/2021/02/11/3-factors-of-consumer-comprehension/>.
IDealogic Brand Lab, n.d., Psychological influences on the consumer decision process: Pt 1: consumer perception,
IDealogic Brand Lab, viewed 9 February 2024, <https://idealogicbrandlab.com/consumer-perception/>.
OMD 2021, Linking human attention to mental availability,
OMD, viewed 9 February 2024, <https://www.omd.com/thoughts/linking-human-attention-to-mental-availability/>.
Riserbato, R 2021, What's attention marketing, & should you use it?,
HubSpot, viewed 9 February 2024, <https://blog.hubspot.com/marketing/attention-marketing>.

Case studies

Heemsbergen, L 2024, Editing memories, spying on our bodies, normalising weird goggles: Apple’s new Vision Pro has big ambitions,
The Conversation, viewed 4 March 2024, <https://theconversation.com/editing-memories-spying-on-our-bodies-normalising-weird-goggles-apples-new-vision-pro-has-big-ambitions-221910/>.
Saltzman, S 2017, How lush is winning at both online and brick-and-mortar beauty retail,
Fashionista, viewed 4 March 2024, <https://fashionista.com/2017/08/lush-cosmetics-business-strategy/>.

Readings

Brandt, D 2017, Understanding memory in advertising,
Nielsen, viewed 11 April 2022, <https://www.nielsen.com/us/en/insights/report/2017/understanding-memory-in-advertising/>.
Ceruto, S 2020, The psychological concept that can make you a more effective marketer,
Forbes, viewed 9 February 2024, <https://www.forbes.com/sites/forbescoachescouncil/2020/02/19/the-psychological-concept-that-can-make-you-a-more-effective-marketer/?sh=501839e621a4>.
Dobbs, D 2007, Not-so-deliberate: the decisive power of what you don't know you know,
Scientific American, viewed 9 February 2024, <https://blogs.scientificamerican.com/news-blog/not-so-deliberate-the-decisive-powe/>.
Niosi, A 2021, Introduction to consumer behaviour,
eBook, viewed 9 February 2024, <https://opentextbc.ca/introconsumerbehaviour/l/>.
7. Behavioural learning theories, pp. 61-69
8. Cognitive learning theories, pp. 71-75
9. Memory and retrieval, pp. 77-84
Sheffield, N 2016, Three types of content delivering brand success,
Marketing Mag, viewed 17 January 2023, <https://www.marketingmag.com.au/hubs-c/three-types-content-marketing-delivering-brand-success/>.

Case study

Munger, C n.d., Practical though about practical thought: turning $2 million into $2 trillion,
FS, viewed 5 March 2024, <https://fs.blog/turning-2-million-into-2-trillion//>.

Readings

Crowther, T 2021, L’Oréal Paris's iconic “because we're worth it” campaign all started with 1 badass woman,
Vox Media, viewed 9 February 2024, <https://www.popsugar.com/beauty/loral-paris-because-were-worth-it-campaign-history-48204041>.
Elsmore, S & Lam, M 2016, Can we take gender out of the segmentation equation?,
Marketing Mag, viewed 3 November 2020, <https://www.marketingmag.com.au/hubs-c/gender-segmentation-matt-lam-sarah-elsmore/>.
Mintel 2023, The evolution of men’s grooming - what's next for the industry?,
Mintel, viewed 9 February 2024, <https://www.mintel.com/beauty-and-personal-care-market-news/whats-next-for-the-mens-grooming-industry/>.
Smith, MJ 2017, Are we what we buy?,
Stanford Graduate School of Business, viewed 9 February 2024, <https://www.gsb.stanford.edu/insights/are-we-what-we-buy>.

Case study

Sport England 2015, This girl can,
Sport England, viewed 5 March 2024, <https://www.sportengland.org/funds-and-campaigns/this-girl-can/>.

Readings

Gabel, R 2021, 3 Factors of consumer comprehension,
Rylee Gabel, viewed 9 February 2024, <https://ryleegabel.com/2021/02/11/3-factors-of-consumer-comprehension/>.
McKinsey Insights 2020, Understanding and shaping consumer behavior in the next normal,
viewed 9 February 2024, Business Source Complete.
Needle, F 2021, How to identify your core marketing message,
HubSpot, viewed 9 February 2024, <https://blog.hubspot.com/marketing/marketing-message>.
Perner, L 2018, Attitudes
Consumerpsychologist.com, viewed 9 February 2024, <https://www.consumerpsychologist.com/cb_Attitudes.html>.

Case studies

Growjo n.d., Who gives a crap revenue and competitors,
Growjo, viewed 5 March 2024, <https://growjo.com/company/Who_Gives_a_Crap/>.
Sills, JJ n.d., Case study: who gives a crap?,
John J Sills, viewed 5 March 2024, <https://johnjsills.com/2022/07/27/who-gives-a-crap-case-study//>.

Readings

Millwood, A 2021, Understanding the consumer decision making process,
Yotpo, viewed 2 February 2024, <https://www.yotpo.com/resources/consumer-decision-making-process-ugc/>.
Perner, L 2018, Information search and decision making,
Consumerpsychologist.com, viewed 9 February 2024, <https://www.consumerpsychologist.com/cb_Decision_Making.html>.
Zabanga 2021, Problem recognition,
Zabanga, viewed 2 February 2024, <https://www.zabanga.us/marketing-communications/problem-recognition.html>.

Case study

Ikea 2017, Where life happens,
online video, Creative Broadcast, viewed 5 March 2024, <https://www.youtube.com/watch?v=_PYKiioa1t4/>.

Niche Marketer n.d., How your brain hijacks what you buy,
Niche Marketer, viewed 9 February 2024, <https://thenichemarketer.com/how-your-brain-hijacks-what-you-buy/>.
Niche Marketer n.d., Why you still want that Rolex,
Niche Marketer, viewed 9 February 2024, <https://thenichemarketer.com/why-you-still-want-that-rolex/>.
University of Minnesota n.d., Principles of marketing,
eBook, viewed 12 February 2024, <https://open.lib.umn.edu/principlesmarketing/>.
more...less...
This edition is adapted from a work originally produced in 2010 by a publisher who has requested that it not receive attribution and this book will be unpublished on December 31, 2024.
Chapter 3.2 Low-involvement versus high-involvement buying decisions and the consumer's decision making process, pp. 76-85
Yan, R 2018, How fast and slow thinking influences customer engagement,
Digital Alchemy, viewed 9 February 2024, <https://www.digitalalchemy.global/how-fast-and-slow-thinking-influences-customer-engagement/>.

Readings

FasterCapital 2023, Post purchase behaviour: beyond the sale: examining post purchase behavior in consumer decision making,
FasterCapital, viewed 9 February 2024, <https://fastercapital.com/content/Post-purchase-behavior--Beyond-the-Sale--Examining-Post-Purchase-Behavior-in-Consumer-Decision-making.html>.
Inc. Australia 1999, Uncommon service: the Zappos case study,
Inc. Australia, viewed 9 February 2024, <https://www.inc-aus.com/inc-advisor/zappos-managing-people-uncommon-service.html>.
Niosi, A 2021, Introduction to consumer behaviour,
eBook, viewed 17 January 2023, <https://kpu.pressbooks.pub/introconsumerbehaviour/>.
Chapter 36 Situational factors and influences, pp. 267-278
Saylor Academy n.d., Principles of marketing BUS203, course syllabus,
Saylor Academy, viewed 9 February 2024, <https://learn.saylor.org/course/view.php?id=82>.
How people make buying decisions

Case study

Blanding, M 2023, Want to leave a lasting impression on customers? don't forget the (proverbial) fireworks,
Harvard Business School, viewed 5 March 2024, <https://hbswk.hbs.edu/item/summarizing-the-mental-customer-journey-julian-de-freitas/>.

Fisher, C 2019, Group influence on consumer behavior,
Chron, viewed 9 February 2024, <https://smallbusiness.chron.com/group-influence-consumer-behavior-61919.html>.
Fitzgerald, M 2023, Predicting the influencer trends of 2024,
Marketing Mag, viewed 9 February 2024, <https://www.marketingmag.com.au/social-digital/predicting-the-influencer-trends-of-2024/>.
Lal, S 2021, The fear of missing out and the psychology of Black Friday,
9 News, 26 November, viewed 12 April 2022, <https://www.9news.com.au/national/black-friday-shopping-psychology/357f129d-6c56-4c4d-92bd-f5ecf6ad483d>.
Perner, L 2018, Culture and subculture,
Consumerpsychologist.com, viewed 9 February 2024, <https://www.consumerpsychologist.com/cb_Culture.html>.
Perner, L 2018, Group influences,
Consumerpsychologist.com, viewed 9 February 2024, <https://www.consumerpsychologist.com/cb_Group_Influences.html>.
Psychneuro 2016, Culture's influence on perception,
On Psychology and Neuroscience, viewed 9 February 2024, <https://psych-neuro.com/2016/02/17/cultures-influence-on-perception/>.
Saylor Academy n.d., Principles of marketing BUS203, course syllabus,
Saylor Academy, viewed 9 February 2024, <https://learn.saylor.org/course/view.php?id=82>.
Understanding buyer behavior

Readings

Çi̇zer, EÖ 2023, 'Innovation in consumer behavior: a 30-year systematic review',
Trends in Business & Economics, vol. 37, no. 4, pp. 237-245, viewed 9 February 2024, Academic Search Complete.
Graves, C & Matz, S 2018, What marketers should know about personality-based marketing,
Harvard Business Review Digital Articles, viewed 9 February 2024, Business Source Complete.
Halton, C 2023, Diffusion of innovations theory: definition and examples,
Investopedia, viewed 9 February 2024, <https://www.investopedia.com/terms/d/diffusion-of-innovations-theory.asp>.
Mostafe, IE 2014, V.A.L.S. model (values and llfestyles): the most intelligent tool for understanding of customers values and lifestyles,
Linkedin, viewed 9 February 2024, <https://www.linkedin.com/pulse/20141011232233-99993053-v-a-l-s-model-values-and-lifestyles-the-most-intelligent-tool-for-understanding-of-customersvalues-and-lifestyles>.
Ntloko, K 2020, Lifestyle marketing: how to leverage your consumers' lifestyle,
Meltwater, viewed 9 February 2024, <https://www.meltwater.com/en/blog/lifestyle-marketing>.