A Salesperson Driving to Visit a Client Located Two Hours

question 261

Multiple Choice

A salesperson driving to visit a client located two hours away has a tire blow out on the highway. He walks about a mile to the next exit where he finds a service station. The owner of the station says he can replace the blown tire, but it will cost twice as much as it would to purchase a tire in the salesperson's home city. The salesperson, not wanting to be late for his appointment, agrees to pay the higher price in order to get back on the road. This case illustrates the effect of ______________________ on buying behavior.

• A) cultural background
• B) social groups
• C) purchase situation
• D) learning situation
• E) reference groups

---

Definitions:

Accounts Payable

The amount of money that a company owes to its suppliers or creditors for goods and services purchased on credit.

Receivables Period

The amount of time it takes for a company to collect payments owed by its customers after a sale has been made.

Selling Price

The amount of money charged for a product or service, or the sum obtained from the sale of an asset.

Receivables

Money owed to a company by customers for goods or services that have been delivered or used but not yet paid for.