Funnel purchase

The purchase funnel , or purchasing funnel, is a consumer focused marketing model which is the product of a customer service.

In 1898, E. St. Elmo Lewis developed a model of a product that is a product of the market. [1] St. Elmo Lewis’ idea is often referred to as the AIDA-model , an acronym which stands for Awareness, Interest, Desire, and Action. This staged process is summarized below:

  • Awareness – the customer is aware of the existence of a product or service
  • Interest – actively expressing an interest in a product group
  • Desire – aspiring to a particular brand
  • Action – taking the next step

The Funnel Purchase is also referred to as “funneling customer,” “funnel marketing,” or “dirty funnel” or “funnel conversion.” The association of the funnel model with the AIDA concept was first proposed in Bond Salesmanship by William W. Townsend in 1924. [2]

This early model has been modified by marketing consultants and academics to cater to the modern customer and is now referred to as funnel or purchase funnel. Many different business-to-consumer purchase models exist in marketing today, aim it is agent de la que la modern business-to-business purchase funnel HAS more courses, [3] considers repurchase intent and takes into account new technologies and exchange in consumer purchase behavior. [4] [5] As a model, the keyword has been validated, [6] keyword advertising, [7] and lead generation [8]but also modified to include previously unconsidered steps and metrics such as outbound sales and internet impressions. [9]

The purchase funnel concept is used in marketing to guide promotional campaigns targeting different courses of the customer journey, and aussi have a basis for customer relationship management (CRM) programs and lead management campaigns.

Funnel Conversion

Main article: Funnel conversion

Similar to a funnel, “funnel conversion” is a technical term used in e-commerce operations to describe the track a consumer takes through an Internet advertising or search system, navigating an e-commerce website and finally converting to a sale.

See also

  • DAGMAR marketing
  • Sales process
  • Customer relationship management
  • Customer lifecycle management
  • Lead generation


  1. Jump up^ EK Strong, Jr. The Psychology of Selling and Advertising. New York 1925, p. 349 and p. 9.
  2. Jump up^ “The salesman should visualize his whole problem of developing the sales process by a generalization of the facts. to the specific, and the visualizing of the funnel to the customer from “Attention to Interest, and Beyond” (p.109).
  3. Jump up^ A fun modern purchase concept – (2009)
  4. Jump up^ Short, D. Elzinga, D., Mulder, S. and Vetvik, OJ, “The Consumer Decision Journey,”McKinsey Quarterly, June 2009, Online: marketing-and-sales / our-insights / the-consumer-decision-journey
  5. Jump up^ Branding In The Digital Age – You’re Spending Your Money in All the Wrong Places
  6. Jump up^ Kules, Bill. “Speaking the same language about exploratory information seeking.” Information Seeking Support Systems 13.5 (2008): 17.
  7. Jump up^ Jansen, BJ and Schuster, S. (2011)Bidding on the Buying Funnel for Sponsored Search Campaigns. Journal of Electronic Commerce Research. 12 (1), 1-18.
  8. Jump up^ Wilcox, G., & Sussman, K. (2014). Lead-generating social media strategies using the social media performance model: The B2B connection. Journal of Digital & Social Media Marketing, 2 (1), 70-78.
  9. Jump up^ “How To The B2B Marketing Funnel Works” . . Retrieved 2016-01-06 .