Aronson reports the results of an experiment in which people who were asked to insulate their homes were given information eithe
r about how much money they would save if they insulated or about how much money they would lose if they didn't insulate. Based on results of this study, if you were trying to sell insulation, you would be wise to:
You would be wise to highlight how much money they would lose if they didn't insulate.
Explanation:
Sherif and Nebarga's social judgment theory states that people's attitudes or positions on an insue depend on three aspects: anchor, alternatives and ego-involvement.
If you highlight how much money would they lose if they didn't insulate, you will be acting over anchor social judgment.
Their anchor is their preferred position on the issue, this is, the actual state of their homes without being insulated. If you highlight how much money they would lose if they didn't insulate, you're pointing out how their anchor would be affected if they didn't consider your offer to insulate their homes.
