What Is Priming Effect

question 61

Multiple Choice

What is priming effect?

• A) The tendency to infer unknown personality characteristics on the basis of known dispositions
• B) The tendency for recently used concepts to come to mind easily and influence the interpretation of new information
• C) The tendency for people to underutilize target characteristics and rely on their own traits when forming impressions of others
• D) The tendency to continue to believe preexisting impressions even after they are discredited

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Definitions:

Bargaining Chips

Valuable assets or advantages held by a negotiator that can be used to influence or gain leverage in bargaining situations.

Price Flexibility

The ability of a seller to adjust the price of goods or services based on market conditions, competition, and customer demand.

Formula Sales Method

A structured and often scripted approach to selling that follows a certain sequence of steps designed to lead a potential customer to make a purchase.

Inexperienced Salespeople

Individuals engaged in sales who have limited knowledge and skills due to their recent entry into the field.