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The SiriusDecisions B-to-B Buying Decision Process Framework

July 8, 2019

Decisionmaking is a cognitive process defined by psychologists as the selection of a course of action from multiple alternatives (e.g. what to eat, where to shop). John Dewey, the pragmatic philosopher and psychologist, introduced the first decision process framework for consumer buying in his book How We Think, which was published in 1910. Since then, Dewey’s framework has been adapted many times, but the five basic stages of consumer decisions remain the same: problem/need recognition, information search, evaluation of alternatives, purchase decision and post-purchase behavior.

Spotlight

ICA Group

The enhancement of quality is an objective that ICA Group pursues on a number of different levels, through the quality-focused innovation of its products and services; the commitment to full utilization of the expertise of its human resources; the winning of substantial market share both domestically and internationally; the achievement of maximum customer satisfaction; and the constant reduction of the environmental impact of its coatings.

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The SiriusDecisions B-to-B Buying Decision Process Framework