Terrell Is Shopping for a New Car, and the Saleswoman

Multiple Choice

Terrell is shopping for a new car, and the saleswoman wows him by emphasizing the fact that he can have the car with a two thousand dollar rebate. She also mentions the offer of zero percent financing for 72 months, but she does not really press that as a great option. Terrell has become convinced that the rebate is going to be the better deal, even though he'd actually save much more money with the no-interest financing. The saleswoman has used framing, but Terrell is falling prey to the effects of __________

A) intuition.
B) anchoring.
C) the representativeness heuristic.
D) the availability heuristic.