Before Meeting Her Clients,Karen Forms a Mental Picture of Herself

question 77

Multiple Choice

Before meeting her clients,Karen forms a mental picture of herself succeeding in making that sale.This is an example of:

• A)creative selling.
• B)visualization.
• C)day dreaming.
• D)self-talk.
• E)positive thinking.

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Definitions:

Kahneman and Tversky

Psychologists known for their work on the psychology of judgment and decision-making, as well as behavioral economics.

Image Theory

A theory in decision-making research which suggests individuals make decisions based on their internal values (principles), plans (projects), and beliefs about potential outcomes (prospects).

Frontal Lobe

The front part of the brain associated with decision making, problem solving, control of purposeful behaviors, consciousness, and emotions.

Phineas Gage

A historically significant case in neuropsychology where an individual survived a traumatic brain injury, providing early evidence of the role of the frontal lobes in personality and behavior.