Fred White Has Just Accepted a Sales Position with the ABC

question 37

Multiple Choice

Fred White has just accepted a sales position with the ABC Health Maintenance Organization,a major provider of health care services.He had been selling medical supplies for some time and found that he understood how customers bought medical supplies.Which of the following is MOST LIKELY to be a characteristic of the health care services that Fred offers?

• A)Customers are engaged in a low involvement purchase process.
• B)The quality of services can be predetermined in a similar manner to tangible products.
• C)A consumer may not have the ability to judge the quality of medical care service even after the service has been provided.
• D)The buyer does not participate in the delivery of the service.
• E)The service provider should concentrate on the problem recognition stage of the purchase decision process in the marketing health care services.

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Definitions:

Regression

A statistical process for estimating the relationships among variables, often used to predict the value of a dependent variable based on one or more independent variables.

Predict Scores

The estimated values derived from a predictive model based on independent variables.

Correlation

A statistical measure that indicates the extent to which two or more variables fluctuate together.

Regression

A statistical method used to model and analyze the relationships between dependent and independent variables to predict outcomes.