The Objective of Personal Selling in an IMC Program Is

question 29

Multiple Choice

The objective of personal selling in an IMC program is to:

• A) make communication between sellers and buyers nonpersonal.
• B) create primarily transactional relationships between retailers and sellers.
• C) build a relationship that will provide long-term benefits to both buyers and sellers.
• D) shift from being labor intensive to being capital intensive.
• E) lower selling costs.

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Definitions:

Positive Punishment

A behavioral concept where the introduction of an unfavorable outcome or stimulus decreases the likelihood of a behavior recurring.

Negative Punishment

A behavior modification method involving the removal of desirable stimuli to decrease a behavior's occurrence.

Physical Punishment

A form of discipline that involves the use of physical force with the intention of causing a person to experience pain but not injury, for purposes of correction or control.

Suppression

The conscious act of stopping oneself from thinking or feeling certain emotions or thoughts.