When Organizational Buyers Modify a Salesperson's Message to Make It

question 74

Multiple Choice

When organizational buyers modify a salesperson's message to make it more consistent with their predispositions toward the company, this provides an illustration of:

• A)selective exposure.
• B)selective attention.
• C)selective perception.
• D)selective retention.
• E)selective memory.

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Definitions:

Performance Reviews

Evaluations conducted periodically to assess an employee's job performance, strengths, and areas for improvement.

Social Facilitation

The tendency for individuals to perform differently when in the presence of others, typically improving on simple tasks and doing poorly on complex tasks.

Energetic Performance

The level of vigor and enthusiasm displayed by individuals or groups in the execution of tasks.

Team Norm

Shared guidelines or rules of behavior that a team follows to increase efficiency and foster a positive environment.