When There Are Changes in How Customers Make Their Purchases,the

question 35

Multiple Choice

When there are changes in how customers make their purchases,the channel manager needs to determine:

• A) The underlying sociocultural patterns.
• B) Whether these changes are temporary or long-term.
• C) Channel members' acceptance of the changes.
• D) Environmental changes and analyze them.
• E) Whether to make changes to the distribution channel.

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Definitions:

Discrepancy Induction

A method used to motivate change by highlighting the difference between current outcomes and desired goals.

Discrepancy Function

The difference between existing and desired conditions, used to identify gaps in performance or outcomes that need addressing.

Observational Learning

Learning that occurs through observing the behavior of others and the outcomes of those behaviors.

Imitating Others

The action of copying the behaviors, actions, or traits of others, often as a method of learning or fitting into a group.