Bob Is an Insurance Agent in a Small Town

Multiple Choice

Bob is an insurance agent in a small town. He makes sure that he attends all the football games, participates in all charity events, and visits all the clubs in the community. He also reads the hometown newspaper and all the church newsletters to find out which town residents are having birthdays, are in the hospital, or have won awards; and then he sends them the appropriate card. Bob knows that people are more likely to say yes when he asks them to buy insurance if he emphasizes which principle of compliance?

A) commitment and consistency.
B) social proof.
C) liking.
D) authority.