When Trying to Convince Customers to Purchase Articles of Clothing

question 41

Multiple Choice

When trying to convince customers to purchase articles of clothing from their store,the salespeople at Fashion Flourishes often attempt to sweeten the deal by adding free hosiery and gift certificates.What does this sales strategy illustrate?

• A) low-balling
• B) the that's-not-all technique
• C) the foot-in-the-door technique
• D) the door-in-the-face technique

Recognize self-serving biases and their effects on personal accountability and perception.

Identify the role of attention in shaping perceptions during actions and observations.

Explain how attribution theory provides a framework for understanding how people explain the causes of behavior.

Identify strategies to reduce prejudice and the conditions under which they are effective.

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Definitions:

Materials Quantity Variance

The difference between the actual quantity of materials used in production and the standard quantity expected to be used, multiplied by the standard cost per unit.

Direct Materials Purchases Variance

The difference between the actual costs of materials purchased and the expected (standard) costs.

Variable Overhead

Costs that fluctuate with changes in production volume, such as utilities or indirect materials, which are part of the overall overhead but vary with the level of output.

Variable Overhead Rate Variance

The difference between the actual variable overhead incurred and the standard variable overhead allocated to produced goods, based on the standard variable overhead rate.