Students

Minor Understanding and Influencing Decisions in Business and Society

2019-2020

This minor will allow you to understand and influence human decision making and choice, based on recent insights from behavioral economics and psychology.


Upon completion of this minor, you will be able to understand how people make decisions and how they are influenced by the situation around them. Based on this knowledge, you will learn to develop interventions to influence behavior of others (through nudging and social influence tactics) in order to achieve societal and business goals, such as increasing sustainable behavior, a more healthy lifestyle or sales of the company. Through historical and every day examples of leadership you will learn to improve (your own) leadership skills and the related output of teams and organizations. Furthermore, you will learn to formulate more effective negotiation strategies. Finally, you will discuss the ethical aspects of such influence strategies.


Students from other faculties or universities are eligible, and are encouraged to take part in the minor. The diversity of students from different educational programs, universities and countries is a valuable element in the discussion of human’s irrational behavior. The testimonials below give a good insight into how students experienced the minor.

Info

Language English
Credits 30 EC
Start date 01-09-2018
Faculty
Minor Understanding and Influencing Decisions in Business and Society
Description
The Department of Marketing offers this SBE minor in collaboration with
the department of Management and Organization Studies in the fall
semester (September-January) starting in the academic year 2016-2017.
The 30 EC programme is entirely taught in English and will allow
students to understand and influence human decision making and behavior
in the context of organizations and their interactions with the world
outside (markets and consumers, but also business partners and
competitors). To achieve this goal, we rely on recent insights from
behavioral economics and psychology.
Upon completion of this minor, students will be able to:
- Understand how decisions and behavior are influenced by the physical
and social environments and the decision making strategies that are
used.
- Based on this knowledge, develop strategies to influence (e.g.,
through "nudging") the behavior of others in order to achieve business
and societal goals, such as increasing sales or reducing environmental
pollution.
- Analyze historical and every day examples of leadership in order to
improve (your own) leadership skills and the output of teams and
organizations
- Apply negotiation strategies to achieve optimal results in terms of
outcomes (distributive negotiations) and relationships among parties
involved (integrative negotiations).
- Reflect on the ethical aspects of such influence strategies

The minor is relevant to:
- All students in Business Administration and Economics
- All students from other bachelor programmes that are interested in
decision making and influencing other people’s behavior (e.g. health
science, communication science, psychology, social sciences).

This minor contains 5 compulsory courses. Instead of the courses
Designing Interventions in Business and Society and Managing
Negotiations: Getting to Yes you may choose to do an internship. Note
that the internship has to be approved by the minor coordinator in
advance.
Course Name Period Credits Code
Judgment and Decision Making P1 6EC E_BK3_JDM
Leadership: Mobilizing People P1 6EC E_BK3_LMP
Managing Negotiations: Getting to Yes P2 6EC E_BK3_MNGY
Nudge: Influencing Behavior P2 6EC E_BK3_NIB
Internship Minor Understanding and Influencing Decisions in Business and Society P2+3 12EC E_BK3_IMUID
Designing Interventions in Business and Society P3 6EC E_BK3_DIBS