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

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Definitions:

Muscles

Tissues in the body that have the ability to contract, enabling movement and force.

Transduction

The conversion of one form of energy into another form, especially in sensory perception.

Sensory Quality

Characteristics of an object or experience that are perceived through the senses, such as taste, sound, smell, texture, or visual appearance.

False Alarms

In signal detection theory, this refers to instances where a signal is perceived or reported, but no actual signal was present.