By encouraging people to imagine their homes being destroyed by winds from a hurricane,insurance salespeople are especially successful at selling expensive homeowners' policies.They are most clearly exploiting the influence of
A) belief perseverance.
B) an algorithm.
C) overconfidence.
D) the availability heuristic.

Question

Quizplus · Accepted Answer

The insurance salespeople are using the availability heuristic, as they are prompting people to imagine a vivid and salient scenario of their homes being destroyed by hurricane winds, which can influence their decision to purchase a more expensive homeowners' insurance policy. The availability heuristic is a mental shortcut whereby we rely on the ease with which examples come to mind in order to make judgments or decisions.

By Encouraging People to Imagine Their Homes Being Destroyed by Winds