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.

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Aviation Management Associates, Inc.

Aviation Management Associates, Inc. provides a wide range of aviation consulting services to assist individuals and organizations in addressing primarily Federal Aviation Administration (FAA) regulatory and services challenges and opportunities.

OTHER WHITEPAPERS
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Reshaping aviation to build new competitiveness

whitePaper | September 23, 2022

Companies in aviation are facing a time of major transformation. While altered demand patterns trigger the need to right-size capacity and innovate the service portfolio, COVID-19 further seriously jeopardizes economies around the globe. It has changed social interaction and caused a myriad of bankruptcies.

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Unlocking Your Revenue Potential with Artificial Intelligence

whitePaper | August 27, 2022

In the past two years, aviation has been ravaged by the perfect storm. Effectively grounded at one stage, the recovery has been sporadic as travel restrictions, quarantines, and fundamental shifts in strategy hit home.

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BRIGHTER FUTURE

whitePaper | June 6, 2022

As AEROSPACE goes to press, the US Congress is set to hold the first open hearing about UFOs in half a century – indicating a shift in official

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Target True Zero: Government Policy Toolkit to Accelerate Uptake of Electric and Hydrogen Aircraft

whitePaper | July 26, 2023

Last year, the assembly of the UN’s International Civil Aviation Organization agreed to set an aspirational goal of net-zero emissions by 2050, reinforcing targets and commitments made already by both industry and individual states for the sector. While net zero provides a common goal for aviation, it comes with a recognition that this sector is likely to be one of the hardest to abate. Most stakeholders agree that meeting this challenge will require a broad approach, encompassing both operational efficiencies and changing the ways we fuel flight.

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RESTARTING INTERNATIONAL AIR TRAVEL WITHIN ASEAN

whitePaper | June 24, 2021

In the six months since the white paper was initially written, the ten Southeast Asian countries which comprise the Association of Southeast Asian Nations (ASEAN) have continued to experience passenger traffic declines that are sharper than the global and AsiaPacific averages.

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AVIATION CLIMATE FINANCE USING A GLOBAL FREQUENT FLYING LEVY

whitePaper | September 28, 2022

Aviation is often considered a “hard to abate” sector; it is growing rapidly but struggling to deploy low-carbon technologies due to their high costs. This paper presents a case under which progressive taxation, namely a frequent flying levy (FFL), can generate revenues for decarbonization while ensuring equitable distribution of the cost burden.

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Aviation Management Associates, Inc.

Aviation Management Associates, Inc. provides a wide range of aviation consulting services to assist individuals and organizations in addressing primarily Federal Aviation Administration (FAA) regulatory and services challenges and opportunities.

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