Buyer/Consumer Behaviour The Marketing Association Of Australia And New Zealand

Hi my name is Bill and I found I had enough of the irregular time at uni and the administrative nonsense that seemed more important than helping me to learn. So I have been trying the MAANZ course.

Bill
Sydney

I would like to thank MAANZ for their outstanding learning resources. Your online courses have helped me refresh my skills, learn new skills and formalise skills that I have learnt "on the job". The MXpress courses provide people with an affordable and flexible means for pursuing further study. The course material is of an exceptional standard. I found it interesting to read, useful and relevant. I would also like to thank MAANZ for their support and exemplary customer service.

Darren Tollemache
Kingsford

Excellent and truly useful notes on marketing planning. Very good value!

Bianca Young
Perth

A Regional Association with a Global Perspective

» Education, Training and Development » Marketing Courses - MXpress » MXpress Courses by Subject » Buyer/Consumer Behaviour


Personality and Group Membership Effects	AUD $35.00 Member price AUD $31.50

Full Power Point Lecture plus 10 Pages of Reference Notes highlighting the following: Personality and Group Membership Effects; Personality; Life-style analysis and psychographics; Group Membership, Roles, and Status; Role conflict; Gesellschaft and gemeinschaft societies; Family Influences; Relative Participation of Husband and Wife; Culture; Subcultural Characteristics and Advertising;

Cross-Cultural Customer Service and Sales	AUD $35.00 Member price AUD $31.50

10 pages of notes (plus PowerPoint presentation)

Introduction to Buyer Behaviour	AUD $75.00 Member price AUD $67.50

Buyer Behaviour Full Power Point Lecture plus 33 Pages of Reference Notes highlighting the following: What is buyer behaviour? Depth of understanding; Personal Consumers versus Organisational Consumers; Understanding a Buyer’s Motives; Is Buyer Behaviour Always the Same? Why People Buy; The Buying Decision Making Process; Decision-Process Influences; The Nature of Buying and Consumption; Stages to the Exchange; Stimulus/Problem recognition; Information gathering; Evaluation of alternatives; The Exchange; Negotiation; Purchase decisions; Post Purchase Evaluation/Behaviour; Buyer satisfaction/dissatisfaction; Sub stages in the post purchase evaluation: Key Influences on Buying Behaviour; Situational Factors; Five situational influences; Types of situations; Different levels of purchase involvement; Characteristics of high-involvement purchases; Situational Influences and Marketing Strategy; Perceptions; Perceptual overload and selective attention; Culture and Sub Culture; Values, Attitudes and Beliefs; Trying to change attitudes; Social Class/Status; Lifestyle; The Influence of Reference Groups; Primary vs. Secondary Reference Groups; The Household - as a Reference Group; Peer Groups

Buyer Behaviour and Personal Selling	AUD $50.00 Member price AUD $45.00

Power Point Lecture notes plus 18 Pages of Reference Notes containing the following: What Do We Mean By Consumer (Or Buyer) Behaviour And How Can It Be Determined? What Does The Study Of Consumer (Or Buyer) Behaviour Have To Do With Personal Selling? What Influences Buyer Behaviour? Emotional and Other Problems Affect Buyer Behaviour; Major Factors Affecting Buyer behaviour; Roles and Status; Theories of Motivation; Attitudes and Beliefs; The Consumer's Buying Decision Process; The Decision-Making Act; The Organisational Buyer's Buying Decision Process; Buyers In The Reseller Market; Buyers in The Government Market; Relating The Buying Process To The Selling Process

The Perceptual Process	AUD $35.00 Member price AUD $31.50

Full Power Point Lecture plus 12 Pages of Reference Notes highlighting the following: From Sensation To Perception; Stages In The Perceptual Process; Perceptual Process Can Be Broken Down Into The Following Stages:’; Sensory Systems; Colour; Theories About Colour; Personality Differences And Individual Preferences; Sound; Time Compression; Touch; Taste; Sensory Thresholds; Wanting (Or Not Wanting) Consumers To Notice A Change; Subliminal Persuasion; Subliminal Perception; Subliminal Techniques; Perceptual Selection; Adaptation; Methods Of Getting Attention; Combating Adaptation; Interpretation: Assigning Meaning To Stimuli; Stimulus Organisation; The Gestalt; Stimulus Meaning; Symbology In Marketing Messages;

Buyer Behaviour and Marketing Strategy 2	AUD $75.00 Member price AUD $67.50



Situational Influences in Buyer Choice and Perception	AUD $75.00 Member price AUD $67.50

Full Power Point Lecture plus 35 Pages of Reference Notes highlighting the following: The Concept of a Buying Situation; Types of Situations; Characteristics of Situational Influence; Situation Classification; Temporal Perspectives; Task Definition; Situational Influences and Marketing Strategy; Buyer Involvement; Classification of Products; Brody and Cunningham’s Classification System; Three Decision Hierarchies; Low Involvement Hierarchy; Dissonance/Attribution Hierarchy; Extensiveness and Nature of Decision Process; An integrated classification system; Sensation and Perception; Selectivity of Perception; External Factors Influencing Attention; Interests, Needs and Motives;

Consumer Buyer Behaviour	AUD $75.00 Member price AUD $67.50

Full Power Point Lecture plus 36 Pages of Reference Notes highlighting the following: Understanding Buyer Behaviour; Motivation; Key Influences on Buying Behaviour; Influence of Reference Groups; Cultural Influences; Lifestyle Preferences; Influence of Social Class; Influence of Reference Groups; Family life cycle; Habit; Psychological Influences on Buyer Behaviour; Values, Attitudes and Beliefs; Situational Factors; The Decision Making Process in Buying; The Search for a Solution – Information Gathering; Self Image; The Exchange; Behaviour Associated With Additional Decisions; Post Purchase Evaluation/behaviour; Organisational Buyers; Organisational Buying Motives

Associating Feelings With The Brand	AUD $50.00 Member price AUD $45.00

Full Power Point Lecture plus 15 Pages of Reference Notes highlighting the following: Associating Feelings With The Brand; Modeling The Feeling Response To Advertising; The Association Process; How Transformational Advertising Works; Creating and Maintaining Associations; Prescriptions for Transformational Advertising; Attitude Toward The Advertisement; Factors Leading to High Attitudes Toward the Ad; Recall Effects of the Attitude Toward an Advertisement; The Role Of Classical Conditioning; Three Conditioning Experiments; Some Relevant Classical Conditioning Findings; Feelings Experienced By Audience Members; Humor; Fear Appeals; What Affects The Intensity Of Feelings?; When Are Feelings More Important?;

Buyer Behaviour - The Perceptual Process	AUD $50.00 Member price AUD $45.00

Full Power Point Lecture plus 12 Pages of Reference Notes highlighting the following: From Sensation To Perception; Stages In The Perceptual Process: Sensory Systems; Colour; Personality Differences And Individual Preferences; Sound; Time Compression; Touch; Taste; Sensory Thresholds; Wanting (Or Not Wanting) Consumers To Notice A Change; Subliminal Persuasion; Perceptual Selection; Adaptation; Methods Of Getting Attention; Combating Adaptation; Interpretation: Assigning Meaning To Stimuli 11 Stimulus Organisation; Gestalt; Stimulus Meaning; Symbology In Marketing Messages

Buyer Behaviour and Market Research	AUD $75.00 Member price AUD $67.50

Full Power Point Lecture plus 30 Pages of Reference Notes highlighting the following: How Consumers Buy; Psychological Influences and Determinants Of Buyer Behaviour; Stimulus-Response theories (S.R); Cognitive Theories; Gestalt and Field Theories; Personality; Attitudes And Beliefs; The Self-Concept; Decision Making Process In Buying; Post Purchase Behaviour; Organisational and Non-Organisational Contexts; Market Research; The Aims and Scope of Marketing Research; Information Needs and Decision Making Focus-Group Interviewing; Interpreting Research Findings

Buyer Behaviour – An Introduction	AUD $75.00 Member price AUD $67.50

Full Power Point Lecture plus 34 Pages of Reference Notes highlighting the following: What is buyer behaviour? Why study buyer behaviour?; Depth of understanding; Personal Consumers versus Organisational Consumers; Understanding a Buyer’s Motives; Is Buyer Behaviour Always the Same?; Why People Buy; The Buying Decision Making Process; Decision-Process Influences; The Nature of Buying and Consumption; Stages to the Exchange; Stage One (Prelude); Stimulus/Problem recognition; Information gathering; Evaluation of alternatives; Stage - The Exchange; Negotiation; Purchase decisions; Behaviour associated with additional decisions; Stage - Post Purchase Evaluation/Behaviour; Buyer satisfaction/dissatisfaction; Sub stages in the post purchase evaluation:; Key Influences on Buying Behaviour; Situational Factors; Five situational influences; Types of situations; Different levels of purchase involvement; Characteristics of high-involvement purchases; Situational Influences and Marketing Strategy; Perceptions; Elements of Perception; Mental workspace; Relevance; Representation; Blinks; Marketing implications; Perceptual overload and selective attention; Culture and Sub Culture; Subcultures; Cultural change; Values, Attitudes and Beliefs; Trying to change attitudes; Social Class/Status; Lifestyle; Lifestyle Preferences; Psychographics; The Influence of Reference Groups; Primary vs. Secondary Reference Groups; The Household - as a Reference Group; Peer Groups; Formal and informal groups; Work groups;

Cognitive lnfluences on Buyer Behaviour	AUD $35.00 Member price AUD $31.50

Full Power Point Lecture plus 12 Pages of Reference Notes highlighting the following: Key Terms; Attention, Set, and Selective Perception; Motivation; The Physiological Needs; The Safety Needs; The Esteem Needs; The Need for Self-Actualisation; Multiple Needs; The Variety Drive; Unconscious Motivation; Learning; Remembering; Short-Term Memory; Long-Term Memory; Forgetting; Jost's Law; Serial Position; Order of Presentation;

Social Norms - Reference Group Influences On Brand Choice	AUD $35.00 Member price AUD $31.50

Full Power Point Lecture plus 10 Pages of Reference Notes highlighting the following: Nature Of Reference Group Influences On Brand Choice; Factors Influencing The Degree Of Group Influence; Individual Differences In Susceptibility; Decision-Making Unit; Nature Of The Product Category; Nature Of The Consumption Or Purchasing Situation; Informational Influence: Word-Of-Mouth And Diffusion Processes; Motivational Characteristics; Characteristics Of The Innovation; Opinion Leadership; Motivations For Listening To Opinion Leaders; Implementing An Informational Influence Strategy; Normative Influence: How Ads Can Give Brands Cultural Meaning;

Buyer Behaviour - Post-Purchase Behaviour	AUD $50.00 Member price AUD $45.00

Post-Purchase Behaviour Full Power Point Lecture plus 40 Pages of Reference Notes highlighting the following: Buyer Decision Making; Choices determined by marginal utility; Factors Affecting Individual's Decision; Logic of External Information; Individual Buyer Decision; Decision Making Within Households; Household Member Involvement; Factors Affecting Household Decision; Ability to persuade; Misconceptions about Buyer Decisions; Habitual and Impulse Behaviour; Post-Purchase Behaviour; Behaviour Related to the Purchase; Decisions on Value Acquisition Set-Up and Use; Decisions on Related Value Acquisitions; Marketing Implications; Post-purchase Evaluation; Buyer/Consumer Satisfaction/Dissatisfaction; Post-purchase Dissonance; Dissonance Reduction; Cognitive Dissonance Theory; Cognitive Dissonance and Advertising; The zone of tolerance; Disconfirmation of expectations; Unrealistic expectations; Managing Expectations; The Problem of Unsatisfied Needs; Maximising Satisfaction via Effective Use of Touchpoints; Why Customers Switch Providers; The Gap Analysis Approach;

Buyer Behaviour and Marketing Strategy	AUD $75.00 Member price AUD $67.50

Full Power Point Lecture plus 36 Pages of Reference Notes highlighting the following: Personal Consumers versus Organisational Consumers; Understanding a Buyer’s Motives; Is Buyer Behaviour Always the Same? Why People Buy; The Buying Decision Making Process; Decision-Process Influences; The Nature of Buying and Consumption; Stages to the Exchange; Key Influences On Buying Behaviour; Situational Factors;

Buyer Behaviour - Problem Recognition and Information Search and Learning	AUD $75.00 Member price AUD $67.50

Full Power Point Lecture plus 30 Pages of Reference Notes highlighting the following: Problem Recognition; The Nature of Problem Recognition; The Desire to Resolve Recognised Problems; Types of Buyer Problems; Uncontrollable determinants of problem recognition; Factors Influencing the Desired State; The Actual State; Activating Problem Recognition; Generic versus Selective Problem Recognition; Timing Problem Recognition; Suppressing Problem Recognition; The Diffusion Process and Problem Recognition; Innovations Affect Adoption and Diffusion; Information Search; The Nature of Information Search; Type of Information Sought; Evaluative criteria; Appropriate Alternatives; Alternative Characteristics; Information Processing and Hierarchy of Effects Theories; The McGuire Information-Processing Model; The Communication/Persuasion Matrix; ELM, AIDA, 3 Step Model of Message Effects and DAGMAR; Sources of Information; Amount of External Information Search; Extended information searchers; The Costs versus Benefits of External Search; Limited information processing; Exposure and attention: Motivation; Value proposition differentiation; Positive value propositions; Buyer Characteristics; Learning and experience; Social Status; Perceived risk; Memory, Recall and Forgetting: Attitudes; Multi-Person Decision Making

Buyer Behaviour - Decision Making and Perception	AUD $75.00 Member price AUD $67.50

Full Power Point Lecture plus 30 Pages of Reference Notes highlighting the following: Evaluating and Selecting Alternatives; Shopping Behaviour and Store Choice; Buyer Decision Making; Types of Buyer Decisions; Comprehension: Habitual Decision Making; Brand loyalty; Repeat purchases; Limited Decision Making; Extended Decision Making; Marketing Strategy and Types of Buyer Decisions; Evaluating and Selecting Alternatives; Evaluative Criteria; Weighing Attributes; Elimination Heuristics: Risk; Measurement of Evaluative Criteria; Determining consumers' judgements of brand performance in terms of specific evaluative criteria; Accuracy of Individual Judgements; The Use of Surrogate Indicators; Cognitive and personal biases in decision making; Evaluative criteria, individual judgements, and marketing strategy; Decision Rules; Marketing applications of decision rules; Shopping Behaviour and Store Choice; Why Do People Shop? Shopper Types; Store Choice Behaviour; Brand Choice and Store Choice; Situational Influences in Buyer Choice; Types of Situations; Characteristics of Situational Influence; Situation Classification; Physical surroundings; Social surroundings; Temporal perspectives; Task definition; Antecedent states; Situational Influences and Marketing Strategy; Buyer Involvement;

Buyer Behaviour - Personal Characteristics - Motivation, Personality and Attitudes	AUD $75.00 Member price AUD $67.50

Full Power Point Lecture plus 30 Pages of Reference Notes highlighting the following: Motivation; The Nature of Motivation; Theories of Motivation; Hierarchy of needs; McGuire's Psychological Motives; Internal, Non-social Motives; External, Social Motives; Motivation Theory and Marketing Strategy; Marketing Strategy Based on Multiple Motives; Motivation Research Techniques; Association techniques; Completion techniques; Construction techniques; Marketing Strategy Based on Motivation Conflict; Personality; Social Learning Theories; The use of Personality in Marketing; Emotion; Emotions and Marketing Strategy; Perception; The Nature of Perception; Hemispheric Lateralisation; Subliminal Stimuli; Interpretation; Learning; Expectations; Situational Characteristics; Stimulus Characteristics; Misinterpretation of Marketing Messages; Attitude and Attitude Change; Attitude change strategies; Changing the Behavioural Component; Changing the Cognitive Component; Adding beliefs; Changing the ideal; Value proposition Development; Source credibility; Celebrity sources; Appeal characteristics; One-sided versus two-sided messages;

Buyer Behaviour - Lifestyle and Social Aspects	AUD $75.00 Member price AUD $67.50

Full Power Point Lecture plus 17 Pages of Reference Notes highlighting the following: Lifestyle; The Nature of Lifestyle; Psychographics; Values; Self-concept; Compulsive buying and consuming; Materialism; Measuring Lifestyle Characteristics; Activities, interests, and opinions; Measuring lifestyles by purchase inventories; The VALS Lifestyles; VALS 2; Actualisers; Fulfilleds and Believers: principle-oriented; Achievers and Strivers: status-oriented; Experiencers and Makers: action-oriented; Strugglers; Morgan Research 'Values' Segments System; The Ten Lifestyle 'Values' segments; Geo-Lifestyle Analysis; Lifestyles and Marketing Strategies; Class and Social Stratification; The Concept of Social Class; Status Crystallisation; Social-class Structure; The Measurement of Social Status;

Buyer Behaviour - Group Influence on Buyer Behaviour	AUD $75.00 Member price AUD $67.50

Full Power Point Lecture plus 22 Pages of Reference Notes highlighting the following: Reference Group Influence on Buyer Behaviour; Types of Groups; Membership; Degree of contact; Attraction; Institutions and groups; Ways to Classify Types of Groups; Types of reference group influence; Family or Household; Reference-Group Influences on the Consumption Process; Conformity - The Classic Asch Experiment; Degree and Type of Reference-Group Influence; Determinants of the Degree of Reference-group Influence; Marketing Strategies Based on Reference Group Influences; Roles; Household Structure and Consumption Behaviour; Types of Households; The Household Life Cycle; Household Life Cycle/Social-Stratification Matrix; Household Decision Making; Consumer Socialisation;

Buyer Behaviour - Culture and Cross-Cultural Influences	AUD $75.00 Member price AUD $67.50

Full Power Point Lecture plus 24 Pages of Reference Notes highlighting the following: The Concept of Culture; Culture Underlies All Buyer Search; Culture Establishes Norms of Market Behaviour; Types of Norms; Mores; Laws; Attributes Of Culture That Affect Search; Emotions and behaviour; Characteristics of Culture; Enculturation and Acculturation; Culture is Shared; Culture is Dynamic; Cultural Rituals; Marketing Implications of Culture; Dimensions of cross-cultural values; Variations in Cultural Values; Other-Oriented Values; Individual/collective; Romantic orientation; Masculine/feminine; Tradition/change; Self-Oriented Values; Active/passive approach; Material/non-material orientation; Postponed gratification/immediate gratification; Sensual gratification/abstinence; Culture is Demonstrated in Language and Symbols; Language; Cultural Variations in Non-Verbal Communications; Time perspective; Symbols; Etiquette; Issues in Culture; Cultural Variations In Non-Verbal Communications; How Value Orientations Influence Behaviour. Other Potential Cultural factors; Subcultures; Ethnicity and Genetics; Marketplace behaviour and marketer response; Acculturation and Assimilation

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