The SiriusDecisions B-to-B Buying Decision Process Framework

| July 8, 2019

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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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Spotlight

BCV

BCV is the premier full-service social media provider in the hospitality industry. Our social media experts have developed proprietary services, methodologies, and tools to continually create significant value for clients. We are the only provider with the capacity to monitor the social space and manage potential crises 24 hours a day, 7 days a week. Our comprehensive management services are supported by a robust arsenal of cutting-edge tools and analytics designed to drive traffic, increase sales, create unforgettable experiences for guests, and mitigate negative customer experiences.

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