The model representing the stages a salesperson must take a customer through in

The model representing the stages a salesperson must

  • University of Houston
  • MARK 3339
  • Test Prep
  • KidHackerFinch7151
  • 83
  • 97% (31) 30 out of 31 people found this document helpful

This preview shows page 13 - 16 out of 83 pages.

50. The model representing the stages a salesperson must take a customer through in the personal selling process is the _____ model. A. AIDAB. hierarchy of resultsC. diffusion rateD. innovation-adoptionE. information processing5-13
Image of page 13
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 whichadvertising 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 modelB. The hierarchy of effects modelC. The innovation adoption modelD. The information processing modelE. The integrated information response model5-14
Image of page 14
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.
Image of page 15
Image of page 16

You've reached the end of your free preview.

Want to read all 83 pages?

  • Spring '11
  • Samaraweera
  • Marketing, AACSB

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture