In Contrast to Previous Research, Knutson, Ricks, Wimmer, Prelec, and Loewenstein

question 63

True/False

In contrast to previous research, Knutson, Ricks, Wimmer, Prelec, and Loewenstein (2007) found that changes in brainwave patterns in reaction to a product provided any guidance on what other products a person might like.

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Definitions:

Trial Close

A sales technique where the salesperson asks the potential buyer questions that assume the sale has been made, to gauge their readiness to commit.

FAB Demonstration

A sales technique focusing on features, advantages, and benefits of a product to persuade potential buyers.

Response To The Stimulus

The reaction or change in behavior or action of an organism or system as a result of a specific external factor or stimulus.

Market Share

The portion of a market controlled by a particular company or product, often expressed as a percentage of total sales within the industry.