The Problem with Instrumental-Rational Action Is That

question 50

Multiple Choice

The problem with instrumental-rational action is that

• A)decision-makers spend too much time evaluating the various means of achieving a valued goal.
• B)people's thought and behaviour is influenced by emotion and superstition.
• C)the valued goal can become so all-important that people lose sight of the negative consequences that can arise from the methods used to reach that goal.
• D)decision-makers spend too much time trying to anticipate the unforeseen consequences of value-rational action.

Comprehend the costs associated with sales activities, including outbound and field sales calls.

Understand the significance of personal selling in marketing and its impact on customer decision-making.

Recognize the use of telemarketing in sales, including inbound and outbound telemarketing.

Understand the importance of product knowledge and problem-solving abilities in personal selling.

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Definitions:

Own Behavior

Refers to an individual's actions or conduct that they are personally responsible for or in control of.

Sense of Purpose

The motivation that drives individuals or groups to achieve goals and objectives, providing direction and meaning to actions or projects.

Self-interest

Acting in a way that is beneficial to oneself, often without regard for others.

Attribution Theory

A psychological theory focused on how people explain their own and others' behaviors, attributing causes to either internal dispositions or external situations.