An examination of the single-effect theory and the ego-defense mechanism that are used by salespeople to get people to buy products.
Written in 2004; 2,974 words; 3 sources; MLA; $ 87.95
Paper Summary:
This paper looks at how methods for inducing people to buy may be as many and as varied as the types of people on the earth and how there are really only just a few main psychological processes that occur when a person is making the decision of whether or not to buy. It examines two of these psychological processes, the single-effect theory and the ego-defense mechanism, and looks at how these two processes come into play in convincing people to buy.
From the Paper:
"The Single Effect Theory is another psychological sales process that comes into play in almost all sales transactions. Therefore, the successful sales person will be familiar with this process and know how to use it to his or her advantage. The Single Effect Theory is fairly simple in principle. It means that there are several processes and mechanisms that go into the successful completion of a sale, but that in the end all of these processes and mechanisms combine to produce one single effect. Ideally, this single effect is the purchase of the salesperson's product or service by the prospect."
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