One of the Most Important In-Store Factors Is the Salesperson

question 50

Multiple Choice

One of the most important in-store factors is the salesperson. This influence can be understood in terms of ________, which stresses that each participant gives something to the other and hopes to receive something in return.

• A) risk-aversion theory
• B) gestalt theory
• C) exchange theory
• D) interchange theory

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Definitions:

Continuous Reinforcement

A reinforcement schedule in which a reward follows every correct response, often used to establish or strengthen new behaviors.

Operant Conditioning

A training mechanism that adjusts the vigor of an activity by the addition of incentives or the imposition of penalties.

Immediate Reinforcement

The immediate reward or punishment following a behavior, which influences the likelihood of that behavior being repeated.

Successful Occasion

Represents a situation or event where the intended or desired outcomes are achieved effectively.