Section: AP Psychology

30) By encouraging people to imagine the impact of a terrible car accident, insurance salespeople are especially successful at selling large insurance policies. They are most clearly exploiting the influence of:

1. the representative heuristic
2. belief perseverance
3. overconfidence
4. functional fixedness
5. the availability heuristic

Availability Heuristic refers to how easily something that you've seen or heard can be accessed in your memory. People tend to think of things they remember as more important than things they don't remember as easily.