The Phenomenon of ________ Describes Situations in Which Group Pressures

question 52

Multiple Choice

The phenomenon of ________ describes situations in which group pressures for conformity deter the group from critically appraising unusual, minority, or unpopular views.

• A) social loafing
• B) groupshift
• C) groupthink
• D) group polarization
• E) satisficing

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Definitions:

Anticipated Objections

Objections a salesperson expects to hear from prospects and prepares responses for in advance to smoothly handle resistance.

Energy Efficiency

The goal of using less energy to provide the same level of energy service, reducing energy costs and environmental impact.

Competitor's Carts

Analysis or tracking of competitors' sales, offerings, or strategies.

Hopeless Objection

A customer's concern or refusal that is perceived as insurmountable by the salesperson, making the sale unlikely.