Deck 8: Instant Influence

Question 1

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

A) Liking
B) Social Proof
C) Commitment/Consistency
D) Authority

Answer 1

D

Question 2

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

A) Reciprocity
B) Commitment and Consistency
C) Liking
D) Authority
E) Scarcity

Answer 2

Reciprocity

Question 3

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

A) Reciprocity
B) Commitment and Consistency
C) Social Proof
D) Authority

Answer 3

B

Question 4

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?

A) Social Proof
B) Liking
C) Authority
D) All of the above
E) Both a and b

Question 5

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

A) Most of the time they guide our behavior correctly
B) They represent highly effective ways of responding when the environment doesn't allow us much time to think.
C) Both a and b.
D) None of the above.

Question 6

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:

A) tell the caller when the agreed-upon time has run out and end the call.
B) ask to speak to the caller's supervisor and complain if pressed by the caller to continue beyond the agreed-upon time.
C) call the Better Business Bureau to advise them of the caller's company name and tactics.
D) all of the above.

Question 7

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:

A) she is trying to sway my decisions in a way that leads to her profit.
B) she is trying to sway my decisions by using the principle of scarcity; therefore, I should get another broker.
C) even if she profits from the use of the scarcity principle, she is not necessarily acting improperly.
D) as long as she hasn't misrepresented the role of the scarcity principle in the situation, she is doing me a favor by telling me of the time restriction.
E) c and d.

Question 8

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

A) avoid situations in which we're exposed to the weapons of influence.
B) learn about the weapons of influence so we never have to use them.
C) accept the power of the weapons of influence and try to notice when we're falling prey to them.
D) exploit the weapons of influence ourselves, so at least we benefit from their power.

Question 9

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

A) distracted
B) fatigued
C) uncertain
D) relaxed
E) indifferent

Question 10

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

A) are too busy to make a carefully considered choice.
B) detect someone using a weapon of influence that does not naturally exists in a situation.
C) detect someone using a weapon of influence that naturally exists in a situation.
D) All of the above

Question 11

As society advances and evolves, we become

A) more susceptible to weapons of influence, as they largely rely on automatic responding
B) less susceptible to weapons of influence, as they largely rely on primitive shortcuts
C) less able to carefully consider our choices
D) A and C
E) B and C

Question 12

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

A) Reciprocity
B) Social Proof
C) Liking
D) Scarcity

Question 13

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?

A) Retaliate against those who are using the weapon of influence
B) Boycott those who are using the weapon of influence
C) Do not react negatively in this case
D) A and B

Question 14

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?

A) The fact that nobody but the compliance professionals know how they really work.
B) The automatic, mindless way that they frequently work.
C) The fact that there are no adequate defenses against them.
D) None of the above

Question 15

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?

A) Social Proof
B) Liking
C) Authority
D) All of the above