Ali Mulhammed Has Been Working for a Producer of Video

question 151

Multiple Choice

Ali Mulhammed has been working for a producer of video games that sell through toy wholesalers to retailers. He knows all about the games sold by his company and by competitors. He goes into his wholesalers' territories and tries to get local retailer customers interested in the company's line-and even trains retailers to demonstrate the games. When a retailer is ready to buy, Ali turns the business over to the wholesaler's sales rep. Ali is a:

• A) member of the firm's major accounts sales force.
• B) missionary salesperson.
• C) technical specialist.
• D) manufacturers' agent.
• E) None of these jobs is correct.

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Definitions:

Cognitive Consistency Theories

A group of attitude theories stressing that people try to maintain internal consistency, order and agreement among their various cognitions.

Three-Component Model

A framework in psychology that describes an attitude as having cognitive, affective, and behavioral components.

Attitude

A mental inclination shown by assessing a specific entity with a certain level of preference or aversion.

Information Integration Theory

A psychological theory explaining how individuals combine information from different sources to form a judgment or attitude.