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MAA215 - Client Behaviour and Decision Making


2020 unit information

Important Update:

Classes and seminars in Trimester 2, 2020 will be online.

Last updated: 2 June 2020

Enrolment modes:Trimester 2: Burwood (Melbourne), Waterfront (Geelong), Cloud (online)
Credit point(s):1
Previously coded as:MAF315
EFTSL value:0.125
Unit Chair:Trimester 2: Campbell Heggen


Incompatible with: MAF315
Typical study commitment:

Students will on average spend 150 hours over the teaching period undertaking the teaching, learning and assessment activities for this unit.

Scheduled learning activities - campus:

1 x 3 hour class per week

Scheduled learning activities - cloud:

Online independent and collaborative learning including 3 scheduled online workshops of 3 hours duration.


This unit builds on the technical knowledge acquired in other units, to broaden students understanding of the professional skills and knowledge required to build long-term client relationships, and develop a deep understanding of clients’ needs in order to formulate strategies and solutions that are in the client’s best interest. Drawing on insights from the behavioural sciences, this unit encourages students to consider how best to build trust, communicate the value of advice, and develop strategies to engage clients at each stage of the financial planning process. Students will be introduced to the field of behavioural finance, to provide insights into client behaviour and factors that influence decision making within a financial services context.


These are the Learning Outcomes (ULO) for this Unit
At the successful completion of this unit students can:

Deakin Graduate Learning Outcomes


Draw upon the theoretical knowledge of the psychology of client engagement in the financial services context to design effective strategies for engaging a variety of clients.

GLO1: Discipline-specific knowledge and capabilities


Communicate effectively (verbal and non-verbal) with clients and peers.

GLO2: Communication


Develop strategies for holding difficult conversations with client and peers.

GLO2: Communication
GLO5: Problem solving


Identify behavioural biases individuals may exhibit and explain the impact of these biases on financial decision making.

GLO1: Discipline-specific knowledge and capabilities


These Unit Learning Outcomes are applicable for all teaching periods throughout the year


Assessment Description Student output Grading and weighting
(% total mark for unit)
Indicative due week 
Assessment 1: (Group 2 students) Video presentation 12-15 minutes 25% Week 7
Assessment 2: (Individual) Written reflection (Self) 1,000 words 10% Week 9
Assessment 3: (Individual) Video presentation 8- 10minutes 25% Week 11
Examination (closed book) 2-hours 40% Exam Period

The assessment due weeks provided may change. The Unit Chair will clarify the exact assessment requirements, including the due date, at the start of the teaching period.

Hurdle requirement

Hurdle requirement: achieve at least 50% of the marks available on the examination

Learning Resource

The texts and reading list for the unit can be found on the University Library via the link below: MAA215 Note: Select the relevant trimester reading list. Please note that a future teaching period's reading list may not be available until a month prior to the start of that teaching period so you may wish to use the relevant trimester's prior year reading list as a guide only.

Unit Fee Information

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