The Twenty Statements Test Asks Respondents to Make Twenty True

question 34

Multiple Choice

The Twenty Statements Test asks respondents to make twenty true statements about themselves that begin with the phrase "I am." Why is this test discussed in a chapter about social groups?

• A) It was developed to measure the extent to which individuals follow the norms of their primary groups.
• B) It helps sociologists understand the extent to which group norms constrain individuals.
• C) It helps to map social networks by establishing what social ties exist between people.
• D) It was developed to measure the extent to which we base our identity on membership in groups.

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Definitions:

Trial Close

A sales technique where the salesperson tests the willingness of the customer to buy during the sales presentation.

Multiple Closes

A sales technique involving the use of various closing strategies to secure a deal or sale.

Mental Buying Process

The psychological stages a consumer goes through before making a purchase decision.