John, a Car Salesman, Is Trying to Persuade a Customer

question 29

Multiple Choice

John, a car salesman, is trying to persuade a customer to trade in his gas-guzzling, 8-cylinder car for a new 6-cylinder model. So he says to his customer, "Think of all the extra money you'll have if you buy this fuel-efficient model!" According to Kahneman and Tversky, John's sales pitch would be much improved if he had said:

• A) "Not only is this model fuel efficient-it has a great safety record, too!"
• B) "Look at this article by Consumer Reports. No other model in its class gets this kind of mileage on the freeway!"
• C) "Think of all the money you're losing on that gas-guzzler-dollar bills are flying right out of the exhaust pipe every time you drive!"
• D) "Buying this fuel-efficient model is a good way to show your concern for the environment!"

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Definitions:

Reluctant Group Members

Individuals who are hesitant or unwilling to participate actively in a group because of various personal or external reasons.

Group's Purpose

The primary goal or objective that unites members in a collective effort or activity.

Empower Members

To give group or team members the authority, confidence, and means to make decisions and contribute effectively.

Acknowledging Obstacles

The act of recognizing and accepting the existence of hurdles or barriers in a situation or process.