Q&A Hero

Question

Consider the following scenario when answering the following questions:

Suppose a large electronics retailer has 1,000 salespeople who sell new computers and new computer service plans. The retailer is interested in increasing the percentage of customers who purchase a computer service plan (or warranty) with their new computer. The retailer decides to test two sales pitches by splitting its salespeople into two groups of 500 and giving each group a slightly different sales pitch to recite to customers prior to the consummation of a computer sale.

The first group of salespeople recites the following sales pitch: Before you pay, I wanted to let you know that all of our new computers come automatically with a warranty that adds $150 to the purchase price. If you wish to opt out and decline the warranty, all you need to do is fill out and sign a form attesting to your refusal.

The second group of salespeople recites the following sales pitch: Before you pay, I wanted to let you know that, although none of our new computers come automatically with a warranty, you can purchase one by adding $150 to the purchase price. If you wish to opt in and accept the warranty, all you need to do is fill out and sign a form attesting to your acceptance.

Suppose that 34 percent of customers hearing the sales pitch from the first group purchased the warranty and that 34 percent of the customers hearing the sales pitch from the second group purchased the warranty. The managers concluded that ________ were not present, so it did not matter how the question about purchasing the warranty was asked.

a. rational effects

b. electronic aptitude effects

c. concerns about fairness

d. framing effects

e. fairness effects