One Characteristic of Scenario Analysis Is That

question 118

Multiple Choice

One characteristic of scenario analysis is that:

• A)it allows only one variable at a time to change.
• B)it limits variation to only three of the more likely variable combinations.
• C)all or nearly all variations are analyzed, regardless of likelihood.
• D)managers generate each variation by hand.

Explain the concept of systematic desensitization and how it differs from counterconditioning.

Understand how shaping can be utilized to teach or modify behaviors.

Describe how extinction works in both classical and operant conditioning contexts.

Explain the effects of continuous and partial reinforcement schedules and their applications.

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Definitions:

Credibility

A salesperson’s believability, established through empathy, willingness to listen to specific needs, and continual enthusiasm toward his or her work and the customer’s business.

Buying Center

A group composed of all of the people performing different roles in the buying process (e.g., user, buyer, decider, influencer, gatekeeper) based on their expertise and responsibilities within their firm.

Simile

A figure of speech comparing two different things, often introduced with the words “like” or “as,” to create a vivid description.

Metaphor

An implied comparison that uses a contrasting word or phrase to evoke a vivid image.