When a Used-Car Salesman Is Trying to Persuade a Customer

question 231

Multiple Choice

When a used-car salesman is trying to persuade a customer to buy a specific car because "It is a fine car at a great price," which characteristic related to the effectiveness of persuasion is MOST likely to hurt the salesman's success?

• A) the salesman lacks likability
• B) the salesman lacks comparative information concerning another specific car
• C) the salesman lacks trustworthiness
• D) the salesman lacks expertise

Learn about the Robinson-Patman Act and its implications on pricing and competition.

Analyze legal issues related to anticompetitive practices, including territory allocation, price discrimination, and boycotts.

Examine monopoly power, market share, and the impact on antitrust laws.

Explore the role and functions of the Federal Trade Commission (FTC) in regulating business practices.

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Definitions:

Reflexive Processes

Automatic, subconscious reactions or processes that do not require deliberate thought, often in response to external stimuli.

Reflective Processes

Cognitive activities involving thoughtful consideration and examination of one's beliefs, actions, and motivations.

Physiological Processes

Physiological processes are the normal functions and activities of the body's systems, including digestion, respiration, and circulation.

Robber's Cave Study

An experiment on group conflict and cooperation conducted by Muzafer Sherif, demonstrating how intergroup hostility can be reduced through cooperative goals.