#1
Which of the following is a principle of persuasion according to Robert Cialdini?
Reciprocity
ExplanationPeople are more likely to comply with requests if they feel they owe something in return.
#2
Which technique involves gradually escalating requests to gain compliance?
Foot-in-the-door technique
ExplanationStarting with a small request and gradually increasing it to gain agreement.
#3
Which of the following is an example of social proof?
A celebrity endorsing a product
ExplanationPeople are more likely to comply with requests if they see others, especially those they admire, doing the same.
#4
What is the term for the tendency to comply with a large request after initially complying with a small request?
Foot-in-the-door phenomenon
ExplanationOnce people agree to a small request, they are more likely to agree to a larger one.
#5
Which of the following is NOT a factor influencing the effectiveness of persuasion?
Perseverance
ExplanationPerseverance is not a factor influencing persuasion; instead, factors like reciprocity, liking, and scarcity play a role.
#6
Which psychological principle suggests that people are more likely to comply with requests from those they like?
Liking
ExplanationPeople are more likely to comply with requests from those they perceive as being similar to them or likeable.
#7
In the context of influence and persuasion, what does the term 'anchoring' refer to?
The tendency to rely heavily on the first piece of information encountered
ExplanationPeople tend to rely heavily on the first piece of information they receive when making decisions.
#8
According to the scarcity principle, which of the following would likely increase the perceived value of a product?
Limiting its availability
ExplanationItems that are scarce or appear to be scarce are perceived as more valuable.
#9
What is the term for the phenomenon where individuals experience discomfort when their thoughts and behaviors are inconsistent?
Cognitive dissonance
ExplanationPeople feel discomfort when they hold conflicting beliefs or when their actions contradict their beliefs.
#10
According to Robert Cialdini, which principle of influence involves the tendency for people to comply with requests from those they perceive as being in authority?
Authority
ExplanationPeople are more likely to comply with requests from those perceived as authority figures.
#11
Which theory of persuasion suggests that people process information through either the central route or the peripheral route?
Elaboration likelihood model
ExplanationPeople process information either through a careful consideration of arguments or by responding to superficial cues.
#12
Which persuasion technique involves making an initial offer and then adding something extra to make the deal more attractive?
That's-not-all technique
ExplanationAfter making an initial offer, additional incentives are added to make it more appealing.
#13
According to the Elaboration Likelihood Model, which route involves careful consideration of the arguments presented?
Central route
ExplanationThe central route involves critically analyzing arguments and information to make a decision.
#14
In the context of persuasion, what term describes the tendency to favor information that confirms existing beliefs or hypotheses?
Confirmation bias
ExplanationPeople tend to seek out and favor information that confirms their existing beliefs or hypotheses.
#15
In the context of persuasion, what is the term for the technique where an initial agreement is made and then additional benefits are added to make the deal more attractive?
That's-not-all technique
ExplanationAfter an initial agreement, extra incentives or benefits are added to make the deal more appealing.