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

question 71

Multiple Choice

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

• A) gestalt
• B) exchange
• C) gemba
• D) satisfaction/dissatisfaction

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Definitions:

Logical Application

The use of reason and systematic thinking to solve problems or make decisions based on established principles.

Elaboration Likelihood Model

A theory that explains how people are persuaded, suggesting two main pathways of persuasion: central and peripheral.

Central Route

A pathway of persuasion that involves careful and thoughtful consideration of the arguments presented in a message.

Noncommitment

An unwillingness or hesitation to make a decision or take a definitive stance on an issue.