A salesman at a music store always begins by showing his customers high-priced instruments. When the customers refuse these, the salesman shows them the more economical models. Since the customers have turned down the first offer, they view the salesman's second offer as a concession and may feel inclined to buy the instrument. In this scenario, the salesman applies the

A. inoculation approach.
B. rejection-then-retreat approach.
C. scarcity approach.
D. cognitive dissonance approach.


Answer: B

Business

You might also like to view...

Which of the following involves forecasting alternative outcomes based on different assumptions about different marketing variables?

A) naïve extrapolation B) linear extrapolation C) scenario planning D) regression analysis

Business

________ involves the transformation of data to create new variables or modify existing ones

A) Transformational displacement B) Transform and reform C) Transform and modify D) Variable streamlining E) Variable respecification

Business

List six areas typically addressed by codes of ethics.

What will be an ideal response?

Business

The cot of recieving inventory is regarded as

a. a carrying cost. b. an ordering cost. c. a purchasing cost. d. a cost of not carrying goods in stock.

Business