6. Hidden costs being revealed after a commitment has been made refers to which technique?
Lowballing
Thats not all
Foot-in-the-door
Door-in-the-face
7. What is the Halo effect?
One outstanding trait that influences the total judgement of people
Things that are scarce are more valuable
The first impression of a person being the most salient
One bad trait that influences the total judgement of people
8. What is psychological reactance?
Increased desire for something when our freedom to have it is taken away
Decreased desire for something when our freedom to have it is taken away
Increased desire for something when our freedom to have it is increased
Decreased desire for something when our freedom to have it is increased
9. The process by which a person's attitude or behaviours are influenced by communications from others without duress is known as what?
Persuasion
Repayment
Concession
Acceptance
10. Which of these is not a factor influencing liking?
Physical attractiveness
Similarity
Intimacy
Mere exposure
11. People determining the correct action/behaviour/belief by finding out what others think it is refers to which principle of persuasion?
Scarcity
Social proof
Commitment and Consistency
Liking
12. What are the two types of reciprocity?
Authority and liking
Repayment and concession
Self-esteem and control
Commitment and Consistency
13. Which of these techniques involves starting with a larger request, knowing it will denied then making a smaller request that people feel obliged to agree to?
Door-in-the-face
Lowballing
Foot-in-the-door
Thats not all
14. People preferring to comply with individual that they like is which principle of persuasion?
Authority
Scarcity
Liking
Commitment and consistency
15. What is the reciprocity norm?
People prefer to comply with individuals that they like
The expectation that others will help, not hurt, those that have helped them and vice versa
people determine what the correct attitude/behaviour/belief is by finding out what others think it is
People are more likely to comply with requests when the requester is in a position of power
16. Free samples, test drives, listening to sales pitches and entering a store in response to an ad are all examples of which technique in action?
Thats not all
Door-in-the-face
Foot-in-the-door
Lowballing
17. Where is social proof most likely to work?
Well known situations
With people we care about
Uncertain situations
With people who are different to us
18. What principle suggests that people are more likely to agree to a large request after agreeing to a smaller one?
That's not all
Lowballing
Foot-in-the-door
Door-in-the-face
19. Which of these factors influences scarcity?
Authority
Competition
Attractiveness
Price
20. Which theory explains why we are more likely to follow through with a commitment made publicly?
