Home > Resources > Whitepapers > The SiriusDecisions B-to-B Buying Decision Process Framework

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

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.

OTHER WHITEPAPERS

Cross-Generational Security Of Mobile Telephony

whitePaper | August 4, 2022

Abstract— With the recent roll-outs of 5G networks and the rise of phones supporting the standard, it’s critical to examine the technical underpinnings of 5G system security. The fifth generation of 3GPP (3rd Generation Partnership Project) mobile telephony, the lack of understanding, outright hostility, and general confusion surrounding this roll-out is unmatched in the history of mobility. We aim to alleviate much of the confusion and hostility by providing an overarching description and security document.

IoT Application Provisioning for Security Using FDO and TPM

whitePaper | December 29, 2022

The Internet of Things (IoT) offers the appealing possibility of harnessing millions of devices that measure or modify real world things and allows processes to be optimized. There are many opportunities: thermostats optimized for tomorrow’s weather, shipping containers optimized for packing before their contents arrive, assembly lines that reconfigure automatically for each item, street lighting adjusted to make streets safer, and so on.

Threat Connect Cyber Survey Report

whitePaper | January 4, 2022

Whether you are in financial services, farming, or public infrastructure, the security threat to organizations has never been greater. Today, almost every company is a technology company in some shape or form and this can be a soft underbelly - open to attack. Cyber risk is the fastest-growing risk faced by businesses globally. A wide range of statistics and sources make it clear that attackers have become even more proficient over recent years, using automation to exploit vulnerabilities at an accelerated pace and frequency. Threats are even more widespread and complex than before.

HackerPowered Security Report 2022 By HackerOne

whitePaper | March 14, 2023

Security automation cannot replace the creativity of humans. In fact, 92% of ethical hackers say they can find vulnerabilities scanners can’t. For the past six years, we’ve been surveying hackers to learn more about how they see the evolving security testing industry. We combine these insights with the world’s largest dataset of vulnerabilities to identify trends that inform our customers how to build an impactful security strategy.

Upchain Security Whitepaper

whitePaper | October 26, 2022

Upchain is a cloud-based product data management and product lifecycle management software that offers benefits of PDM/PLM through web browsers, APIs, CAD and Microsoft Office plugins, while securely processing customer data in the cloud.

Adobe Operational Security Overview

whitePaper | December 30, 2022

With a cloud footprint that includes public and private clouds across different providers, the Adobe® multi-cloud strategy requires consistent and repeatable guardrails that are readily available to our product and service teams. To that end, our dedicated operational security team focuses on securing cloud resources at scale and helping ensure the safety and security of customer applications and data within our continually evolving cloud infrastructure operations.

The SiriusDecisions B-to-B Buying Decision Process Framework