The theoretical background for the stimulus-response approach to personal selling originated in early experiments with animal behavior.

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The statement is true. The stimulus-response approach to personal selling was influenced by early experiments with animal behavior, particularly the work of Russian physiologist, Ivan Pavlov, and American psychologist, B.F. Skinner. This approach suggests that a salesperson can elicit a desired response from a customer by using particular stimuli in the selling process.

The Theoretical Background for the Stimulus-Response Approach to Personal Selling