Research Indicates That Minorities Are Most Influential When They

question 41

Multiple Choice

Research indicates that minorities are most influential when they

• A)make use of two-sided rather than one-sided appeals.
• B)unswervingly stick to their position.
• C)argue positions that are greatly discrepant from the majority position.
• D)show respect for the majority position.

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Definitions:

AIDA Approach

A marketing strategy model that stands for Attention, Interest, Desire, and Action, used to guide the process of advertising and sales techniques.

Transactional Selling

A sales approach focused primarily on achieving quick sales transactions rather than building long-term customer relationships.

SPIN Procedure

A sales technique that involves asking Situation, Problem, Implication, and Need-payoff questions to understand and address customer needs.

New-Task Buying

The process of making a purchase decision for a product or service that a buyer has no previous experience with.