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# Heuristics

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Details: Your employer, an electrical fixtures supply company has decided to purchase company cars for all of the sales staff. You have been asked to select the line of automobiles that should be purchased. You have decided that on grounds of economy and longevity that it is in the company's best interesting to purchase Volvo's. As a prudent and sensible buyer, you have done research on the web and have discovered that experts agree the Volvo is the most mechanically superior and safe automobile for your companies needs.

Prior to meeting with the Volvo sales people you talk the decision over with your Boss who reacts with disbelief and alarm: "A Volvo! You've got to be kidding. My brother-in-law had a Volvo. First, that fancy fuel injection computer thing went out. Had to replace it. Then the transmission and the clutch. Finally sold it in three years for junk."(Adapted from: Nisbett, R.E., et al., "Popular Induction: Information is Not Always Informative", in J.S. Carroll & J.W. Payne (Editors), Cognition and Social Behavior, Halsted, 1976)

For this assignment your research paper will need to:

Part 1: Identify and explain the type of heuristics in the reaction of your Boss that resulted in his/her biased reaction.

Part 2: Based on what your supervisor has stated you do some additional research and discover that your original research is confirmed. But you need to influence your Boss of the merits of purchasing a Volvo. Answer and address the following:

What specific information, about the Volvo, can you provide to your Boss that will directly "influence" his/her decision making? You will need to do research on the Volvo to answer this part of the project.

References are to be provided in APA style

#### Solution Preview

Part 1: Identify and explain the type of heuristics in the reaction of your Boss that resulted in his/her biased reaction.

The types of heuristics that can be applicable in this case will be:

Familiarity Heuristic: It is a type of heuristic where current behavior is judged to be correct based on how similar it is to past behavior and its outcomes. In this scenario, the judgment is based on the past experience of buying a volvo car by boss' brother in law.

Anchoring: Anchoring or focalism is a cognitive bias that describes the common human tendency to rely too heavily, ...

Heuristics

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