Evidence That Organisms Are Biologically Predisposed to Learn the Associations

question 17

Multiple Choice

Evidence that organisms are biologically predisposed to learn the associations that most readily aid their survival has been provided by

• A) Watson and Rayner's study of fear conditioning in Little Albert.
• B) Bandura's study of observational learning and aggression in children.
• C) Pavlov's study of salivary conditioning in dogs.
• D) Garcia and Koelling's study of taste aversion in rats.

Explain the impact of reinforcement schedules on behavior

Understand the concepts of shaping and successive approximations in behavior modification

Recognize the importance of delay of gratification

Understand various marriage practices and their definitions, including patrilineal and matrilineal cousin marriages.

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Definitions:

Suggestive Selling

A sales technique where the salesperson suggests additional products or services to the customer, based on their initial purchase or interest.

Adaptive Selling Format

A flexible sales technique that allows customization of the sales approach based on the real-time needs and behaviors of the customer.

Cold Calling Format

A strategy used in sales and marketing where potential customers are contacted without prior interaction, often via phone.

Need-satisfaction Presentation

A sales strategy that focuses on identifying and meeting the specific needs of the customer, often used in consultative selling.