An appliance salesperson has learned to focus his or her presentation to the female head of household in terms of color, freezer location preference (side or top), and shelf preference (glass or coated wire). In contrast, the salesperson tends to focus his or her presentation to the male head of the household when discussing water hookups and payment terms options. The salesperson is demonstrating which aspect of consumer decision making?

Question

Quizplus · Accepted Answer

This behavior reflects joint decision making, where the salesperson tailors the presentation based on the perceived interests or decision-making areas of each member of the household, indicating an understanding that both individuals have a role in the final purchase decision.

An Appliance Salesperson Has Learned to Focus His or Her