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.

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Pitney Bowes

Pitney Bowes is a global technology company providing commerce solutions that power billions of transactions. The 1.5 million clients around the world, including 90% of the Fortune 500, rely on the accuracy and precision delivered by Pitney Bowes solutions, analytics and APIs in the areas of ecommerce fulfillment, shipping and returns; cross-border ecommerce; office mailing and shipping; presort services; location data; customer information and engagement software; services; and financing.

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Spotlight

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Pitney Bowes is a global technology company providing commerce solutions that power billions of transactions. The 1.5 million clients around the world, including 90% of the Fortune 500, rely on the accuracy and precision delivered by Pitney Bowes solutions, analytics and APIs in the areas of ecommerce fulfillment, shipping and returns; cross-border ecommerce; office mailing and shipping; presort services; location data; customer information and engagement software; services; and financing.

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