Question 1

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?

Accepted Answer

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 B

Question 2

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?

Accepted Answer

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

Question 3

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

Accepted Answer

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

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?

Accepted Answer

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

Question 5

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

Accepted Answer

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

Question 6

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

Accepted Answer

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 7

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

Accepted Answer

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

Question 8

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:

Accepted Answer

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 9

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

Accepted Answer

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 10

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:

Accepted Answer

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 11

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

Accepted Answer

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 12

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

Accepted Answer

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

Question 13

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

Accepted Answer

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

Question 14

As society advances and evolves, we become

Accepted Answer

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 15

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?

Accepted Answer

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

Exam 8: Instant Influence