When Damien, the sales manager, is deciding on who will train the new sales trainee, he tries not to look at just the recent sales numbers but also checks past sales reports to determine who is the most productive salesperson. By using this method he is not affected by the ________ bias.
A) sunk-cost
B) adjustment
C) representativeness
D) availability
E) escalation of commitment

Question

Quizplus · Accepted Answer

Availability bias comes from managers using information readily available from memory to make judgments. Damien is reviewing past sales reports, not relying on his memory, to avoid availability bias.

When Damien, the Sales Manager, Is Deciding on Who Will