Influence Strategies

?
who created the weapons of influence?
Cialdini
1 of 26
Weapons of influence produce a triggered response... Who provided an example of a triggered response involving a photocopy machine?
Langer
2 of 26
Weapons of influence can have implications for marketing, charities and
the government
3 of 26
Reciprocity is effective because of external shame and internal
discomfort
4 of 26
According to the personality and social psychology bulletin out of those who signed to show support for a recreational centre for the handicapped how many provided donations when asked to later?
ninety three percent
5 of 26
Weapons of influence lead to us saying what to complete strangers?
yes
6 of 26
This weapon is used when someone has done something for you and you feel indebted to pay them back
reciprocity
7 of 26
This weapon occurs because an individual is similar to / finds the influencer attractive
liking
8 of 26
Who argued that Reciprocity is the basis of our social and ethical lives?
Richard Thurnwald
9 of 26
This weapon occur when we make a commitment to something we like to continue to be consistent with what we have previously done
commitment and consistency
10 of 26
Some people are good at gaining compliance which can be bad if they are?
unethical
11 of 26
What journal found that people are more likely to donate to a door to door charity if they have a long list of donor? the journal of....
applied psychology
12 of 26
According to the Disabled Veteran American charity a ____ being added to their letter increased the response rate from 18 to 35%
gift
13 of 26
What weapon is Becker's labelling theory relevant to?
commitment and consistency
14 of 26
This weapon occurs because when one person does something - others will follow
social proof
15 of 26
Who found that liking the hostess is twice as important as the product in determining a purcchase?
frenzen
16 of 26
This weapon occurs because people respond to _______ figures
authoritative
17 of 26
what journal found that people will stand closer to each other if they have similar political beliefs or values? The journal of
personality
18 of 26
Milgram found that what percentage of people would administer a fake 450 volt shock to an individual when asked to by an authoritative figure?
sixty five
19 of 26
This weapon occurs because people value rare things
scarcity
20 of 26
What is the word to describe the danger that the weapons of influence may lead to the belief that the expert is always right?
captainitis
21 of 26
Who pretended to have authority when she didn't have any?
Dr Jillian Mckeith
22 of 26
How much more meat did people purchase when they thought that they were the only people to know new zealand beef would not be available in the near future due to weather conditions? ____ times as much
six
23 of 26
what is the word for the mental shortcuts linked to the weapons of influence?
heuristics
24 of 26
We can resist the weapons of influence if we want to or if we have analysed the situation and come up with a different what?
outcome
25 of 26
People may __________ what we respond to in order to take advantage of us
mimic
26 of 26

Other cards in this set

Card 2

Front

Weapons of influence produce a triggered response... Who provided an example of a triggered response involving a photocopy machine?

Back

Langer

Card 3

Front

Weapons of influence can have implications for marketing, charities and

Back

Preview of the front of card 3

Card 4

Front

Reciprocity is effective because of external shame and internal

Back

Preview of the front of card 4

Card 5

Front

According to the personality and social psychology bulletin out of those who signed to show support for a recreational centre for the handicapped how many provided donations when asked to later?

Back

Preview of the front of card 5
View more cards

Comments

No comments have yet been made

Similar Business Studies resources:

See all Business Studies resources »See all Influence and Social Power - Uni Of Sussex resources »