Authors: Amit Mookerjee; Santosh Kumar Pandey
Organization decision making is explored from a customer experience framework and conceptual model explaining the process of decision making in a buying centre has been proposed. Joint decision making process for industrial purchases is shown to be a three phase journey and the role of anticipated emotions influencing and leading to formation of behavioural intent in each of the phases explained. Socio-psychological factors influence on decision making in a buying centre has been integrated with the rational cognitive decision making process to develop an integrated model highlighting the journey from individual behavioural intent to group purchase decision in an industrial buying scenario.
Journal: ( – )
Web Address:
Publish Year: 2018
Conference: Marseille, France (2018)