MKT510 Customer Behaviour (8)

To make strategic marketing decisions, organisations need to understand the individual, social, organisational and cultural factors that influence customer behaviour. This subject examines the buyer decision process in both consumer and business markets. The topics draw on concepts derived primarily from psychology and sociology topics, where decision making is considered from a number of angles including perception, learning, motivation, attitudes, culture, values, lifestyles and situational influences. These various theoretical concepts are applied and integrated with regard to market segmentation, positioning and implementation of marketing strategies.

Subject Outlines
Current CSU students can view Subject Outlines for recent sessions. Please note that Subject Outlines and assessment tasks are updated each session.


Session 1 (30)
On Campus
CSU Study Centre Melbourne
CSU Study Centre Sydney
Bathurst Campus
Session 3 (90)
On Campus
CSU Study Centre Melbourne
Bathurst Campus

Continuing students should consult the SAL for current offering details: MKT510. Where differences exist between the Handbook and the SAL, the SAL should be taken as containing the correct subject offering details.

Subject Information

Grading System



One session


School of Management and Marketing

Enrolment Restrictions

Postgraduate students only.

Assumed Knowledge

MKT501 or MBA503

Learning Outcomes

Upon successful completion of this subject, students should:
  • be able to analyse the buyer decision process and critique effects of situational influences on consumer purchases;
  • be able to compare and contrast consumers and organisations in terms of their markets and buying behaviour;
  • be able to critically examine the stages of information processing and the internal factors that influence each stage in relation to consumer behaviour;
  • be able to evaluate a variety of external factors and their influence on consumer behaviour; and
  • be able to assess key trends and issues facing consumers today and describe the potential effects on current marketing strategies.


This subject will cover the following topics:
  • Introduction to consumer behaviour
  • Segmentation, target marketing and positioning
  • Consumer research
  • Cognition, which may include: Perception; Learning and Memory; Motivation, personality and emotion
  • Influences / Attitudes, which may include: Attitudes and Attitude Change; Changing Australian Society and Lifestyle; Household Structure and Consumption; Group Influence; Social Class; Culture; Situational Influence
  • Key Behaviours, which may include: Organisational Buying behaviour; Decision Making Process and Problem Recognition
  • Processes, which may include: Information Search; Evaluation of Alternatives; Purchase and Store Choice; Post-purchase Process


Current Students

For any enquiries about subject selection or course structure please contact Student Central or or phone on 1800 275 278.

Prospective Students

For further information about Charles Sturt University, or this course offering, please contact info.csu on 1800 275 278 (free call within Australia) or enquire online.

The information contained in the 2018 CSU Handbook was accurate at the date of publication: August 2018. The University reserves the right to vary the information at any time without notice.