Terrell is shopping for a new car, and the saleswoman wows him by emphasizing the fact that he can have the car with a two thousand dollar rebate. She also mentions the offer of zero percent financing for 72 months, but she does not really press that as a great option. Terrell has become convinced that the rebate is going to be the better deal, even though he'd actually save much more money with the no-interest financing. The saleswoman has used framing, but Terrell is falling prey to the effects of __________
A) intuition.
B) anchoring.
C) the representativeness heuristic.
D) the availability heuristic.

Question

Quizplus · Accepted Answer

Terrell is falling prey to the effects of anchoring. The saleswoman has anchored him on the idea of the rebate, making it the focal point of his decision-making process, despite the fact that the zero percent financing for 72 months would actually save him more money in the long run.

Terrell Is Shopping for a New Car, and the Saleswoman