The Lower Classes Use More Restrictive Codes Than Do the Upper

question 80

Multiple Choice

The lower classes use more restrictive codes than do the upper classes. How does this knowledge change the way insurance would be sold to a working- class man compared to an upper- class man?

• A) The promotion to the working- class man would emphasize pictures while the upper- class promotion would emphasize words.
• B) The promotion to the working- class man would emphasize the long- term benefits of insurance, while the upper- class promotion would emphasize the short- term consequences of the choice.
• C) The promotion to the working- class man would use a large vocabulary, while the upper- class promotion would contain few qualifiers.
• D) The promotion to the working- class man would emphasize his immediate satisfaction in knowing that his family will be cared for, while the upper- class promotion would emphasize the long- term consequences of the choice.
• E) Both men would receive the same ad because elaboration codes have been found to be irrelevant to this product category.

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Definitions:

Face-To-Face

Direct interaction between people in the same physical location, allowing for immediate feedback and nonverbal communication.

Nonverbal Subtleties

The minor or delicate signals communicated through body language rather than words.

Negotiations

The process of discussing something with someone in order to reach an agreement.

Collaborative Problem Solving

A method where two or more people work together to solve a problem or achieve a goal.