In the Customer-Initiated Communication Process

question 17

Multiple Choice

In the customer-initiated communication process:

• A) the marketer targets more of its promotion effort at specific individuals who respond directly.
• B) a firm relies on a CRM database to target specific prospects.
• C) a customer initiates the communication process with a decision to search for information in a particular message channel.
• D) a seller initiates the communication process with a decision to search for information in a particular message channel.
• E) there is a transfer of information from higher-level management to production workers.

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Definitions:

Weber's Law

A principle in psychology that states the smallest perceptible difference in a stimulus is proportional to the intensity of the original stimulus.

High Threshold

A term indicating a level of high sensitivity or resistance to stimulus before a response is triggered.

Signal-detection Theory

A method for measuring the capacity to differentiate informative patterns from random, distracting ones.

False Alarm

An instance where a warning or signal is given, but no real danger or threat actually exists; it can also refer to a mistaken belief that a target or signal has been detected.