A Car Salesman Using the Low-Ball Technique Would Do Which

question 9

Multiple Choice

A car salesman using the low-ball technique would do which of the following?

• A) First, get the buyer to agree to buy a car at an expensive price, then reduce the price to make the buyer feel good about the purchase.
• B) Lead the potential buyer to believe that the model and color he wants are scarce.
• C) Tell the buyer that the car is definitely not for sale, and then say that it could be sold if the buyer will outbid the previous bidder.
• D) Get the potential buyer to agree to buy the car at a reduced price, then say the manager will not allow the sale unless the customer is willing to pay $250 more than the initial agreement.

Analyze the decision-making process involving risk and reward, with applications to criminal behavior.

Discuss the factors influencing individual demand for goods and services.

Apply the utility-maximizing rule to explain consumption choices under budget constraints.

Explain the significance of the marginal rate of substitution in consumer choice theory.

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Definitions:

Neurotic Needs

Neurotic needs are compulsive attachments or strategies that individuals develop to cope with feelings of insecurity and anxiety, according to psychoanalytic theories.

Irrational Defenses

Mental strategies that are logically flawed used by individuals to protect themselves from feelings of anxiety or guilt.

Anxiety

Anxiety is a feeling of fear, dread, or apprehension, often with no clear justification. It can affect both the mind and the body, leading to physical symptoms as well as psychological distress.

Self-Protective Mechanisms

Psychological strategies employed by individuals to defend themselves against threats to their self-esteem or well-being.