The ________ model of buyer behavior assumes a prospect will respond to the sales presentation in some predictable manner.

A) perceptual
B) stimulus-response
C) buying process
D) FAB
E) needs hierarchy

Stimulus-Response

A model or theory in psychology and marketing that describes how an individual or customer reacts to a stimulus (such as an advertisement) with a particular response.

Model

A representation, often simplified, that is used to demonstrate or explain complex processes, structures, or concepts.

Buyer Behavior

The actions and decision-making processes of individuals or groups as they purchase goods or services.