Question: (M12): Especially with in-person settings, sales representatives can exercise source power to add additional influence on customers to purchase a product. Suppose a sales representative
(M12): Especially with in-person settings, sales representatives can exercise source power to add additional influence on customers to purchase a product. Suppose a sales representative has a long-term relationship with a business-tobusiness customer and tells them they are very close to getting a bonus if they meet their quota for the month. The sales representative tells the customer that the really care if they place an order today, and they would consider it a big favor if they help them out. Which form of source power is the sales representative using in this example?perceived scrutinyperceived complianceperceived controlperceived concern
Step by Step Solution
There are 3 Steps involved in it
Get step-by-step solutions from verified subject matter experts
