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

LloydsPharmacy

LloydsPharmacy has around 1,800 pharmacies across the UK. These are based predominantly in community and health centre locations and include 277 LloydsPharmacy in Sainsbury’s branches. The company employs over 19,000 staff and dispenses more than 150 million prescription items annually.

OTHER WHITEPAPERS
news image

10 Tips on Selecting Cartridge Dust Collection Equipment for Tablet Presses

whitePaper | December 28, 2022

Though tablet compression does not generate large volumes of fugitive dust, safe and efficient collection of whatever dust is created by this process is critical.

Read More
news image

Strengthening Engagement and Influence with Key Decision Makers

whitePaper | January 5, 2023

This report follows up on the jointly hosted Pharmaforce and elandas webinar which took place on July, 12, 2016, featuring contributions from participating industry leaders who formed the expert panel, as well as the live contributions of the audience of healthcare sales and marketing professionals.

Read More
news image

Benefits of Semantic Enrichment Across the Drug Development Pipeline

whitePaper | January 24, 2022

Semantics is the process of assigning meaning to words and is a vital step in making unstructured scientific content machine readable, contextualizing otherwise unstructured information. It unlocks a host of benefits to search and analytics which are outlined below in the context of use cases relevant to drug discovery.

Read More
news image

Starting Materials For Homeopathic Drug Products

whitePaper | December 31, 2021

The scope of this white paper includes GMPs relevant for mass manufacturing/batch53 processing of products intended for widescale retail marketing. Starting materials and 54 packaging components for drug products

Read More
news image

2020 Prescription Drug List

whitePaper | April 7, 2020

The information in this document is designed to help you understand the prescription drug benefits offered under this plan and to compare these benefits to those offered by other plans. Information contained in this summary is designed to help you compare both the value and scope offormulary benefits.

Read More
news image

How IPD Can Deliver for Life Sciences

whitePaper | January 1, 2020

Life sciences is facing a number of disruptors: novel cell and gene therapies that will revolutionize manufacturing, drug delivery and pricing models; a battle for the best and brightest talent; political and public pressure on the price of medication as well as the implications of the fourth industrial revolution. These factors combine to make investment decisions more challenging. With life sciences firms placing an increasing focus on the most efficient use of capital and shorter delivery times, project delivery providers are striving to come up with leaner and more innovative strategies and solutions to meet these needs. Integrated Project Delivery (IPD) is one such strategy.

Read More

Spotlight

LloydsPharmacy

LloydsPharmacy has around 1,800 pharmacies across the UK. These are based predominantly in community and health centre locations and include 277 LloydsPharmacy in Sainsbury’s branches. The company employs over 19,000 staff and dispenses more than 150 million prescription items annually.

Events