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LECTURE PLAN

Institute/Department UNIVERSITY SCHOOL OF Program Master of Business

BUSINESS (USB) Administration- (Banking and
Financial Engineering) in
association with SBI and Tally
(MF301)
Master Subject Coordinator Saroj Rani Master Subject Coordinator E- E3928
Name: Code:
Course Name Consumer Behaviour Course Code 23BFT-726

Lecture Tutorial Practical Self Study Credit Subject Type

3 0 0 0 3.0 T

Course Type Course Category Mode of Assessment Mode of Delivery

Major Elective Graded (GR) Theory Examination (ET) Theory (TH)

Mission of the M1: Design a competent and industry-oriented curriculum blueprint, focused on outcome-based education and global standards
Department well equipped with the latest technological innovations.
M2: Fortification of students' emotional, cognitive, psychological, analytical and ethical competencies with state-of-the-art courses
to combat professional challenges.
M3: Facilitate a student-centric academic environment with co-curricular and extra-curricular activities to groom and develop
future-ready business professionals internationally.
M4: Design a transparent and seamless evaluation system for objective assessments.
M5: Align meaningful interactions with the academia, industry and community to facilitate value-driven holistic development of the
students through excellence in learning, teaching and practice-oriented research.
M6: Develop an ethical and socially responsible entrepreneurial attitude for harnessing environmental opportunities through
creativity and innovation for a vibrant and sustainable society.

Vision of the To implement sustainable, research-oriented business management innovations and disseminate knowledge, thereby developing
Department futuristic value-driven business leaders internationally, well equipped with analytical and industrial knowledge and capable of rising
above the standards, yet, humbly serving the society.

Program Educational Objectives(PEOs)

PEO1 To be able to explore areas of research, application & innovation and make impact in different types of institutional settings such
as corporate entities, government bodies, NGOs, inter-government organizations, & start-ups.
PEO2 To be able to design, and implement strategies to the organizational problems through data analysis tools, effectively deploy
knowledge of business analytics, demonstrate critical thinking skills&make the intellectual connections between quantitative and
qualitative tools, theories and context to solve the organizational problems
PEO3 To be able to work with, lead & engage big and small teams comprising diverse people in terms of gender, nationality, region,
language, culture & beliefs. To understand stated and unstated differences of views, beliefs & customs in diverse & inter
disciplinary team settings
PEO4 To be able to continuously learn and update one’s knowledge, engage in lifelong learning habits and acquire latest knowledge to
perform in current work settings
PEO5 To continuously strive for justice, ethics, equality, honesty, and integrity both in personal and professional pursuits.Able to
understand and conduct in a way that is responsible and respectful.

Program Specific OutComes(PSOs)

PSO1 To enable students for a strong banking foundation in key functional domains to contribute to the different verticals

PSO2 To equip students with tools and techniques of financial management to provide solutions based on the data points available in
abundance in an organization
PSO3 To provide hands on experience on banking software, Accounting Software, & other financial analysis tools to analyze information
to implement organizational strategies

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LECTURE PLAN

Program OutComes(POs)
PO1 Financial Management Knowledge: To develop necessary skills and knowledge in the area of financial management in businesses

PO2 Management Knowledge: To develop holistic understanding of core management concepts and be able to apply that in business
decisions.
PO3 Hands on Banking & Financial Engineering Tools: To get a real life exposure on banking software, accounting software and other
tools used in BFSI industry and become proficient in their usage.
PO4 Manager and Society: To gain managerial capabilities required to improve societal health, safety, legal and cultural issues
pertaining to society.
PO5 Environment and Sustainability: To develop understanding of environment impact of businesses and be able to apply management
knowledge to develop sustainable solutions for future generations
PO6 Business Ethics & Values: To learn and apply business ethics principles and be committed to professional ethics and
responsibilities and norms of the management practices
PO7 Individual & Team Work: To develop team skills and be able to lead various cross functional team with members from different
background
PO8 Strong Communication: To be able to communicate effectively in an organization and with the other stakeholders to get inputs for
an overall improvement for business community and society at large
PO9 9Contribution to National Wellbeing: To develop understanding of national needs and be able to synchronize organizations goals
and objectives to national wellbeing
PO10 Technology Competence: To get a good exposure to work on different technology platforms in order to foster decision making in
an organization.
PO11 Research Aptitude: To develop ability and willingness to engage in research, discovery & synthesis of new knowledge and
information.
PO12 Critical Analysis & Problem Solving: To develop competence and attitude to critically analyze problems and attempt to find
solutions in a logical and comprehensive manner.

Text Books
Sr No Title of the Book Author Name Volume/Edition Publish Hours Years
1 T1. Schiffman L.G. and Kanuk L.L., Kanuk L.L., Consumer 1 Kanuk L.L., 2022
Consumer Behaviour, Pearson Behaviour, Pearson Education
Education, New Delhi.
2 T2. Hawkins, D. I. and Best R. J. D. I. and Best R. J. and Coney, 1 Tata McGraw Hill 2010
and Coney, K.A. and Mookerjee, K.A. and Mookerjee
A, Consumer Behaviour- Building
Mar

Reference Books
Sr No Title of the Book Author Name Volume/Edition Publish Hours Years
1 R1. Solomon, Michael R., R1. Solomon 1 PHI Learning 2003
Consumer Behaviour: Buying, Pvt.Ltd.
Having and Being, PHI Learning
Pvt.Ltd.
2 R2. Assel Henry, Consumer Assel Henry, 2 Cengage 2008
Behaviour, Cengage Learning, Learning,
New Delhi.

Course OutCome
SrNo OutCome
CO1 To Identify and explain factors which influence consumer behaviour and demonstrate how knowledge of
consumer behaviour can be applied to marketing
CO2 To perform in a team, work effectively to prepare a professional, logical and coherent report on
consumer behaviour issues within a specific context
CO3 To understand the External Determinants of Consumer Behaviour: Influence of Culture and Subculture;
Social Class; Reference Groups and Family Influences

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CO4 To understand the difference between Consumer and Customer and to understand psyche of the
consumer when they are taking the decision of buying something
CO5 To evaluate various factors that pushes consumers in making decisions for buying of goods and services
offered by companies and to understand consumer reactions to various marketing campaigns

Lecture Plan Preview-Theory

Mapped with
Pedagogical
Unit No LectureNo ChapterName Topic Text/ Reference Books CO Numer
Tool**
(s)
1 1 Basic Model of : Overview of Consumer Behaviour ,T-T1. Schiffman L.G. and Kanuk Activity,Case CO1
Consumer L,R-R1. Solomon, Michael R., Study,PPT,R
Behavior: Consu eports,Simul
ation,Video
Lecture
1 2 Introduction to Scope and Relevance of Consumer ,T-T1. Schiffman L.G. and Kanuk Activity,Case CO1
Consumer Behavior Studies L,R-R2. Assel Henry, Consumer Study,Infogr
Behavior: Beha aphics,PPT
1 3 Basic Model of Consumer behavior is important in ,T-T1. Schiffman L.G. and Kanuk Activity,Infog CO3
Consumer marketing because it explains how L,T-T2. Hawkins, D. I. and Best raphics,PPT,
Behavior: consumers make decisions about what R.,R-R2. Assel Henry, Consumer Video
products to buy when to buy them, and Beha Lecture
from whom to buy them.

Marketers can develop effective

marketing strategies that target the right
consumers with the right message at
the right time by understanding
consumer behavior.
1 4 Basic Model of Buying Decision Process- Problem ,T-T2. Hawkins, D. I. and Best R.,R- Case CO2
Consumer Recognition; Information Search, R2. Assel Henry, Consumer Beha Study,PPT,R
Behavior: Alternative Evaluation-Decision eports,Video
Rules- and Selection, Outlet Selection Lecture
and Purchase, Post Purchase Behavior
and Customer
Satisfaction
1 5 Role of Role of Involvement; Types of Buying ,T-T1. Schiffman L.G. and Kanuk Case CO2
Involvement Behaviour. L,R-R2. Assel Henry, Consumer Study,Infogr
Beha aphics,PPT,
Reports,Vide
o Lecture
1 6 SELF STUDY Latest trends in measuring Customer ,T-T2. Hawkins, D. I. and Best R.,R- Case CO2
TOPIC satisfaction R1. Solomon, Michael R., Consu Study,PPT,R
eports,Simul
ation,Video
Lecture
1 7 Internal Motivation; Attention, Perception and ,T-T2. Hawkins, D. I. and Best R.,R- Activity,Case CO2
Determinants Consumer Imagery R1. Solomon, Michael R., Consu,R- Study,Infogr
of Consumer R2. Assel Henry, Consumer Beha aphics,PPT,
Behaviour Reports,Sim
ulation,Video
Lecture
1 8 Individual Motivation; Attention, Perception and ,T-T1. Schiffman L.G. and Kanuk Activity,Case CO3
Determinants Consumer Imagery L,T-T2. Hawkins, D. I. and Best Study,Infogr
of Consumer R.,R-R1. Solomon, Michael R., aphics,PPT,
Behavior Consu Reports,Sim
ulation,Video
Lecture
1 19 Research Qualitative vs quantitative research ,T-T1. Schiffman L.G. and Kanuk PPT,Simulati CO3
Methods in L,R-R2. Assel Henry, Consumer on,Video
Consumer Beha Lecture
Behaviour

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LECTURE PLAN

1 20 Overview of Interdisciplinary nature (psychology, ,T-T1. Schiffman L.G. and Kanuk PPT,Simulati CO5
Consumer sociology, economics) L,T-T2. Hawkins, D. I. and Best on,Video
Behaviour R.,R-R1. Solomon, Michael R., Lecture
Consu
1 21 Overview of Importance in marketing and business ,T-T1. Schiffman L.G. and Kanuk Activity,Case CO1
Consumer strategy L,T-T2. Hawkins, D. I. and Best Study,Infogr
Behaviour R.,R-R1. Solomon, Michael R., aphics,Instru
Consu,R-R2. Assel Henry, ctor Lead
Consumer Beha WorkShop,P
PT,Simulatio
n,Video
Lecture
1 23 Research Primary and secondary data ,T-T1. Schiffman L.G. and Kanuk PPT,Simulati CO2
Methods in L,T-T2. Hawkins, D. I. and Best on,Video
Consumer R.,R-R1. Solomon, Michael R., Lecture
Behaviour Consu
1 24 Introduction to Case studies and focus groups ,T-T1. Schiffman L.G. and Kanuk PPT,Simulati CO3
Consumer L,T-T2. Hawkins, D. I. and Best on,Video
Behaviour R.,R-R1. Solomon, Michael R., Lecture
Consu
2 9 Individual Motivation; Attention, Perception and ,T-T1. Schiffman L.G. and Kanuk Infographics, CO3
Determinants Consumer Imagery L,R-R1. Solomon, Michael R., PPT,Simulati
of Consumer Consu on,Video
Behavior Lecture
2 10 Internal consumer behavior research helps ,T-T1. Schiffman L.G. and Kanuk Case CO3
Determinants marketers behavioral segment markets. L,T-T2. Hawkins, D. I. and Best Study,Infogr
of Consumer Marketers can modify their marketing R.,R-R1. Solomon, Michael R., aphics,PPT,
Behaviour messages and strategies to better Consu Simulation,V
appeal to each demographic by ideo Lecture
recognizing these segments.
2 11 SELF STUDY consumer behavior research helps ,T-T1. Schiffman L.G. and Kanuk Activity,Case CO4
TOPIC 2 marketers behavioral segment markets. L,T-T2. Hawkins, D. I. and Best Study,Flippe
Marketers can modify their marketing R.,R-R1. Solomon, Michael R., d
messages and strategies to better Consu,R-R2. Assel Henry, Classes,Info
appeal to each demographic by Consumer Beha graphics,Inst
recognizing these segments. ructor Lead
WorkShop,P
PT,Professo
r of
Practice/Adj
unct
Faculty/Visiti
ng
Professor,R
eports,Simul
ation,Video
Lecture
2 18 SELF STUDY SELF STUDY TOPIC ,T-T1. Schiffman L.G. and Kanuk Video CO5
TOPIC L,T-T2. Hawkins, D. I. and Best Lecture
R.,R-R1. Solomon, Michael R.,
Consu
2 25 Consumer Models of Consumer Decision-Making 1 ,T-T2. Hawkins, D. I. and Best R.,R- Infographics, CO4
Decision- R1. Solomon, Michael R., Consu PPT,Simulati
Making on,Video
Process Lecture
2 26 Consumer The five-stage model (problem ,T-T1. Schiffman L.G. and Kanuk PPT,Simulati CO2
Decision- recognition, information search, L,R-R1. Solomon, Michael R., on,Video
Making evaluation of alternatives, purchase Consu Lecture
Process decision, post-purchase behaviour)
2 27 Consumer Alternative models (e.g., Howard- ,T-T1. Schiffman L.G. and Kanuk Case CO2
Decision- Sheth, Engel-Kollat-Blackwell) L,R-R2. Assel Henry, Consumer Study,Repor
Making Beha ts,Simulation
Process ,Video
Lecture

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LECTURE PLAN

2 28 Psychological Perception, learning, memory ,T-T1. Schiffman L.G. and Kanuk PPT,Video CO4
Processes in L,R-R1. Solomon, Michael R., Lecture
Decision- Consu,R-R2. Assel Henry,
Making Consumer Beha
2 29 Psychological Motivation and emotion ,T-T1. Schiffman L.G. and Kanuk PPT,Simulati CO4
Processes in L,T-T2. Hawkins, D. I. and Best on,Video
Decision- R.,R-R1. Solomon, Michael R., Lecture
Making Consu,R-R2. Assel Henry,
Consumer Beha
2 30 Psychological Attitudes and attitude change ,T-T1. Schiffman L.G. and Kanuk PPT,Simulati CO2
Processes in L,R-R1. Solomon, Michael R., on,Video
Decision- Consu,R-R2. Assel Henry, Lecture
Making Consumer Beha
2 31 Internal Motivation and Personality ,T-T1. Schiffman L.G. and Kanuk PPT,Video CO3
Influences on L,R-R2. Assel Henry, Consumer Lecture
Consumer Beha
Behaviour
2 32 Internal Theories of motivation (Maslow, ,T-T1. Schiffman L.G. and Kanuk Case CO4
Influences on Herzberg) L,T-T2. Hawkins, D. I. and Best Study,PPT,S
Consumer R.,R-R2. Assel Henry, Consumer imulation,Vid
Behaviour Beha eo Lecture
2 33 Internal Personality traits and consumer ,T-T2. Hawkins, D. I. and Best R.,R- Infographics, CO5
Influences on behaviour R2. Assel Henry, Consumer Beha PPT,Video
Consumer Lecture
Behaviour
2 34 Internal Self-concept and lifestyle ,T-T1. Schiffman L.G. and Kanuk PPT,Simulati CO4
Influences on L,R-R2. Assel Henry, Consumer on,Video
Consumer Beha Lecture
Behaviour
2 35 Internal Perception and Learning ,T-T1. Schiffman L.G. and Kanuk PPT,Simulati CO5
Influences on L,R-R1. Solomon, Michael R., on,Video
Consumer Consu Lecture
Behaviour
2 44 Review of Key Application of concepts to case studies ,T-T1. Schiffman L.G. and Kanuk Video CO3
Concepts L,R-R1. Solomon, Michael R., Lecture
Consu
3 12 External External Determinants of Consumer ,T-T1. Schiffman L.G. and Kanuk Activity,Case CO4
Determinants of Behavior: Influence of Culture and L,T-T2. Hawkins, D. I. and Best Study,Flippe
Consumer Subculture; Social Class R.,R-R1. Solomon, Michael R., d
Behavior: Consu,R-R2. Assel Henry, Classes,Info
Consumer Beha graphics,Inst
ructor Lead
WorkShop,P
PT,Professo
r of
Practice/Adj
unct
Faculty/Visiti
ng
Professor,R
eports,Simul
ation,Video
Lecture

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LECTURE PLAN

3 13 External External Determinants of Consumer ,T-T1. Schiffman L.G. and Kanuk Activity,Case CO4
Determinants of Behavior: Influence of Culture and L,T-T2. Hawkins, D. I. and Best Study,Flippe
Consumer Subculture; Social ClassUnderstanding R.,R-R1. Solomon, Michael R., d
Behavior: customer behavior helps in finding out Consu,R-R2. Assel Henry, Classes,Info
ways to boost customer loyalty, which Consumer Beha graphics,Inst
in turn, will lead to higher sales and a ructor Lead
strong brand. Analyzing trends in sales WorkShop,P
can aid in offering discounts as well as PT,Professo
suggesting the best products and r of
services to them. Practice/Adj
unct
Faculty/Visiti
ng
Professor,R
eports,Simul
ation,Video
Lecture
3 14 Reference Reference Groups and Family ,T-T1. Schiffman L.G. and Kanuk Activity,Case CO4
Groups Influences. Diffusion of Innovation L,T-T2. Hawkins, D. I. and Best Study,Flippe
R.,R-R1. Solomon, Michael R., d
Consu,R-R2. Assel Henry, Classes,Info
Consumer Beha graphics,Inst
ructor Lead
WorkShop,P
PT,Professo
r of
Practice/Adj
unct
Faculty/Visiti
ng
Professor,R
eports,Simul
ation,Video
Lecture
3 15 Reference Reference Groups and Family ,T-T1. Schiffman L.G. and Kanuk Activity,Case CO5
Groups Influences. Diffusion of InnovationA L,T-T2. Hawkins, D. I. and Best Study,Flippe
reference group includes individuals or R.,R-R1. Solomon, Michael R., d
groups that influence our opinions, Consu,R-R2. Assel Henry, Classes,Info
beliefs, attitudes and behaviors. They Consumer Beha graphics,Inst
often serve as our role models and ructor Lead
inspiration. Marketers view reference WorkShop,P
groups as important because they PT,Professo
influence how consumers interpret r of
information and make purchasing Practice/Adj
decisions. unct
Faculty/Visiti
ng
Professor,R
eports,Simul
ation,Video
Lecture
3 16 Models of Models of Consumer Behavior; ,T-T1. Schiffman L.G. and Kanuk Activity,Case CO3
Consumer Researching Consumer Behavior; L,T-T2. Hawkins, D. I. and Best Study,Flippe
Behavior; Online Consumer Behavior R.,R-R1. Solomon, Michael R., d
Consu,R-R2. Assel Henry, Classes,Info
Consumer Beha graphics,Inst
ructor Lead
WorkShop,P
PT,Professo
r of
Practice/Adj
unct
Faculty/Visiti
ng
Professor,R
eports,Simul
ation,Video
Lecture

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LECTURE PLAN

3 17 Models of The AIDA model is one of the oldest ,T-T1. Schiffman L.G. and Kanuk Activity,Case CO5
Consumer and simplest online consumer behavior L,T-T2. Hawkins, D. I. and Best Study,Flippe
Behavior; models, and it stands for Attention, R.,R-R1. Solomon, Michael R., d
Interest, Desire, and Action. It Consu,R-R2. Assel Henry, Classes,Info
describes the stages that a potential Consumer Beha graphics,Inst
customer goes through before making a ructor Lead
purchase or taking a desired action on WorkShop,P
a digital platform. PT,Professo
r of
Practice/Adj
unct
Faculty/Visiti
ng
Professor,R
eports,Simul
ation,Video
Lecture
3 22 SELF STUDY SELF STUDY TOPIC ,T-T1. Schiffman L.G. and Kanuk Video CO5
TOPIC 2 L,R-R2. Assel Henry, Consumer Lecture
Beha
3 36 External Cultural Influences ,T-T1. Schiffman L.G. and Kanuk PPT,Simulati CO2
Influences on L,R-R1. Solomon, Michael R., on,Video
Consumer Consu Lecture
Behaviour
3 37 External Cross-cultural consumer behaviour ,T-T1. Schiffman L.G. and Kanuk PPT,Simulati CO2
Influences on L,R-R1. Solomon, Michael R., on,Video
Consumer Consu Lecture
Behaviour
3 38 External Cultural change and marketing ,T-T1. Schiffman L.G. and Kanuk PPT,Simulati CO2
Influences on strategies L,R-R1. Solomon, Michael R., on,Video
Consumer Consu Lecture
Behaviour
3 39 Situational Situational Factors ,T-T1. Schiffman L.G. and Kanuk PPT,Simulati CO4
Influences and L,T-T2. Hawkins, D. I. and Best on,Video
Consumer R.,R-R1. Solomon, Michael R., Lecture
Behaviour Consu,R-R2. Assel Henry,
Consumer Beha
3 40 Situational Physical environment ,T-T1. Schiffman L.G. and Kanuk Case CO4
Influences and L,T-T2. Hawkins, D. I. and Best Study,PPT,S
Consumer R.,R-R1. Solomon, Michael R., imulation,Vid
Behaviour Consu,R-R2. Assel Henry, eo Lecture
Consumer Beha
3 41 Situational Social environment ,T-T1. Schiffman L.G. and Kanuk Case CO2
Influences and L,R-R2. Assel Henry, Consumer Study,Video
Consumer Beha Lecture
Behaviour
3 42 Situational Time and temporal perspectives ,T-T1. Schiffman L.G. and Kanuk Video CO3
Influences and L,R-R1. Solomon, Michael R., Lecture
Consumer Consu
Behaviour
3 43 Review of Key Recap of major theories and models ,T-T1. Schiffman L.G. and Kanuk Activity,Case CO3
Concepts L,T-T2. Hawkins, D. I. and Best Study,Flippe
R.,R-R1. Solomon, Michael R., d
Consu,R-R2. Assel Henry, Classes,Info
Consumer Beha graphics,Inst
ructor Lead
WorkShop,P
PT,Professo
r of
Practice/Adj
unct
Faculty/Visiti
ng
Professor,R
eports,Simul
ation,Video
Lecture

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3 45 Review of Key Q&A session ,T-T1. Schiffman L.G. and Kanuk Activity,Case CO5
Concepts L,R-R1. Solomon, Michael R., Study,Flippe
Consu d
Classes,Info
graphics,Inst
ructor Lead
WorkShop,P
PT,Professo
r of
Practice/Adj
unct
Faculty/Visiti
ng
Professor,R
eports,Simul
ation,Video
Lecture

Assessment Model
Sr No Assessment Name Exam Name Max Marks
1 20MP03 External Theory 60
2 20MP03 Assignment/PBL 12
3 20MP03 Business Quiz 4
4 20MP03 Attendance Marks 2
5 20MP03 Discussion Forum 4
6 20MP03 Mid-Semester Test-1 20
7 20MP03 Surprise Test 12
8 20MP03 Mid-Semester Test-2 20

CO vs PO/PSO PSO3 PO1 PO2 PO3 PO4 PO5 PO6 PO7 PO8 PO9 PO10 PO11 PO12 PSO1 PSO2

CO1 1 NA 2 NA 2 NA NA NA NA NA NA 2 NA 1 NA

CO2 NA NA 2 NA 2 NA NA 2 NA NA NA NA NA NA NA

CO3 NA NA 2 NA NA NA NA NA NA 1 NA NA NA 2 1

CO4 NA NA 2 NA 2 NA NA NA NA NA 1 NA 1 1 NA

CO5 NA NA 2 NA NA NA NA NA 3 NA 1 NA 1 1 NA

Target 1 NA 2 NA 2 NA NA 2 3 1 1 2 1 1.25 1

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