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Jillian, a salesperson, is in the middle of a sales dialogue with Jeremy, a prospect. She notices that Jeremy backs away each time she comes within four feet of him to talk. Which of the following is most likely a reason for this?
Subjective Values
Preferences or beliefs that are based on individual experiences, feelings, or opinions rather than objective measures.
Encoding Strategies
Methods or techniques used to enhance memory retention, such as chunking, mnemonic devices, and rehearsal.
Possible Selves
Self-schemas for whom one may be in the future; these include the ideal self and the ought self.
Promotion Focus
An orientation to actively pursue valued goals thought to arise when we compare our actual self to our ideal self.
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