Jin-Tae is browsing watches in a store.A sales representative sees Jin-Tae linger over a new, high-end fitness tracker watch.The sales rep approaches Jin-Tae and encourages him to hold the watch, to put it on, and to imagine that it is his and that he could use it on his daily jogs.The sales rep is engaging in ________.
A)subliminal perception
B)perceptual vigilance
C)the closure principle
D)the endowment effect

Question

Quizplus · Accepted Answer

The sales rep is engaging in the endowment effect, which is the tendency for people to value something more when they feel a sense of ownership or attachment to it. By encouraging Jin-Tae to imagine owning and using the watch, the sales rep is attempting to create this sense of ownership and increase the likelihood that Jin-Tae will purchase the watch.

Jin-Tae Is Browsing Watches in a Store