According to the Reconstruction Principle (Affect Control Theory), When a Deflection

question 27

Multiple Choice

According to the reconstruction principle (affect control theory) , when a deflection resulting from a discrepancy between fundamental sentiments and a transient impression is too great to repair behaviorally, people will:

• A)alter the characteristics of the actors in a situation
• B)direct their attention toward away from others' behaviors
• C)exit the social network
• D)express anger or defeat
• E)withdraw from the situation

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Definitions:

Triplets

A group of three closely related individuals or items, often referring to three siblings born at the same time.

Automobile Dealer

A business entity that sells new or used cars at the retail level, typically based on a dealership contract with an automaker.

Prospect's Meaning

The understanding or interpretation a prospective buyer has of a product, service, or message conveyed by the salesperson.

Redirect Question

A question that guides the prospect back to selling points that both parties agree on.