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Course Objective:
To develop an understanding of how consumers behave and use the knowledge to adopt appropriate marketing
strategies.
Course Contents:
Module I: Introduction
Consumer Behaviour: Definition and significance. Understanding consumer and market. Difference in
individual buyer behaviour and organizational buyer behaviour. Market segmentation: lifestyle and
demographic segmentation, usage segmentation, benefit segmentation. Product positioning.
Examination Scheme:
Components CT HA C V A EE
Weightage (%) 10 5 5 5 5 70
References:
Schiffman and Kanuk, Consumer Behaviour, Eighth Edition, Printice Hall.
Hawkins, Best, Coney, Consumer Behaviour, Building Marketing Strategy, Ninth Edition, Tata
McGraw Hill.