Robert Smiles a Lot When He Makes Presentations to Prospective

question 20

Multiple Choice

Robert smiles a lot when he makes presentations to prospective buyers of his product. He says he uses the smile to communicate the idea he is a friendly, helpful salesperson. In terms of the communication process, translating this idea into a smile is his way of:

• A)decoding.
• B)deceiving.
• C)encoding.
• D)encroaching.
• E)deciding.

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Definitions:

Unpredictable

not able to be predicted or foreseen, often because of constant changes or lacking a pattern.

Variable-Interval

A timetable for reinforcement where the time intervals between receiving reinforcement vary around a certain average but are unpredictable.

Reinforcement

A principle in behavioral psychology where an outcome or consequence of a behavior increases the likelihood of that behavior occurring again in the future.

Decreases

A reduction in size, quantity, or degree.