mlsmm2134  2017-2018  Mons

5 credits
30.0 h
Charry Karine;
Main themes
This course considers the essential concepts of consumer behavior under the digital perspective.
Mainly, we will discuss the decision-making process (mainly on-line) and all the factors impacting the latter in this context (internal factors such as involvement, attitude, attention, perceptions, lifestyles, etc. and external factors such as reference groups, culture, etc.)

At the end of this learning unit, the student is able to :


Contribution de l'unité d'enseignementau référentiel AA du programme

Given the « competencies referential » linked to the LSM Master 120 in Sciences de Gestion et in Ingéniorat de Gestion, this course mainly develops the following competencies:

Master the knowledge that will enable students to become actors of changes; integrate contextual elements, notably cultural ones, in the analysis and in the response required in specific contexts; optimize the communication strategy given the contextual elements.

Les Acquis d'Apprentissage au terme de l'unité d'enseignement

By the end of this teaching unit, student should be able to understand the influence of variables internal and external to the consumer that influence his online behavior. He should also be able to identify the levers that can modify consumers' behavior. These levers should be translated into strategies and operational decisions that will contribute to the positioning of the brand or the organization. This should bring about a perspective where online and offline elements interact and contribute to the design of optimal actions on the market.


The contribution of this Teaching Unit to the development and command of the skills and learning outcomes of the programme(s) can be accessed at the end of this sheet, in the section entitled “Programmes/courses offering this Teaching Unit”.
Teaching methods
Data collected in the field
Case studies
Scientific papers discussed in class
Evaluation methods
Oral exam.
Active participation to the course debates may also lead to additional marks.
Online resources
Student corner
Support de cours
Syllabus disponible on line basé sur les ouvrages mentionnés ci-dessous ainsi que de nombreux papiers scientifiques référencés dans le syllabus.
Références bibliographiques recommandées, lectures conseillées :
SOLOMON M. (2008), Consumer Behavior, 8th ed., Prentice-Hall.
Schiffman and Kanuk, (2010) Consumer Behavior, Global Edition, Pearson
Close, (2012) Online Consumer Behavior
Faculty or entity

Programmes / formations proposant cette unité d'enseignement (UE)

Title of the programme
Master [120] in Management

Master [120] in Business Engineering

Master [120] in Management

Master [120] in Business Engineering