For Managers Selling Capital Equipment and Big-Ticket Industrial Services, Understanding

question 36

Multiple Choice

For managers selling capital equipment and big-ticket industrial services, understanding the concept of ________ is absolutely fundamental to their success.

• A) availability heuristic
• B) bank effect
• C) Baskerville effect
• D) derived demand
• E) catapult demand

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Definitions:

Repetitive

Characterized by repeating the same action or event over and over again.

Intrusive

Unwanted and often recurrent thoughts, images, or impulses that invade an individual's consciousness, typically causing significant distress.

Unwanted Thoughts

Unwanted thoughts refer to intrusive thoughts that are distressing or disturbing, often occurring spontaneously without the individual's desire.

Specific Phobia

An intense, irrational fear of, and aversion to, a particular object, situation, or activity that poses little or no actual danger.