Jack is trying to sell the surplus of purses and shoes from the Spring collection. His high-end overpriced store does not normally put items on sale. But, he knows that he can entice new clients who do not normally shop in his store with a 25% off sale. Jack hopes that the new clients will look at the percentage off instead of focusing on the price of each item. Which commonly used heuristics element is Jack hoping his clients will use?
a. Availability
b. Projection
c. Representativeness
d. Anchoring and adjustment
d. Anchoring and adjustment
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