Selena and her family decided to purchase a recreational travel trailer that was priced higher than its competitors, but the company offered a rebate and had a chart that showed how the features and price of their trailer compared favorably to their competitors. How might mental accounting have played a role in Selena’s decision?

 
 
 
 
 
 

That’s right. The recreational travel trailer company separated gains for Selena by making her feel that she was getting a great deal by sharing reference points and by offering a rebate that she would receive later and view as a bonus.