Mark expected that he was going to have to deal with a middle- aged man in a loud sport coat, and he was surprised when salesperson Melanie approached. He inferred that he would not have to be so tough negotiating with a woman of his own age. Almost immediately Melanie laughed at his low- bid offer for a silver 1987 Camaro. In the sales interaction, they had quickly reached a tacit agreement about the way each would behave during the sale, a process called:
A) source attractiveness
B) pre- purchase search
C) interaction dominance
D) identity negotiation
E) missionary selling

Question

Quizplus · Accepted Answer

Identity negotiation refers to the process where individuals in a social interaction come to a mutual understanding about their roles and behaviors, as seen in the interaction between Mark and Melanie.

Mark Expected That He Was Going to Have to Deal