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Visiting the Dentist Scenario

question 90

Multiple Choice

Visiting the Dentist Scenario
Many people don't go to the dentist because they are afraid. There's plenty to fear-pain, needles, gagging, feeling helpless, having personal space invaded, and being lectured for not brushing, flossing, or visiting often enough. Of course, avoiding the situation can make matters even worse when a patient does finally visit the dentist. Some patients, especially older ones, are reluctant to visit the dentist due to phobias based on a bad experience they had at the dentist when they were a child. However, the dental industry has evolved tremendously over the years, essentially eliminating any pain for patients. Many dentists are going even further to quell patients' fears by offering sedation, pain killers, entertainment, atmospherics, and spa services during a patient's visit. While sedation and pain killers have been offered for years, newer alternatives try to enhance the experience for patients. For example, some dentists offer entertainment options such as TVs, headphones with soothing music, or goggles for watching 3-D movies. Spa services include warm neck rolls and hand and foot massages, all in a Zen-like environment complete with soothing waterfalls and candles. The hope is that patients' anxiety will be minimized by creating a positive atmosphere that will result in the recommended twice-a-year visits.
-Refer to Visiting the Dentist Scenario. Most patients go to the dentist because they want healthy teeth and gums, not because they are seeking an emotionally gratifying experience. Which type of consumer motivation primarily drives patients to the dentist?

Definitions:

Exchange Process

The interaction or transaction between two or more parties, typically involving the giving and receiving of goods, services, or information.

Transformational Leaders

Leaders who inspire followers to exceed their own self-interests, create significant changes, and transform both themselves and the organization.

Polarizing

Describes a situation or individual that divides or creates division among groups, often leading to distinct sets of supporters and opponents.

Personal Identification

A psychological process where individuals associate their identity with the characteristics, values, or beliefs of another person or group.