The model representing the stages a salesperson must

50. The model representing the stages a salesperson must take a customer through in the
personal selling process is the _____ model.
A. AIDA
B. hierarchy of results
C. diffusion rate
D. innovation-adoption
E. information processing
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Chapter 05 - The Communication Process
51. The _____ model is a response model that was developed for setting and measuring
advertising objectives. A basic premise of this model is that advertising effects occur over a
period of time.
52. The _____ model, the best known of the response hierarchies, shows the process by which
advertising works. The premise of this model is that advertising effects occur over a period of
time.
53. Which of the following response hierarchy models depicts consumers going through the
stages of awareness, interest, evaluation, trial, and adoption?
54. Which of the following response hierarchy models depicts consumers as going through
the stages of attention, comprehension, yielding, retention, and behavior?
A. The AIDA model
B. The hierarchy of effects model
C. The innovation adoption model
D. The information processing model
E. The integrated information response model
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Chapter 05 - The Communication Process
55. Which of the following hierarchical response models views the receiver of a persuasive
communication as a problem solver?
56. In 2004, Delta Airlines was the first major airline to charge passengers for snacks and
meals. The _____ model would have been most relevant for communicating this change.
57. Only the _____ model has a retention stage, which is important for consumers who are
considering purchase decisions and who are not ready to make a purchase.