The Behavioral Science Approach Relies on Scientific Research for Developing

question 77

Multiple Choice

The behavioral science approach relies on scientific research for developing theories about human behavior that can be

• A) used to develop sales tools.
• B) used in behavioral science research.
• C) helpful when looking at competitive products.
• D) used to provide practical tools for managers.
• E) used to establish MBO goals.

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Definitions:

Framing Effect

A cognitive bias where people react differently based on the way information is presented to them, demonstrating how context and framing can influence decision making.

Representativeness Heuristic

A mental shortcut used to make judgments about the probability of an event under uncertainty, based on how similar it is to our typical idea of the event.

Framing

The process of presenting or constructing a concept, idea, or issue in a certain way to influence perception and judgment.

Representativeness Heuristic

A mental shortcut that involves judging the likelihood of an event or situation by comparing it to an existing prototype that already exists in our minds.