Asked by Alicia Ebding on Jun 05, 2024
Verified
The process by which prospective buyers "internalize" or consider the information presented by the salesperson is referred to as a black box because:
A) sales actions lead to buyer reactions.
B) salespeople cannot read a buyer's mind.
C) psychological needs outweigh social wants.
D) for every stimulus, there must be a response.
E) salespeople seem untrustworthy to most buyers.
Black Box
In technology and psychology, a system or process whose internal workings are not visible or understood but can be observed by its inputs and outputs.
Internalize
The process of integrating beliefs, values, standards, or behaviors within oneself without external influence.
Prospective Buyers
Individuals or entities showing interest in purchasing a product or service, potentially becoming customers.
- Understand the process of internalizing product information and its impact on purchasing decisions.
Verified Answer
Learning Objectives
- Understand the process of internalizing product information and its impact on purchasing decisions.
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