A Sales Objective of "Sell 150 Percent More Over the Next

question 30

Multiple Choice

A sales objective of "Sell 150 percent more over the next 12 months" likely fails on which characteristic of properly developed goals?

• A) realistic, yet challenging
• B) specific and quantifiable
• C) time specific
• D) consistent with organizational mission

Understand the basic principles and models explaining classical conditioning, including Rescorla-Wagner model, AESOP model, stimulus-substitution theory, and sometimes-opponent-process theory.

Grasp the neurobiological underpinnings of conditioning, specifically the role of amygdala circuits in response to predictive and surprising events.

Comprehend the concepts of conditioned stimulus preexposure, unconditioned stimulus preexposure, and their effects on conditioning.

Define and differentiate between key conditioning procedures such as backward conditioning.

---

Definitions:

Participant Observation

A research method in qualitative research where researchers immerse themselves in a group to observe and participate in its activities, gaining an insider's perspective.

Street Gang

An organized group of individuals often involved in criminal activities and identified by their control of a particular territory, use of particular symbols, and loyalty to the group.

Sudhir Venkatesh

An American sociologist known for his detailed research and work in urban neighborhoods, highlighting issues of poverty, crime, and gang life.

Familism

A social structure where the needs of the family as a group are more important and prioritized over the needs of any individual family members.