GMAT Exam Dumps : Graduate Management Admission Test (2022)

Parasitic wasps propagate by injecting their eggs into a caterpillar that then becomes paralyzed as the eggs inside develop into wasp larvae. The wasp larvae kill the caterpillar host as they feed on it, form cocoons, and finally develop into wasps. In attempting to discover how such wasps detect the presence of the caterpillar hosts that are so critical to the wasps' propagation, researchers have uncovered an intriguing defense mechanism developed by the plants on which the caterpillars feed.

When chewed on, many plants release volatile compounds from both damaged and undamaged tissues. When these compounds are toxic to the insects that feed on the plants, they can help defend the plants from such attacks. However, the plants on which the wasps' caterpillar hosts feed have evolved an even more complex defense: the caterpillar-infested plants appear to release volatile chemicals that attract parasitic wasps, which then prey on the caterpillars. Scientists originally suspected that the wasps were attracted by an odor, reminiscent of cut grass, that is released as the caterpillar feeds, but a recent study suggests that a different set of volatile attractants is involved. In this study, when researchers used a razor blade to mimic caterpillar damage on the leaves, only grassy odors were emitted, not the volatile compounds that attracted wasps. However, when oral secretions from the caterpillars were applied to these damaged leaves, the leaves released the wasp attractants several hours later. Further tests revealed that oral secretions placed on the razor-damaged leaves stimulated the release of such attractants, making the plants as attractive to wasps as plants that had suffered actual caterpillar damage. These results suggest that chemicals from the caterpillar must be present for these attractants to be released and that unlike the grassy scent, which emanates only as the caterpillar on the plant, the wasp attractants are produced several hours after the attack and persist for several hours, perhaps days. Researchers have launched additional studies to determine whether the wasps' capacity to prey on caterpillars can be enhanced to the extent that the wasps could be used as a natural pesticide to "police" plants and protect them from crop-destroying caterpillars.

Salespersons have employed two major sales tactics in order to influence customers to make relatively high-priced selections when presented with sequenced product lines (lines with graduated attributes and prices). The top-down tactic begins by presenting information on the highest-priced model and descends down the product line, explaining the sacrifices made with each step down. The way people use decision heuristics (rules of thumb) to simplify complex, information-rich decision tasks may explain the success of top-down selling. The "anchoring-and-adjustment" theory suggests that such mental shortcuts can systematically bias the decision outcome, as decision-makers start from an initial value or anchor point and adjust to yield a final decision.

The bottom-up sales tactic starts by presenting the lowest-priced model as the reference point and steps up to higher-priced models. Salespersons seek to communicate that the more expensive item is actually a better value. But nothing in the decision-heuristics literature supports the bottom-up strategy as an effective tactic, and to the extent that the anchoring-and-adjustment theory explains the effectiveness of top-down selling, it suggests that the bottom-up tactic should be ineffective. Furthermore, some psychologists suggest that customers may attribute less honesty and credibility to a salesperson who is trying to step them up the product line to a more expensive model; if true, this could limit the tactic's effectiveness.