SPTE 450: Exam 1 Review

For a source to be credible, it must possess an expertise and what?

T or F: Persuasion is strictly based on wording and message content

The selling emphasis in this era focuses on negotiation rather than manipulation

Free advertising (or hype) around an event/athlete is considered what?

An example of a functional incentive would be

...is the capacity for monitoring our own feelings and those of others

T or F: Your way of elaboration/decision making directly relates to intelligence

What kind of bonding is considered the weakest in relationship marketing?

Any paid form of non personal presentation of ideas, goods, or services is called?

Which sales era focused on product production and innovation?

Which adaptive selling strategy refers to a product strategy?

Which adaptive selling tactic refers to developing a product strategy?

A message that describes product benefits and short comings is what type of message?

Which True Color color refers to someone who is impulsive and spontaneous?

Persuasion achieved through this way of thinking is more persistent over time

The last step within the promotional hierarchy of effects is

The three guidelines of persuasion: Understanding brands involved, customer needs, and what?

The ultimate goal of promotional communication (selling) is to

Values are a predictor of _________________ which is a predictor of behavior?

Ray Tanner selling our new football coach at a Rotary Club meeting is considered what?

Once a receiver receives a message, they must do what?

Company policies and procedures should guide you on ethical decisions concerning:

Sport-based community relations depend on whom for visibility?

If you have an interest in golf and are more motivated to pay attention to an ad, you employ:

How do you influence someone who employs a peripheral route of decision making?

Facility aesthetics, scoreboard quality and seating comfort all make up what?

Which of the following is NOT someone who may influence an ethical decision?

What of the following should a salesperson do to develop a good customer strategy?