Tracy Asks the Customer to "Put Her to the Test

question 30

Multiple Choice

Tracy asks the customer to "put her to the test." Tracy is trying to overcome ______________ customer concern.

• A)Is this your best price?
• B)Loyalty to the existing supplier
• C)I don't really know you.
• D)I need more time to consider your product.

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Definitions:

Consistency Motive

The desire to maintain uniformity in one's attitudes, beliefs, and behaviors over time.

Affiliation Goal

An individual's aim to build, maintain, or restore positive relationships with others.

Descriptive Norm

A norm that characterizes the typical behavior of a group, acting as a guide to expected behaviors in specific situations.

Consistency Motive

refers to the desire or drive to maintain a stable, consistent set of beliefs, attitudes, and behaviors over time.