Question

Just as Brian, a sales manager, walked into a prospect's office carrying samples and his portfolio for the demonstration, he tripped and fell down right in front of the prospect. All his material for the presentation was scattered on the floor, and it took him almost five minutes to get things back on track. Because of the _____, the prospect is likely to permanently label Brian as clumsy and ineffectual.

Answer 1

Answer:

halo effect

Explanation:

Halo effect is defined as a cognitive bias that involves creation of an impression about an individual and this influences how we think and feel about their character. For example when a consumer has had previous poelsitive experience with a producer's good, they tend to create a good impression of the producer. Any new good introduced will be favourably received.

In this instance Brian tripped in front of the prospect and it took up to 5 minutes for him to organise himself. He has created a negative bimpression in the mind of the prospect. This leads to the feeling that Brian is clumsy and ineffectual.