Cindy Ho,VP of Finance at Discrete Components,Inc

question 59

Multiple Choice

Cindy Ho,VP of Finance at Discrete Components,Inc.(DCI) ,theorizes that the discount level offered to credit customers affects the average collection period on credit sales. Accordingly,she has designed an experiment to test her theory using four sales discount rates (0%,2%,4%,and 6%) . Cindy wants to control for the size of the customer but not to test for it as the main variable of interest so she classified DCI's credit customers into three categories by total assets (small,medium,and large) . Then,she randomly assigned four customers from each category to a sales discount rate. In Cindy's experiment "total asset size of credit customer" is ________.

• A) a surrogate variable
• B) the dependent variable
• C) a blocking variable
• D) a treatment variable
• E) a constant

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Definitions:

Bargaining Zone

The range within which two parties in a negotiation are willing to compromise in order to reach an agreement.

Target Point

The desired outcome or goal that negotiators aim to achieve in a negotiation process.

Bargaining Zone

The range within which an agreement is satisfactory to both parties involved in a negotiation process.

Resistance Point

In negotiation, the limit beyond which a person or party refuses to go or the minimum outcome they are willing to accept.