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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Telefonica

Telefónica is present in 21 countries and employs over 120,000 professionals. Our consolidated revenues stood at 50,377 million euros in January-December 2014 and more than 341 million total accesses at December 2014. We believe that the possibilities of technology should be open to everyone. That way, we can all do more, live better, be more. To achieve this vision, our strategy is to approach offer the best of technology to our customers through our commercial brands - O2, Vivo and Movistar. We take an entrepreneurial approach to identify and accelerate the latest innovation trends, incubating new disruptive digital businesses (through Wayra). We deliver end-to-end digital products and services in B2B, B2C and B2B2C in a number of domains: future communications, machine-to-machine, financial services, media services, cloud computing and information security.

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