Question

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__________.

Answer 1

Answer:     The availability heuristic

Explanation:  It is a phenomenon that can occur or be exploited as it is in this case, and is related to decision making. When making decisions, certain thoughts or images may emerge that will encourage a certain decision. As we make an important decision, many similar events or situations can spill over to the surface of our consciousness, and at that moment, encourage us to make exactly the decision we have made. That is why the availability heuristic is in fact a mental shortcut that facilitates decision making, because when making a decision, images and associations appear to us that are most similar to our situation at the time of making the decision.

It can, of course, be used, as in this case, when we want to encourage someone to make the decision that suits us, so at moment of his / her decision we remind them of the very pictures and situations that will, for example, help and encourage someone to buy expensive a homeowners insurance policy if s/he sees hurricane pictures and the like.