The Three Major Aspects of the Source Characteristic Affecting Persuasion

question 64

Multiple Choice

The three major aspects of the source characteristic affecting persuasion include:

• A)expertise, credibility, charisma
• B)credibility, charisma, attractiveness
• C)expertise, charisma, attractiveness
• D)expertise, trustworthiness, attractiveness

Explain the role of technology in enhancing salesperson time efficiency.

Comprehend the importance of relationship networking and the 80/20 principle in sales.

Understand the concept and relevance of sales territories in different industries.

Grasp the principles of account analysis and its classification systems.

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Definitions:

Variable-ratio

A schedule of reinforcement where a response is rewarded after an unpredictable number of responses, commonly used in behavior modification techniques.

Fixed-ratio

A schedule of reinforcement where a response is rewarded only after a specified number of responses, commonly used in behavior analysis.

Positive Reinforcement

In behaviorism, a method of increasing the likelihood of a behavior by following it with a desirable event or outcome.

Negative Reinforcement

A method in behavior psychology that strengthens a behavior by removing an unpleasant stimulus when the behavior occurs.