Janelle is a Girl Guide who is trying to sell enough cookies to win a trip to Disney World. Her parents don't have the time to take her out selling cookies door-to-door, so they hire Tamara, Janelle's cousin who is studying psychology at Carleton University, to help Janelle after school for a few weeks while she's trying to sell the cookies. The good news for Janelle is that Tamara has recently learned about the psychology of persuasion.
-If customers develop an impression that Janelle is cute,polite,and well-spoken,and they infer that she is also a good student,this inference is considered to be based on _____________.

Question

Quizplus · Accepted Answer

This inference is based on an implicit theory, which is a set of beliefs or assumptions that people have about the relationships between traits and behaviours. In this case, the customer is inferring that because Janelle is cute, polite, and well-spoken, she must also be a good student based on their implicit theory that these traits are related.

Janelle Is a Girl Guide Who Is Trying to Sell