The sequence of mental states through which a buyer passes in purchasing and using a product is: 

(A) Action-Reaction-Awareness – Interest – Desire

(B) Desire – Interest – Awareness – Action-Reaction

(C) Awareness – Interest – Desire-Action-Reaction

(D) Interest – Awareness – Desire – Action-Reaction

Correct Ans: (C)

Explanation:

The buyer’s mental states in purchasing and using a product follow a specific sequence. The process starts with awareness, where the buyer learns about the product or service. Marketing efforts capture attention during this stage.

Next is interest, where the buyer becomes curious and seeks more information. Advertisements, promotions, or word of mouth often play a role here.

The buyer then develops desire, feeling a strong need or attraction toward the product. Emotional or practical benefits influence this stage.

The next stage is action, where the buyer decides to purchase the product. The decision stems from perceived value or fulfillment of a need.

Finally, the consumer experiences reaction after using the product. This stage involves evaluation of satisfaction or dissatisfaction.

Marketers use this understanding to create strategies that address each stage effectively. This sequence forms the core of the AIDA model, guiding consumer behavior.