You Are Interested in Studying Health Behaviors, Particularly Why Some

question 154

Essay

You are interested in studying health behaviors, particularly why some patients comply with their doctors' order to take the full course of a prescribed medication, whereas others stop taking the medication once they begin to feel better. You run an experiment to test whether people who write down their own dosing instructions are more compliant than those who have the doctor do it for them. Results reveal that having patients write their own dosing instructions has a significant impact on compliance. However, a colleague disputes your claim saying perhaps the severity of illness is what is affecting compliance behavior. Use your understanding of random assignment to respond to this concern.

Grasp the importance of responding adequately to objections and the inability to close sales.

Compare and contrast different closing techniques such as assumptive close, summary-of-benefits close, and standing-room-only close.

Elucidate the role of asking questions in both gathering information and closing sales.

Analyze the reasons why salespeople face difficulties in closing sales.

---

Definitions:

Referent Informational Influence

Pressure to conform to a group norm that defines oneself as a group member.

Social Identity Approach

A theoretical framework suggesting that individuals define themselves by the groups to which they belong, affecting their behaviors and attitudes.

Normative Influence

The impact of societal norms and peer pressures on an individual's behavior, often leading to conformity even if personal beliefs differ.

Dissenters

Individuals who express opinions that are at variance with those previously, commonly, or officially expressed.