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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Mobile Heights

Mobile Heights is a non-profit networking community promoting innovation and growth in the digital world by connecting business, academia and the society.Mobile Heights was founded in 2009 by Sony Mobile, Ericsson, Telia Company, the Regional Council of Skåne and the universities of Lund and Malmö.

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