- 1. Influence by Robert B. Cialdini is a groundbreaking exploration of the psychology of persuasion and the subtle yet powerful techniques that can be employed to influence people's decisions and behaviors. Cialdini, a renowned social psychologist, delves into six key principles of influence: reciprocity, commitment and consistency, social proof, authority, liking, and scarcity. Each principle is illustrated with compelling real-world examples and research findings, demonstrating how these mechanisms operate in everyday contexts, from marketing strategies to interpersonal interactions. The book emphasizes not only the effectiveness of these influence tactics but also the ethical considerations surrounding their use, encouraging readers to recognize when they are being influenced and to apply these principles responsibly in their own lives. Cialdini’s work has had a profound impact on the fields of marketing, psychology, and behavioral economics, making it an essential read for anyone looking to understand the art and science of influence.
What is the main subject of Robert Cialdini's book 'Influence'?
A) Economic theories of supply and demand
B) The psychology of persuasion
C) Corporate leadership strategies
D) The history of marketing
- 2. Which of Cialdini's principles refers to the human tendency to want to give back what we have received?
A) Scarcity
B) Authority
C) Reciprocity
D) Consistency
- 3. What principle is at work when people follow the lead of similar others?
A) Authority
B) Commitment
C) Liking
D) Social Proof
- 4. Which principle states that people prefer to say 'yes' to those they know and like?
A) Consensus
B) Reciprocity
C) Liking
D) Scarcity
- 5. What is the principle where people feel obligated to follow through on commitments?
A) Unity
B) Authority
C) Reciprocity
D) Consistency
- 6. What is the newest principle Cialdini added to his original six?
A) Unity
B) Novelty
C) Humor
D) Fear
- 7. What is Cialdini's academic background?
A) Sociology
B) Economics
C) Psychology
D) Marketing
- 8. Which principle explains why 'limited time offers' are effective?
A) Scarcity
B) Liking
C) Unity
D) Authority
- 9. What research method did Cialdini primarily use for his book?
A) Surveys
B) Participant observation
C) Laboratory experiments
D) Case studies
- 10. What does Cialdini call automatic, mindless compliance?
A) Cognitive reflex
B) Click, whirr
C) Mental shortcut
D) Auto-pilot
- 11. What does Cialdini suggest is the best defense against unwanted influence?
A) Always saying no
B) Consulting experts
C) Understanding the principles
D) Avoiding social situations
- 12. What type of social proof is most powerful according to Cialdini?
A) Proof from similar others
B) Proof from authorities
C) Proof from experts
D) Proof from celebrities
- 13. What does the 'Commitment and Consistency' principle suggest?
A) People prefer expensive items
B) People want to act consistently with their commitments
C) People always keep their promises
D) People follow popular opinions
- 14. The 'Authority' principle states that people are more likely to comply with requests from:
A) Perceived experts or authority figures
B) Government officials exclusively
C) Close friends only
D) Anyone asking politely
- 15. What does the 'contrast principle' suggest about perception?
A) All perceptions are relative to culture
B) People always compare prices
C) We see colors differently in various lights
D) We perceive things differently when presented sequentially
- 16. What is a key defense against unwanted influence according to Cialdini?
A) Consulting a lawyer before decisions
B) Avoiding all social interactions
C) Always saying 'no' to requests
D) Recognizing the influence tactics being used
- 17. Which principle explains why uniformed officials get more compliance?
A) Reciprocity
B) Liking
C) Scarcity
D) Authority
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