8Using Similarity, Attractiveness, and Association: Are We the Same?

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YOU ARE in a store looking at a refrigerator that you are thinking about buying. A sales person walks up to you and starts discussing the merits of the model you are looking at. Which of the following is true?

a) You are more likely to listen to the salesperson and make the purchase if the sales person is similar to you in characteristics such as age and dress.

b) You are more likely to listen to the salesperson and make the purchase if you find the sales person to be attractive.

c) You are more likely to listen to the salesperson and make the purchase if the sales ...

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