The Mental States, or Formula, Approach to Personal Selling Assumes

question 15

Multiple Choice

The mental states, or formula, approach to personal selling assumes that buyers must be led through four mental states. In what order do these mental states typically occur?

• A) motive, intent, commitment, action (MICA)
• B) attention, desire, interest, purchase (ADIP)
• C) curiosity, interest, conviction, purchase (CICP)
• D) attention, interest, desire, action (AIDA)

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Definitions:

Magic Number

A term often used to refer to the number 7±2, which psychology suggests is the span of working memory, or the maximum number of items an individual can maintain in cognizant thought at once.

Chunking

A memory technique that organizes information into manageable units or chunks, making it easier to remember.

Miller

Refers to George A. Miller, a notable psychologist best known for his theory on the limitations of short-term memory capacity, famously summarized as "the magical number seven, plus or minus two."

Chunking

A cognitive strategy for organizing information into more manageable parts or groups to enhance learning and memory recall.