Question

A customer who is inclined to the inquisitive style is best served by which of the following courses of actions undertaken by the service provider?

a) Providing minimal information to avoid overwhelming them.
b) Offering a concise summary without details.
c) Presenting thorough information with evidence and examples.
d) Focusing on emotional aspects rather than factual details.

Answer 1

To best serve a customer with an inquisitive style, a service provider should offer thorough information with supporting evidence and examples. Peripheral route persuasion tactics are less effective for these customers, as they prefer the central route of processing which relies on analytical thinking.

Step-by-step explanation:

A customer with an inquisitive style is best served when the service provider offers them thorough information complete with evidence and examples. This approach not only satisfies the customer's need to understand the products or services in depth but also builds trust through transparency. To reassure a buyer who has imperfect information, a seller might provide detailed product specifications, evidence of quality assurance, testimonials from other customers, and comprehensive after-sales support details.

Peripheral route persuasion techniques, such as celebrity endorsements or emotional appeals, are less effective with inquistive customers compared to factual information, which is an element of the central route to persuasion. This route is most effective when the audience is analytical and motivated, allowing them to deeply process the information presented to them.