When Salespeople and Buyers Trust Each Other,they

question 84

Multiple Choice

When salespeople and buyers trust each other,they:

• A) share ideas more willingly.
• B) communicate more efficiently.
• C) assume that each party will be honest with the other one.
• D) assume there is no need to constantly monitor the activities of the other.
• E) perform all of the above functions.

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Definitions:

Cannon-Bard Theory

A theory of emotion that proposes emotions and physiological reactions occur simultaneously.

Arousal Theory

Arousal theory suggests that people are motivated to maintain an optimal level of arousal, a state of alertness and physical and mental activation.

James-Lange Theory

A theory of emotion stating that physiological responses precede emotional experiences, suggesting that emotions result from the interpretation of bodily reactions.

Emotional Reactions

Responses that involve feelings and are typically prompted by environmental stimuli or internal thoughts.