Which of the Following Is Correct with Regard to Rational

question 84

Multiple Choice

Which of the following is correct with regard to rational and emotional purchase motives?

• A) Emotional purchase motives generally lead to post-purchase unhappiness.
• B) Rational motives are normally used for industrial goods purchases,while emotional motives are normally used for consumer goods purchases.
• C) Research shows that rational motives are more commonly used by men,while emotional motives are more commonly used by women.
• D) Emotional motives are used when purchasing services,while rational motives are used when purchasing goods.
• E) None of these.

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Definitions:

FAB Selling Technique

A presentation technique stressing features, advantages, and benefits of a product.

Benefit Selling

A sales approach that focuses on communicating the benefits and value of a product or service to the customer, rather than just its features.

Customer Retention

Strategies and activities a business employs to keep its customers engaged and reduce customer turnovers.

Cognitive Dissonance

A psychological phenomenon that occurs when a person holds contradictory beliefs, ideas, or values, leading to psychological stress or discomfort.