Influence The Psychology of Persuasion test bank questions answers 9780063136892 Robert B. Cialdini

Influence The Psychology of Persuasion test bank questions answers 9780063136892 Robert B. Cialdini 1 / 3

Influence The Psychology of Persuasion test bank questions answers 9780063136892 Robert B. Cialdini Contents 15 open questions and answers.....................................................................................................3 Chapter 1: Weapons of Influence..................................................................3 Chapter 2: Reciprocity – The Obligation to Give Back...................................3 Chapter 3: Social Proof – Looking to Others for Guidance............................4 Chapter 4: Scarcity – The Power of Limited Availability................................4 15 multiple choice questions – answers separate........................................................................5 Chapter 5: Weapons of Influence..................................................................5 Chapter 6: The Old Give and Take................................................................6 Chapter 7: Hobgoblins of the Mind...............................................................6 Chapter 8: Truths Are Us...............................................................................7 18 fill in the blank questions.........................................................................................................8 Chapter 9: Influence.....................................................................................8 Chapter 10: Participants of reciprocation......................................................9 Chapter 11: Stay commited..........................................................................9 Chapter 12: Proof of what?...........................................................................9 15 true/untrue questions..............................................................................................................10 Chapter 13: Decisions.................................................................................10 Chapter 14: Obligations?............................................................................11 Chapter 15: Proof it to me!.........................................................................11 Chapter 16: Stance.....................................................................................11 Elaboration on true/untrue questions.........................................................12 30 core concepts explained briefly..............................................................................................14 2 / 3

Influence The Psychology of Persuasion test bank questions answers 9780063136892 Robert B. Cialdini 15 open questions and answers

Chapter 1: Weapons of Influence

1.What is the main premise of the book regarding human decision-making?Cialdini argues that people rely on mental shortcuts, or heuristics, to make decisions efficiently. These shortcuts can be exploited by persuasive techniques, often leading to automatic compliance.

2.How does the concept of “click, whirr” explain automatic human responses?The “click, whirr” mechanism refers to the automatic, unthinking responses triggered by certain stimuli. For example, when people hear the word "because," they are more likely to comply with a request, even if the reason provided is weak.

3.What role do heuristics play in persuasion?Heuristics simplify decision-making by allowing individuals to rely on general rules rather than deep analysis. However, these shortcuts can be manipulated by those who understand them, making people vulnerable to persuasion tactics.

4.How do the six principles of influence relate to real-life situations?The six principles—reciprocity, commitment/consistency, social proof, authority, liking, and scarcity—are present in everyday interactions, from marketing campaigns to social behavior, affecting the choices people make without them realizing it.

Chapter 2: Reciprocity – The Obligation to Give Back

5.Why is reciprocity such a powerful tool in persuasion?Humans feel compelled to return favors or kindnesses received, creating an obligation that can be leveraged by persuaders. Even small, unsolicited gifts can make people feel indebted, increasing compliance.

6.What are some real-world examples of reciprocity being used effectively?Businesses use free samples, charities send "gifts" like address labels,

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