Why Is Deception Typically Utilized in Experiments

question 13

Multiple Choice

Why is deception typically utilized in experiments?

• A) Informing participants of the true nature of the study may dictate or unduly influence behavior
• B) To determine how different cover stories can influence participant's attitudes
• C) Informing participants about the experimental hypotheses may create problems
• D) Describing the actual purpose of studies can be overly technical

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Definitions:

Customer-Oriented Selling

The adoption of the marketing concept at the level of the individual salesperson and customer.

Customer-Oriented

This concept involves prioritizing customer needs and satisfaction in all aspects of a company’s operations and decision-making processes.

Feature-Advantage-Benefit Approach

A sales strategy that involves highlighting a product's features, explaining their advantages, and demonstrating how they provide benefits to the customer.

SPIN Acronym

Stands for Situation, Problem, Implication, Need-payoff, and is a sales technique used to identify and provide solutions to customer problems.