Bob Is a Salesperson for a Firm That Markets Products

question 5

True/False

Bob is a salesperson for a firm that markets products in a B2B market. His wife, Sally, is a salesperson for a retail store selling top-quality electronics goods. While Bob is likely to be successful using follow-up after the sale, Sally should avoid this approach.

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Definitions:

Subjective Norms

Subjective Norms involve an individual's perception of social pressure to perform or avoid a particular behavior, heavily influenced by the beliefs about what important people in their life think they should do.

Perceived Behavioral Control

An individual's belief about how easy or difficult it will be to perform a particular behavior.

Attitude Accessibility

The ease with which an attitude can be remembered or brought to mind.

Cognitive Structure of Belief

The mental framework that organizes and influences one's acceptance of ideas, information, and perceptions, shaping attitudes and convictions.