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As part of consumer behavior, the buying decision process is the decision-making process used by consumers regarding the market transactions before, during, and after the purchase of a good or service. It can be seen as a particular form of a cost–benefit analysis in the presence of multiple alternatives. [1] [2]
A decision to buy an ice-cream sundae is motivated by the desire for sensory gratification (positive motivation). Another approach proposes eight purchase motivations, five negative motives and three positive motives, which energise purchase decisions as illustrated in the table below. [66]
In decision making and psychology, decision fatigue refers to the deteriorating quality of decisions made by an individual after a long session of decision making. [1] [2] It is now understood as one of the causes of irrational trade-offs in decision making. [2] Decision fatigue may also lead to consumers making poor choices with their purchases.
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Understanding how organizational structures may differ from or may shape the structure of the buying center, and examining how a particular buying strategy may serve to mediate the effects of environmental uncertainty on the structure of the buying center. Process considerations in buying center. Power and conflict issues within the buying center.
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