Answer:
Cantor the salesman,
1. probed Doris to know the state of her finances in a casual manner,
2. created fear in her by telling her of the possibility of dealing with the IRS and later,
3. went upfront in asking her about her card details.
Explanation:
In episode 680, of Anatomy of a scam, we learn about skills employed by salesmen to elicit delicate information from their prospects. Cantor, a seasoned salesman employs this tactics in his phone conversation with Doris. To know the state of her finances, Cantor probed Doris for delicate information like the amount of savings she had and the mortgage she owes. Because he was relaxed in asking these questions. Doris was more wiling to open up.
In trying to get her to pay the membership fee, he presented a likely problem which he explained joining the business would help her solve. When he wanted to extract the details from her debit card for payment, he went upfront in requesting them.
In this case, <span>she was using what your textbook calls EXPERT TESTIMONY
Expert testimony is a testimony that came from someone that has a credential in that specific field.
Example of expert testimony: </span>social security commissioner giving testimony about <span>social security system, astrophysicist giving testimony about planet's orbital condition, Bill Gates giving testimony about the condition of software market, etc.</span>
Answer:
Referral Marketing
Explanation:
Referral marketing is the method of promoting products or services to new customers through referrals, usually word of mouth. Such referrals often happen spontaneously but businesses can influence this through appropriate strategies
Answer:
In the terminology of classical conditioning, the smell of tequila is now a conditioned stimulus.
Explanation:
The day that Erin drank too much, the tequila was an unconditioned stimulus, producing a natural and unconditioned response, the vomit. Now the tequila has been paired with its smell, and the pure smell became the conditioned response, producing the same reaction as the tequila.
Answer:
motivational
Explanation:
The motivational process is a strong influence on the consumer's behavior and decision process. This is because this process makes the consumer buy a good or service, with the objective of reaching an established goal.
We can see an example of this in the question above, where Elise aims to buy gifts for her entire family. She is not sure if she remembered all the members of the family, so in order for her to reach the goal even in the face of possible forgetfulness, she bought gift cards to make sure that the whole family would receive something.
