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

Mother New York

Mother is a creative company with offices in New York, London and Buenos Aires. Founded around a kitchen table in 1996, Mother is recognized as one of the world’s most creative businesses working with iconic brands such as Target, Stella Artois, The Home Depot, IKEA, Boots and Coca-Cola amongst many more. They remain fiercely independent.

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Spotlight

Mother New York

Mother is a creative company with offices in New York, London and Buenos Aires. Founded around a kitchen table in 1996, Mother is recognized as one of the world’s most creative businesses working with iconic brands such as Target, Stella Artois, The Home Depot, IKEA, Boots and Coca-Cola amongst many more. They remain fiercely independent.

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