Study Questions For Influence

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Study Questions for Influence: Science and Practice 5th ed. by Robert B. Cialdini

Ch. 1
What are fixed-action patterns?
Fundamental characteristics that the behaviors are repeated virtually in the same exact way. Mating rituals.
What is a trigger feature?
Basic instinct. It is what cause an animal to turn on the “tape” which is the fixed-action pattern.
What does research show about the likelihood of someone doing us a favor if we provide a reason? What is important about the word “because” in favor requests?

What kind of stereotype is used to buy an item people don’t have much information about?
What are judgmental heuristics and how are they used to make judgments?
How does the importance of an issue related to how we react to a speaker’s argument?
Describe the contrast principle.

Ch. 2
Describe the reciprocation rule.
According to an experiment conducted by Dennis Reagan, under what conditions was Joe more successful in selling raffle tickets? How does liking Joe influence his ability to sell tickets?
What did the Krishna leadership do that increased their economic gains?
What action increases survey response rates?
The author talks about a woman who escaped from the Jonestown mass suicide. To what does she attribute her ability to escape?
What helped the American Disabled Veterans Organization almost double their donations?
How does the author explain his being talked into buying candy bars from a boy scout?
How does the reciprocation rule bring about mutual concession?
Describe the rejection-than-retreat or door-in-the-face technique. How does the zoo trip experiment illustrate this technique?
Under what circumstances can the rejection-than-retreat technique backfire? P. 39
Describes the principles the Watergate scandal illustrates.
What does research on college students donating pints of blood illustrate about the effectiveness of the rejection-than-retreat technique?
How is a feeling of responsibility related to the effectiveness of the rejection-than-retreat technique?
What suggestions does the author provide for protecting ourselves against misuse of the reciprocity rule?

Ch. 3
Are people more confident in their decision before or after placing their bets on a horse (or voting for a political candidate)? What general principle does this illustrate?
How does the rule of consistency apply to people’s response to a theft?
What do we see as a benefit of consistency?
The author’s friend challenged a TM presentation. What were the effects on registration for the TM course?
Explain how toy companies are able to increase their sales in January and February.
What principle produces consistency?
How have people been able to increase volunteer activity for the American Cancer Society and turnout at election pools?
Describe the foot-in-the-door technique and provide an example.
Once someone accepts one thing, they are more likely to accept even bigger things, going out to dinner with someone could inevitably lead to spending the night or even weekend with that person
What explanation is provided for why people are willing to do a larger favor if they have already done a much smaller favor (think about Freedman and Fraser’s research).
Foot-in-the-door/liking
What conditions need to be present for a commitment to affect one’s self-image?
How is writing down our commitments effective in getting us to behave consistently?
According to research about juries, how does publicly stating a juror’s view influence their desire to be consistent?
What does research suggest is the relationship between effort that goes into a commitment and its ability to influence the attitudes of the person who made the commitment?
What function do initiation rituals, such as college hazing practices, serve?
According to the author, why don’t fraternities want civic activities to be a part of their initiation ceremonies?
Under what conditions do we accept inner
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