Which of the Following Is a Difference Between Emotional and Rational

question 89

Multiple Choice

Which of the following is a difference between emotional and rational buying motives?

• A) Rational buying motives of a prospect are easy to discover, while emotional buying motives are not.
• B) Rational buying motives include motives such as security and status, while emotional buying motives are related to the economics of the buying situation.
• C) In business-to-business selling, emotional motives are typically the most important buying motives, while rational motives are the least important.
• D) Rational motives are based on the features of a product, while emotional motives are based on the benefits obtained from the product.
• E) Prospects are more likely to share their emotional buying motives with a salesperson and less likely to share their rational buying motives.

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Definitions:

Profit-Maximizing Firm

A company's aim to achieve the highest possible profit through adjusting its production and pricing strategies.

Total Revenue

The total amount of money received by a company from its sales of goods or services.

Elastic Supply Schedule

A situation where the quantity supplied of a good changes significantly when its price changes.

Marginal Revenue Product

the additional revenue generated from using one more unit of a factor of production, holding other factors constant.