Chapter 11 Essay:
Rachel wants to buy a new car but she is having difficulty deciding what kind of car to buy. She is feeling anxious and wants to make a decision soon. Rachel visits several car dealers and asks for the advice of some of her friends. Explain how each of the following could influence her decision. Be sure to discuss each concept in the terms of her decision.
- approach-avoidance conflict
- central route to persuasion
- heuristics
- individualism
- rationalization
- self-efficacy
- the autonomic nervous system
- the foot-in-the-door phenomenon
