Shane Chadwick Is a Sales Representative for the Metropolitan Commuter

question 20

Multiple Choice

Shane Chadwick is a sales representative for the Metropolitan Commuter Rail Service, selling ad space inside commuter rail train cars and stations. He has presented and negotiated to a representative from a new church trying to attract members by advertising their philosophy and service times.
-Shane and the church representative spend time talking about ways to structure the deal to make it possible for the church to buy the ads. Shane offers to discount the ad space if the church pays for the printing costs. This discussion is part of:

• A)an extended close
• B)negotiations
• C)rebuilding rapport
• D)logrolling
• E)partnering

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Definitions:

Dependent Variable

The outcome factor that researchers measure in an experiment and expect to change as a result of manipulations to the independent variable.

Ex Post Facto

A research design in which the researchers retrospectively investigate the cause-and-effect relationship between variables, after the events have occurred.

Participant Groups

Divisions or categories of subjects who take part in a research study, often differentiated by certain variables or treatments.

Subject Variables

Characteristics of study participants that are not manipulated but can affect the outcome of an experiment, such as age, gender, intelligence, or personality.