AUTOMOBILE SCENARIO Consider a Consumer Who Is Contemplating a New Automobile Purchase

question 79

Multiple Choice

AUTOMOBILE SCENARIO
Consider a consumer who is contemplating a new automobile purchase. She has narrowed her decision down to two brands, Honda Accord and Ford Taurus. She has identified gas mileage, price, warranty, and styling to be important attributes to consider in her decision. Her evaluative ratings (e) for each attribute and her beliefs of how each brand performs on a given attribute (b) are given below:

-Refer to the Automobile Scenario.The consumer comes across an advertisement that shows Honda stating that Accord is being offered as an environment-friendly hybrid model.According to the elaboration likelihood model (ELM) ,this consumer is most likely to be influenced by the _____ route to persuasion.

• A) central
• B) peripheral
• C) secondary
• D) sentiment
• E) unit

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Definitions:

Positive Settlement Range

A range in negotiation where the terms agreed upon are acceptable to all parties involved, often leading to a mutually beneficial outcome.

Bargaining Range

The spectrum of possible agreements in a negotiation, bounded by the respective parties’ resistance points.

Calculated Incompetence

Calculated incompetence is the deliberate act of pretending or claiming to be less capable or knowledgeable than one truly is, often to avoid responsibility or work.

Misleading Information

False or inaccurate information intended to deceive or mislead someone.