MKTG 310 Consumer and Professional Buyer Behavior
This course is designed to give both marketing management and marketing communications students an opportunity to study principles of the behavioral sciences of psychology, sociology and anthropology, and how they are used in creating marketing and communications plans aimed at consumer or professional buyers. Specific topics include perception processes, lifestyle analysis, personality, psychographics, motivational analysis and the influence of groups on their members' buying behaviors.
Prerequisite: Goal I: Communication - Part I Writing, plus 30 credits must be satisfied.
Prerequisites
Special information
4 Undergraduate credits
Effective August 21, 2004 to present
Learning outcomes
General
- Conduct secondary research in writing case analysis.
- Apply the principles of perception, learning, motivation theories, segmentation, positioning, psychological and sociocultural factors, and reference groups to case analysis and in-class exercises/online discussions.
- Analyze the key drivers of persuasion and attitude formation and how they influence consumer behavior.
- Explain why personality and self-image are important concepts and how they are used in marketing and advertising.
- Discuss ethics and their consequences in consumer behavior
- Examine cultural and subcultural influences on buyer behavior.
- Identify factors that influence consumer decision making.
Spring 2026
| Section | Title | Instructor | books | eservices |
|---|---|---|---|---|
| 50 | Consumer and Professional Buyer Behavior | Johnson, Katryna M | Books for MKTG-310-50 Spring 2026 | Course details for MKTG-310-50 Spring 2026 |
Fall 2026
| Section | Title | Instructor | books | eservices |
|---|---|---|---|---|
| 50 | Consumer and Professional Buyer Behavior | Johnson, Katryna M | Books for MKTG-310-50 Fall 2026 | Course details for MKTG-310-50 Fall 2026 |