1. PERCEPTION IS REALITY

2. Marketing 260 Buyer Behaviour with Duane Weaver Week 1 – Introduction

3. Today’s Outline Introductions Overview of Course Text Overview of Course Outline Overview of Cases and Teams Introduction to Buyer Behaviour

4. Introductions - Instructor Duane Weaver –B.Comm., M.D.Ed., IESNA –CEO 2Birds1Stone –Marketing, Business & Computer Applications Instructor –20+ years management experience (marketing) –Manufacturing, Wholesale and Retail experience –Positions: Board of Directors, CEO, General Manager, International Sales Manager, Business Development Manager, Regional Sales Manager, Product Manager, Market Manager, Service Manager, Parts Manager, Account Manager, Marketing/Business Consultant, Instructor –Enjoy sailing, soccer, badminton, golf and camping

5. Introductions - Students Please use a sheet of paper and briefly answer the following: 1.Your first and last names? 2.Something of interest about yourself? 3.Why are you studying marketing? 4.In one short paragraph describe what the following statement means to you: “ PERCEPTION IS REALITY”

6. Course Texts Consumer behavior: buying, having and being, 6 th edition. Solomon, White, Dahl (2014). Learning With Cases 4 th edition, Mauffette- Leenders, Rerskine, Leenders (2007). (NOTE: ON RESERVE in LIBRARY – not available for purchase in bookstore) Case Studies: are available online at: https://web.viu.ca/weaverd/Mark260/index.htm https://web.viu.ca/weaverd/Mark260/index.htm

7. Course Outline Case – based course. (Lecture and Seminar Case Presentation/Discussion) Case Process EXPECTATIONS: 1.Individuals read and/or watch case. 2.Individual prepares case tool preparation sheet SHORT CYCLE ( 5 minutes max) 3.Case team meets to discuss the case (in person or in a virtual meeting) – all members SHOULD be present irrespective of assigned duties as th e discussion is paramount to the “collaborative learning” important to human behaviour, specifically buyer behaviour. 4.Teams prepare LONG CYCLE (division of labour appropriate). (1 hour each) 5.Seminar Discussion : 1.presenting team develops presentation and rough draft of paper and presents preferred alternative (final paper due 1 week after presentation) 2.All other teams – develop and ask at least two questions of presenting team - hand in the short and long cycle preparation tool as well as the two prepared questions on the reverse (one sheet per team).

8. Overview of Cases and Teams This course will take a case-study approach. Students will be asked to form study/case groups of 4-6 by the 2 nd class. The groups are expected to work on the case assignments prior to each class as described above. Each group will be tasked with the responsibility of preparing and presenting cases at the end of each class as determined by the instructor. (See http://web.mala.bc.ca/weaverd/Mark260 for team case presentation schedule)http://web.mala.bc.ca/weaverd/Mark260

9. GROUP CASE PRESENTATION/REPORTS Group Case presentations are due the class of the Case Analysis. All team members are expected to participate in some form during the presentation. They must be submitted in a report format as per the guidelines given by your instructor. (Please see http://web.mala.bc.ca/weaverd/mark260 ) http://web.mala.bc.ca/weaverd/mark260 Late written case reports (without prior arrangement and for good cause) will be assessed a 10% daily penalty, up to three calendar days. Case reports handed in late beyond three days will receive a mark of 0 for that particular assignment.

10. GROUP CASE PRESENTATION/REPORTS NOTE: ALL STUDENTS on the case team will receive the same grade. Your team members will be your team for the entire course. In very rare/severe circumstances you may fire a team member if due diligence and process has been conducted to help the team dynamics and the individual in question and you have met with the professor well in advance of the case due date. –The above team member most likely would be required to prepare and present an alternate case on their own as one of the alternatives to be discussed with the professor.

11. Preparation for Next Class Have Read Solomon, et. al: Chp. 1 Read “Learning With Cases”: Chp. 1-6 We will be forming CASE TEAMS Make sure your teams: Have cultural diversity Personality styles that complement each other All can meet regularly at minimum once per week.

12. PERCEPTION IS REALITY