By encouraging people to imagine their homes being destroyed by a fire,insurance salespeople are especially successful at selling large homeowners' policies.They are most clearly exploiting the influence of
A)belief perseverance.
B)the representativeness heuristic.
C)overconfidence.
D)the availability heuristic.

Question

Quizplus · Accepted Answer

The salespeople are exploiting the availability heuristic, which is the tendency to judge the likelihood of an event based on how easily examples come to mind. By asking people to imagine their homes being destroyed by a fire, they are making this scenario more salient and easily accessible in the person's mind, which can lead them to overestimate the likelihood of such an event and therefore purchase a larger insurance policy.

By Encouraging People to Imagine Their Homes Being Destroyed by a Fire,insurance