Exam 8: Instant Influence

In Influence, a number of principles influencing the compliance process e.g., Authority, Commitment/Consistency, Scarcity) were discussed as frequently exploited by compliance professionals to get us to do what they want us to do. What is it about these principles that make us so vulnerable to their exploitation?

Which weapon of influence has been shown to work even though the target denies that the weapon had any effect on his or her behavior?

Someone donning a lab coat is likely going to benefit from which weapon of influence?

A commercial shows an attractive, well-known sports star coaching a group of kids. Everyone is wearing the same brand of sneakers. This commercial uses which weapon of influence?

The bait-and-switch technique largely makes use of which weapon of influence?

Fighting back against those who use weapons of influence is recommended in Influence whenever we

We tend to resort to automatic responding when we feel all of the following except

My stockbroker sometimes calls to inform me of the availability of new stock offerings. Often she tells me of an offering that is available for a limited period of time. According to Influence:

What is it about these principles that makes them so attractive in guiding our actions, despite their susceptibility to exploitation by compliance professionals?

At least once a month, I get calls from individuals doing marketing surveys. They frequently claim that the survey will take "just a minute or two." However, I inevitably find that, once committed in this fashion I am still answering questions 10-20 minutes later. According to the advice given in Influence, the next time I get such a call, which of the following should I feel justified in doing? I should:

In general, to defend ourselves against the fraudulent use of the weapons of influence, we should

An advertisement that features a beautiful supermodel is probably using which weapon of influence?

The rejection-then-retreat technique gets its power from which weapon of influence?

As society advances and evolves, we become

What is the recommended course of action in Influence for someone detecting the use of a weapon of influence that occurs naturally in a situation?