Influence and Persuasion Quiz

According to Dr. Robert Cialdini, what is the first principle of influence?

• Social proof

• Liking

• Authority

• Reciprocation

What is the principle of liking based on?

• Reciprocation and authority

• Similarity and compliments

• Social proof and commitment

• Scarcity and unity

What do people want to follow according to the principle of social proof?

• The most popular trend

• Their own intuition

• The lead of true experts

• The lead of many others

What do people want to follow according to the principle of authority?

• The most popular trend

• The lead of many others

• True experts

• Their own intuition

What do people want to be consistent with according to the principle of commitment and consistency?

• The lead of true experts

• Their own intuition

• What they have already committed themselves to

• The most popular trend

What do people want more of according to the principle of scarcity?

• The lead of true experts

• The most popular trend

• What they can have less of

• Their own intuition

What is the new principle introduced by Dr. Robert Cialdini?

• Social proof

• Liking

• Unity

• Reciprocation

What did the study on a college campus reveal about the principle of unity?

• Contributions doubled when the request was made by a celebrity

• Contributions doubled when the request was made by a professor

• Contributions doubled when the request was made by a student

• Contributions doubled when the request was made by a stranger

What is the best way to enhance the influence process according to Dr. Robert Cialdini?

• Pointing out differences and criticism

• Giving benefits and advantages

• Ignoring the audience

• Being indifferent

What should a communicator do to grab attention and dollars according to Dr. Robert Cialdini?

• Show that what they have is common and easily available

• Show that what they have is limited or unique

• Show that what they have is unpopular

• Show that what they have is irrelevant