Gonzales, Aronson, and Costanzo (1988) trained home energy auditors to describe uninsulated attics as "naked," and to point out that small cracks lose as much heat as a hole the size of a football in the living room wall. Compared to homeowners exposed to the typical appeal, those exposed to the new appeals were more likely to follow the auditors' recommendations because the new appeals __________.

Question

Gonzales, Aronson, and Costanzo (1988) trained home energy auditors to describe uninsulated attics as "naked," and to point out that small cracks lose as much heat as a hole the size of a football in the living room wall. Compared to homeowners exposed to the typical appeal, those exposed to the new appeals were more likely to follow the auditors' recommendations because the new appeals __________.

Quizplus · Accepted Answer

The new appeals made the problem of energy loss more vivid and noticeable to homeowners by using descriptive language such as "naked" and comparing small cracks to a large hole in the living room wall. This made the issue more salient and tangible to the homeowners, increasing their likelihood of following the auditors' recommendations.

Gonzales, Aronson, and Costanzo (1988) Trained Home Energy Auditors to Describe