Customer Behaviour Management (5 cr)

Evaluation scale

H-5

Content scheduling

The content of the course comprises a review of the concepts and mechanisms associated with customer behaviour, an overview of recent research findings and an examination of the ways in which these findings can be utilised. Furthermore, the course will examine the methodologies employed in customer behaviour research, encompassing both laboratory and field studies. Particular emphasis will be placed on the results and methods that are applicable in practical situations. Contact teaching on 9.1.2025 and 9.5.2025 from 9:00 to 16:00 o´clock.

Objective

After completing the course, the student is able to:
- Understand and utilize customer behaviour management research and development
- Understand and utilize appropriate modern sales methods and tools

Content

Content of study unit:
- Customer Behaviour Management research and development
-Experimental design, study set-up, execution and analysis
-Utilization of modern sales methods and tools, like biometrics and AI

Materials

The study material will comprise research articles and other pertinent literature, the specifics of which will be announced at a later date.

Teaching methods

The learning methods employed encompass literature analysis, practical experimentation and literature reviews. Furthermore, a small-scale research project will be conducted. Becoming acquainted with the Customer Behaviour Laboratory operations. Active participation in the contact teaching sessions.

International connections

The course has limited face-to-face contact, focusing on literature and a small experiment. The pedagogic approaches are the following:
1. Pre-Class Preparation (Flipped Classroom Approach)
2. Online Discussions and Collaboration
3. Active Learning Through Structured Assignments
4. Experiment Design and Execution
5. Self-Assessment and Reflection
7. Assessments

Completion alternatives

It is not possible to complete the course by any other means.

Student workload

The total workload for the student is equivalent to five academic credits.
The learning tasks are as follows:
1) An initial assignment based on material to be disclosed at a later stage.
2) A critical analysis of the assigned articles, which will form the basis of an essay.
3) Undertaking a concise literature review.
4) The design and implementation of a small-scale customer behaviour survey.
5) Examination

Further information

The communication channel utilized is the Itselearning system.