How Can Salespeople Make Use of the 'Reference Group' Influence

question 68

Essay

How can salespeople make use of the 'reference group' influence on buyer behaviour?

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Definitions:

Food Pellets

Small, compacted units of food commonly used for feeding animals, including pets and livestock.

Punishment

A process by which a consequence immediately follows a behavior, decreasing the likelihood that the behavior will be repeated.

Behaviour

Behaviour encompasses the actions and reactions of an organism, usually in relation to its environment, which can be observable or internal.

Negative Reinforcer

An unpleasant stimulus that, when removed following a behavior, increases the likelihood of that behavior being repeated.