from bsscommerce.com
Definition
AIDA (Attention, Interest, Desire, Action) is an approach to understanding how advertising and selling work. The assumption is that the consumer passes through several steps in the process of being influenced.
First, attention must be developed, to be followed by interest, desire, and finally action as called for in the message.
Attention is the process by which a consumer selects information in the environment to interpret. It’s also the point at which a consumer becomes aware or conscious of particular stimuli in the environment.
Formula selling is an approach in which the sales presentation is designed to move the customer through the stages in the influence process.
See Also
Adoption process
Hierarchy of effects model
References
- American Marketing Association, AMA Dictionary.