Reliability is necessary, but not sufficient, for establishing the validity of a measure.
a. True
b. False
Indicate whether the statement is true or false
Question 2Consumers purchasing electronic appliances often use informational influence when making a decision about which appliance to purchase.
Indicate whether the statement is true or false
Question 3A salesperson who uses SIER model when listening is engaged in ________.
a. selling
b. active listening
c. questioning
d. SPIN
e. None of these are correct.
Question 4Consistency is the hallmark of validity.
a. True
b. False
Indicate whether the statement is true or false
Question 5When our consumer freedom is being threatened, a boomerang effect occurs and we engage in reactance.
Indicate whether the statement is true or false
Question 6A salesperson asking a buyer to think about what life would be like if the problem was gone, would be asking which type of ADAPT question?
a. Assessment
b. Implication
c. Projection
d. Transition
e. Activation
Question 7Random error affects the measurement in a constant way.
a. True
b. False
Indicate whether the statement is true or false
Question 8Children who are 20 months old can recognize the difference between boy toys and girl toys.
Indicate whether the statement is true or false
Question 9With respect to SPIN, questions designed to get the buyer thinking about the consequences of a problem are called ________ questions.
a. situation
b. problem
c. assessment
d. activation
e. implication
Question 10Ratio scales can be used to do everything that interval, ordinal and nominal scales can do.
a. True
b. False
Indicate whether the statement is true or false
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