.

What term does the author use to describe the behaviors we unconsciously engage in when presented with certain stimuli?

fixed-action response

The female student who writes a letter home to break the news about getting a D and an F in her classes tries to exploit what principle?

contrast

Which of the following are ways we can be exploited through reciprocity?

unfair exchanges & uninvited debts

The power of reciprocity is diminished when we do not like the person we are indebted to.

false

What are the three obligations of reciprocity?

give, receive, & repay

What presidential scandal is used as an example of the rejection-then-retreat exploitation?

Watergate

The Hare Krishnas saw a drastic improvement in their donations when they implemented what part of their strategy?

giving flowers

The rule of reciprocity states that we should respond in kind and therefore we should feel okay exploiting a favor that was exploitative in nature.

true

The idea of "you get what you pay for" means that we assume there is a negative correlation between the price of an item and its quality.

false

The author explains that the reason we follow so many of these principles is because it allows us to complete a lot of tedious daily activities without spending time thinking about them.

true

The obligation to meet in the middle or the obligation to concede from your position after someone has conceded from theirs is better known as what?

reciprocal concessions

Not being able to return a favor decreases our likelihood of asking for a favor.

true

We will perceive things differently based on how they are presented to us.

contrast principle

A man buys a drink for a woman he doesn't know at a bar. He buys the brink for her in hopes that she will give him her number. The woman declines the request for her phone number so the man asks to go dance instead. Feeling obligated to say yes, the woman agrees to the dance. What reciprocal exploitations are present in this situation?

reciprocal concessions, uninvited debts, & unfair exchanges

Real estate agents and landlords will keep houses in rough shape and show them off first because when the buyers/renters see the normal house it will appear amazing. This is an example of exploiting reciprocity.

false

What is the title of our book?

Influence: The Psychology of Persuasion

Which of the following are ways to produce liking as identified in the book?

compliments, similarities, & physical attractiveness

What is the term used to describe the effect that causes us to attribute positive characteristics about someone's whole personality based off of one positive characteristic? For example, assuming someone is smart, kind, and honest just because they are attractive.

halo effect

Similarities are the best way to produce liking because we like to identify and associate with those that share common values as us.

false

The good cop/bad cop strategy is used as an example for which liking approach?

contact & cooperation

If you want to be liked you should try and deliver good news. People will associate you with bad qualities if you deliver bad news.

true

Compliments only work when you are being honest. We can discern when compliments are fake and it has the opposite effect on liking.

false

Dating apps emphasize pictures and profiling questions when users create their profiles on the apps. Users upload pictures of themselves and describe their interests, hobbies, and values. Based on this strategy, how are these apps trying to develop liking between users?

physical attractiveness & similarities

Salespeople are taught to avoid feigning similarities because it is the hardest form of liking to exploit. It can be difficult to find out someone's interests without a long and intimate relationship with someone.

false

Which of the following are benefits that physically attractive people have?

paid more, hire more frequently, & lenient punishments

Which of the following are examples of companies and individuals using social proof to guide our decisions?

laugh tracks, artificial long lines, & labeling products "Best Seller"

Social proof can help us decide what action or choice to make but sometimes it can cause us not to act at all. What is the term used for our failure to act or respond to situations when social proof is taking over?

bystander effect

In the readings we learned that widely publicized suicides would cause a spike in copycat suicides. What is the name for this observation?

Werther effect

One of the best ways to prevent the bystander effect is to reduce uncertainty. An example of this would be to assign very specific tasks to specific individuals.

true

Which of the following are conditions that would cause us to resort to social proof?

no prior knowledge & surrounded by similar others

Social proof helps keep us from looking foolish in social situations but when it comes time to say no and turn it off an easy way to do it is to ask ourselves if the group really knows whats best. In other words, we shouldn't always trust the collective group knowledge.

true

What experiment did we learn about that involved authority figures asking people to shock other participants in the study?

Milgram

What symbol of authority is described as the easiest and the hardest to achieve?

Titles

One reason we have a hard time disobeying authority is because the punishments that we potentially face are very severe in many cases.

true

What are the two key aspects about authority that leave us vulnerable to exploitation?

blind obedience & perceived authority

We learned that authority is such a powerful principle that experienced nurses will administer incorrect drugs to patients just because they were told by a doctor to do so even though they know it is incorrect.

true

Research shows that people who drive luxury cars receive preferential treatment from other drivers on the road. Meaning we wait longer to honk our horn at a green light when someone drives a nicer car.

true

Research shows that job applicants in higher quality clothing are perceived to be as more competent than those is lower quality apparel.

true

The author points out a key difference between being "in authority" and "an authority". Which is better when trying to use authority for persuasiveness?

an authority

People are more likely to respond to the substance of authority more so than the appearance of authority or the symbols of authority.

false

Cults are especially effective at using social proof because they keep their followers in crowded group environments that are often removed from the rest of society to keep them in uncertain situations.

true

The author uses turkeys as an example of animals that have fixed-action response behaviors and share similarities with humans.

true

Similarities are a better way to increase liking than physical attractiveness because attraction can be a highly subjective quality and similarities are universal.

false

A good way to defend ourselves against authority is to ask ourselves "is this authority figure truly an expert and are they being truthful?" because is directs attention away from symbols and towards actual evidence of their authority status.

true

Pluralistic ignorance is the concept of how people respond to threats on their freedoms. An example would be rebelling when they are told they cannot do something.

false

Romeo and Juliet, the "terrible twos", and Prohibition are examples of what scarcity concept?

psychological reactance

Which of the follow are some optimal conditions of scarcity?

high social demand & newly experience scarcity

Which of the following are examples of how companies use scarcity?

pumpkin spiced latte - seasonal products, saying "while supplies last", & limited edition products

Commitment is the key to engaging consistency.

true

Which of the following commitments would result in the strongest urge to maintain consistency?

written

What is the name of the tactic that salespeople use that requires buyers to make small commitments that slowly build over time until the salesperson makes the large request?

foot-in-the-door

Bandura and the Bobo the Clown experiment was conducted to see if kids would engage in violent behavior towards objects/toys that they like.

false

Ben is a local franchise restaurant owner. He wants to make sure his locations always look busy so he pays people to drive from location to location all day and sit in the drive-thru line. What concept if Ben trying to exploit?

social proof

Unity is a pairing principle. This means that it does not work as its own principle as is an amplifier of the liking/similarities principle.

false

Unity can lead to unethical or corrupt behavior because...

we want to protect the "we"-group

The highest form of unity is family. Especially when it involves bloodlines.

true

Another form of unity is shared suffering. When people have to struggle together it forms a unitizing bond.

true