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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]
Buyer's remorse is an example of post-decision dissonance, where a person is stressed by a made decision and seeks to decrease their discomfort. [2] The buyer may change their behavior, their feelings, their knowledge about the world (what they thought the purchased item would be like), or even their knowledge of themselves. [ 3 ]
Emotional arousal, usually fear based, activates the amygdala and results in the modulation of memory storage occurring in other brain regions. The forebrain is one of the targets of the amygdala . The forebrain receives input from amygdala and calculates the emotional significance of the stimulus, generates an emotional response, and transmits ...
By making calculative decisions, it is considered as rational action. Individuals are often making calculative decisions in social situations by weighing out the pros and cons of an action taken towards a person. The decision to act on a rational decision is also dependent on the unforeseen benefits of the friendship.
Purchase Phase (Decision Making/Conversion): At this stage, potential customers are prepared to make a purchase decision. Marketing strategies focus on facilitating this conversion through clear calls-to-action , streamlined purchasing processes, and promotions such as limited-time offers.
"Buying a house is usually a lousy investment," said Buffett, who has lived in the same Omaha, Nebraska, home he purchased in 1958 for $31,500 — about $336,164 in today's dollars.
Improving speed: While making a good decision is important, making a quick decision is also important. Therefore, emotions and associated somatic conditions can offer mechanisms for encouraging a decision maker to decide quickly, especially when one or more options are potentially dangerous. Hunger, anger and fear can all induce a speedy decision.
[Overchoice takes place when] the advantages of diversity and individualization are canceled by the complexity of buyer's decision-making process. — From Alvin Toffler , Future Shock , 1971 Overchoice or choice overload [ 1 ] is the paradoxical phenomenon that choosing between a large variety of options can be detrimental to decision making ...