Final answer:
The 'learning effect' described relates to the Law of Effect and latent learning, where a salesperson has learned to stop visiting a customer after repeated unsuccessful attempts. Latent learning involves a change in behavior without immediate reinforcement, but it's evident when needed. Techniques like the Foot-in-the-Door can be strategically employed to increase sales.
Step-by-step explanation:
Latent Learning in Sales
The scenario where a salesperson stops calling on an established customer after making 10 visits without a sale is an example of the Law of Effect. This principle, which was formulated by psychologist Edward Thorndike, posits that behaviors followed by satisfying outcomes are more likely to be repeated, whereas those with unpleasant outcomes are not. The salesperson's decision to cease visits indicates that they have learned, likely subconsciously, that the effort expended does not lead to the desired outcome of making a sale, demonstrating latent learning.
Latent learning is the type of learning that occurs without any immediate or apparent reinforcement or consequence. The knowledge or understanding gained remains hidden until it is required to be used. This concept is similar to the first example provided where an individual learns to leave home earlier to avoid being chewed out — a change in behavior in response to observing consequences to another person.
In the context of business strategies, understanding various techniques such as the Foot-in-the-Door technique can be useful for effective selling. This technique involves making a small request that is easy to agree to, followed by a larger request. It's a method based on the tendency for people who have already agreed to a small request to later comply with a bigger one. This technique can be used by salespeople to incrementally increase the size and value of a customer's purchase. Overall, learning effects in business situations can greatly influence sales tactics and consumer behavior.