Volvo As The Company Car

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Volvo As the Company Car The moment I mentioned the Volvo automobile prior to the meeting with the sales rep, my boss was adamant that the car was not acceptable because his brother in law had had a bad experience in his purchase of one. My boss has based his decision on representativeness and availability heuristics. The most dominant of the heuristics present is representativeness. Representativeness occurs when someone relates a present event to a similar event in our human database or memory. The result is that the decision involving the future event is based on the outcome of the past event. Stereotyping and bias are prevalent results of the decision making process when representativeness is utilized. Categorizing and pigeon holing of current events already stored there can result in less than optimal results. We make use of this process on a daily basis usually unconsciously; it not always the best heuristic to base all judgments. Availability heuristic is also apparent. My boss based his decision on the unreliability and value of the purchase of the Volvo in terms of the first thing that came to his mind, his brother in laws experience. This is not based on his past experience but his knowledge of a relative's experience. The availability heuristic allows for simplification of the process. He accomplished that by applying it to the first thing that came to his mind relating to the topic at hand. The incident that occurred with his brother in law must have been recent or emotional as he quickly brought it to mind. This in turn made it easier for him to base the future outcome on the prior outcome. Hence, he has preconceived notion of the outcome and his decision is biased. Influence I still support my choice of the Volvo based on the research conducted; but, now I must sway my boss to see the value in the decision. However, this decision must be as result of him wanting to purchase the cars. I will employ the attribution theory to ultimately obtain my bosses approval of the Volvo. The most important avenue is internal attribution in this process. He needs to see the value in the decision for himself and his company. This is achieved by utilizing external motivations to encourage internal attribution. Ultimately, he will purchase the Volvo because "he wants" to buy it. Internal and external attributions are ways in which we explain a decision.

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