Veridcom Inc

question 45

Essay

Veridcom Inc.is a leader in the creation of fingerprint identification software and hardware for laptops.It sells the technology to businesses that want to protect any intellectual property they have stored on their computers.After overseeing the installation of the system in 1,230 laptops for a large pharmaceutical company,the salesperson asked the company's vice president of information if he knew of another company that could use the Veridcom technology? The VP suggested Max Jordan,a business acquaintance of his who used laptops to communicate with a large,scattered work force.What method of prospecting did the Veridcom salesperson use,and what term would be used to describe Jordan?

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Definitions:

Skinner

Refers to B.F. Skinner, an American psychologist known for his work in behaviorism and the development of the theory of operant conditioning.

Tolman

Refers to Edward Chace Tolman, an American psychologist who contributed significantly to the study of learning and cognition through the concept of latent learning and cognitive maps.

Kohler

A psychologist known for his work on Gestalt psychology, particularly for studies on insight learning and problem-solving in animals.

Pavlov

A Russian physiologist known for his work in classical conditioning, demonstrating that dogs could learn to associate a neutral stimulus with food.