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  2. Buyer decision process - Wikipedia

    en.wikipedia.org/wiki/Buyer_decision_process

    Purchase Decision – after the consumer has evaluated all the options and would be having the intention to buy any product, there could be now only two things which might just change the decision of the consumer of buying the product that is what the other peers of the consumer think of the product and any unforeseen circumstances.

  3. Purchase funnel - Wikipedia

    en.wikipedia.org/wiki/Purchase_funnel

    Sales Funnel or Purchase Funnel: The sales or purchase funnel (sales from the seller's perspective and purchase from the buyer's perspective) guides potential customers through stages of awareness, interest, desire, and action, culminating in a purchase decision. It is a subset of full funnel marketing, centered specifically on the conversion ...

  4. Buying center - Wikipedia

    en.wikipedia.org/wiki/Buying_center

    The decision to purchase involves those with purchasing and financial expertise and those with technical expertise, and (in some cases) an organization's top management. [5] McDonald, Rogers and Woodburn (2000) state that identifying and influencing all the people involved in the buying decision is a prerequisite in the process of sales .

  5. Decision (journal) - Wikipedia

    en.wikipedia.org/wiki/Decision_(journal)

    Decision is a peer-reviewed academic journal covering research about decision making within the boundaries of an organization, as well as decisions involving inter-firm coordination. According to the 2023 Journal Citation Reports , Decision Sciences has an impact factor of 1.5, placing it in the third quartile (286/401) of journals in the ...

  6. Buyer's remorse - Wikipedia

    en.wikipedia.org/wiki/Buyer's_remorse

    It is frequently associated with the purchase of an expensive item such as a vehicle or real estate. Buyer's remorse is thought to stem from cognitive dissonance, specifically post-decision dissonance, that arises when a person must make a difficult decision, such as a heavily invested purchase between two similarly appealing alternatives ...

  7. Consideration set - Wikipedia

    en.wikipedia.org/wiki/Consideration_set

    Consideration set is a model used in consumer behaviour to represent all of the brands and products a consumer evaluates before making a final purchase decision. The term consideration set was first used in 1977 by Peter Wright and Fredrick Barbour. [1]

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  9. Mental accounting - Wikipedia

    en.wikipedia.org/wiki/Mental_accounting

    In mental accounting the framing of a decision reduces from the overall account to a smaller segregated account which can incentivize purchase decisions. An example of this was posed by Thaler where people were more inclined to drive 20 minutes to save $5 on a $15 purchase than on a $125 purchase. [19]