Methods for Studying Cognitive Distortions and Their Impact on the Decision-making Process in Sales
Year: 2024
Type: article
Abstract: This article is dedicated to the study of methods for analyzing psychological systems and their interrelation with cognitive distortions. The focus is on the examination of integrated commercial systems [5, 2017], which encompass psychological, behavioral, and cognitive aspects influencing decision-making processes in sales. The relationship between the psychology of integrated commercial systems and sales psychology is analyzed, revealing the key mechanisms through which cognitive distortions impact the subsystems of these systems. Special attention is given to the necessity of analyzing cognitive distortion data integration to enhance forecasting accuracy and develop innovative methods for optimizing processes within sales systems. The psychology of the integrated commercial system [4, 2023] structurally encompasses three primary subsystems: sales psychology, purchasing psychology, and product psychology. The article emphasizes the importance of analyzing each subsystem individually to gain deeper insights into their characteristics and roles in shaping effective customer interaction strategies. It was found that existing decision-making analysis methods, despite their prevalence, exhibit several theoretical limitations, complicating their adaptation to practical needs. The feasibility of a cognitive distortion ranking method for purchasing decisions is substantiated, highlighting the influence of these subsystems as independent research domains. This approach provides detailed insights into the psychological mechanisms affecting decision-making within each context.
Authors: ВНЗ "Університет економіки та права "КРОК", Олександр Лупаненко
Institution: KROK University
Language: English
Subfield: General Decision Sciences
Field: Decision Sciences
Domain: Social Sciences
Open Access status: diamond
OpenAlex ID: W4405971867