6 Principles of Influence

Barbara Kaufman's theory outlines six influences on leadership: reciprocity, consistency, social proof, authority, liking, and scarcity. These principles explain how motivations and actions are affected, contributing to effective leadership. Reciprocity involves mutual exchange, while consistency builds trust. Social proof relies on others' actions, and authority commands compliance. Liking ensures personal appeal, and scarcity emphasizes limited resources. Applying these principles enhances leadership effectiveness in organizations.

Which of the following is NOT one of the six principles proposed by Barbara Kaufman?

• Scarcity

• Reciprocity

• Consistency

• Empathy

What does the principle of reciprocity primarily create among individuals?

• A sense of confusion

• A sense of independence

• A sense of obligation

• A sense of competition

How does consistency contribute to building trust?

• By ensuring unpredictability

• By aligning with expectations

• By encouraging spontaneity

• By promoting flexibility

What is the main focus of the principle of authority?

• Promoting equality

• Gaining popularity

• Maintaining influence

• Encouraging creativity

Why is scarcity considered influential in leadership?

• It promotes abundance

• It limits resources

• It encourages sharing

• It increases competition