Research in which participants' brains were scanned with MRIs while doing a dissonance-producing task showed that when people encounter dissonance,
the ________ areas of the brain decrease in activity, and when dissonance is resolved, the ________ areas of the brain light up.
a. emotion; reasoning
b. reasoning; memory
c. memory; emotion
d. reasoning; emotion
Question 2
Lisa is a car salesperson. She has just gotten you to agree to a deal on a new car and to write out a check for the down payment.
She takes this to her manager and comes back a while later saying that, because of taxes and fees, the price of the car will actually come out to 600 over what you agreed upon. According to the research on lowballing, which of the following is most likely to occur?
a. You would decide to buy the car anyway because you realize the decision is reversible.
b. You would decide to buy the car only if you are not excited by the anticipation of the event.
c. You would decide to buy the car anyway because there is an illusion of irrevocability (i.e., you don't feel that you can reverse your decision).
d. You would not buy the car because salespeople are generally ineffective at persuading buyers to do what they want.
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