Some unethical casket dealers try to talk the bereaved families into buying a more expensive casket than they had planned. The casket salespeople try to manipulate the families into feeling guilty for choosing a cheaper model. Which situational influence are the casket salespeople trying to use to make their sale?
A) form utility
B) terms of the purchase
C) market quality
D) mood of buyer
E) objective of the purchase

Question

Quizplus · Accepted Answer

The casket salespeople are trying to manipulate the mood of the buyer by inducing feelings of guilt to influence their purchasing decision towards a more expensive casket.

Some Unethical Casket Dealers Try to Talk the Bereaved Families