In One Study on the Effects of Schema Accessibility, Students

question 100

Multiple Choice

In one study on the effects of schema accessibility, students were asked to evaluate a student who smiled while receiving a compliment from the professor. What were the findings of the study?

• A) Prior priming with words related to arrogance led participants to rate the student as more conceited.
• B) Participants for whom conceitedness was chronically accessible rated the student as more conceited.
• C) Priming with arrogance-related words increased ratings of the student as conceited, but most especially among students with high chronic accessibility of conceitedness.
• D) Participants were most likely to rate the student as conceited if they already had negative attitudes towards the student.

Understand the role of contingent reward and punishment behaviors in leadership.

Appreciate the concept of LMX differentiation and its impact on group dynamics and performance.

Identify and classify costs into variable and fixed categories.

Understand the concept of marginal cost and its calculation.

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Definitions:

Sales Interaction

The dynamic exchange between a salesperson and a potential or existing customer aimed at promoting or selling a product or service.

Need-Satisfaction

A rephrasing of "Need-Satisfaction Sales Presentation." A method where the focus is on understanding and fulfilling the specific needs of the customer.

Problem-Solution

A strategy focusing on identifying a problem and proposing a solution to address it, commonly used in marketing and product development.

Questioning Approach

A sales technique involving asking targeted questions to understand customer needs, preferences, and challenges, facilitating a more tailored sales pitch.