When the Final Price Is to Be Negotiated Between the Buyer

question 81

True/False

When the final price is to be negotiated between the buyer and the seller, personal selling is effective.

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Definitions:

CS

stands for Conditioned Stimulus, an originally neutral stimulus that, after association with an unconditioned stimulus, comes to trigger a conditioned response.

Higher-Order Conditioning

The phenomenon that a stimulus (CS2) can elicit a conditioned response (CR) even without being paired with the unconditioned stimulus (UCS) if the CS2 is paired with a conditioned stimulus (CS1).

Counterconditioning

The elimination of a conditioned response when the conditioned stimulus is paired with an opponent or antagonistic unconditioned stimulus

Stimulus Substitution

A theory in classical conditioning suggesting that a conditioned stimulus acts as a substitute for an unconditioned stimulus, eliciting a similar response.