May 15, 2025  
2012-2013 Argosy University Academic Catalog—Graduate Programs | Volume 3, Issue 6 
    
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2012-2013 Argosy University Academic Catalog—Graduate Programs | Volume 3, Issue 6 [ARCHIVED CATALOG]

B6311 - Marketing Behavior and Decision-Making

3 credit hour(s)
This course focuses on the consumer and business-to-business decision making processes of which can be extensive, limited, or routine. Consumers proceed through multiple stages to reach a purchasing decision, usually personal and often impulsive, when they purchase from businesses. Topics include need recognition, alternative search, alternative evaluation, purchase decision, post-purchase evaluation. The course highlights how the process is influenced by social, marketing, and situational factors. In parallel, business-to-business (B2B) marketing behaviors and decisions are different in their purchasing issues: purchasing decisions, providing a problem-solving solution, long-term profitable relationships; product development, branding, communications channels, promotions, pricing/discounts/quantities.
Prerequisite(s): none
Corequisite(s): none
Recommended: none