The _____ Model Proposed by Michael Ray Involves Selective Learning

question 73

Multiple Choice

The _____ model proposed by Michael Ray involves selective learning, whereby a consumer seeks information that supports a purchase choice made and avoids information that would raise doubts about the decision.

• A)standard learning
• B)dissonance/attribution
• C)low-involvement
• D)cognitive response
• E)5-Ws

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Definitions:

Final Stage

Refers to the last phase in a process or project, often indicating the completion of planned activities or the final steps before reaching a goal.

Personal Selling

A direct form of marketing where a salesperson personally communicates with potential customers to sell goods or services.

Assumptive Close

A sales technique where the salesperson assumes that the customer has already decided to purchase and closes the sale under that assumption.

Urgency Close

A sales technique that creates a sense of urgency to encourage immediate buying decisions, often through limited-time offers or scarcity.