A Salesperson Notices That a Customer Is Closely Examining a Particular

question 7

Multiple Choice

A salesperson notices that a customer is closely examining a particular television set. She approaches the customer and explains that it's a great TV, but, unfortunately, the last one was sold 20 minutes ago. The disappointed customer asks if there are any more available. The salesperson agrees to check, but first asks the customer if he will purchase the TV if one is found. The customer agrees quickly. Lo and behold, the salesperson finds an additional supply of televisions. Though the TV is not quite as attractive as it was a moment ago, the customer buys it anyway. Which weapon of influence led to the sale?

• A) Scarcity
• B) Authority
• C) Commitment and Consistency
• D) Both a and b
• E) Both a and c

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Definitions:

Stereotype

A widely held but oversimplified and generalized belief about a particular type of person, group, or thing, which may or may not reflect reality.

Generalized Belief

involves broad, general assumptions or convictions about oneself, others, or the world, often operating unconsciously and influencing behavior and perceptions.

Self-Fulfilling Prophecies

The phenomenon where a belief or expectation, once stated, causes actions that result in the belief becoming true.

Friendly Way

A manner or approach that is kind, pleasant, and supportive when interacting with others.