Mastering Influence Techniques

What is the principle of reciprocity in persuasion?

• The principle of reciprocity in persuasion is the idea that people are inclined to return favors or concessions.

• Reciprocity only applies in financial transactions.

• People are more likely to ignore requests after receiving a favor.

• The principle states that people should always accept favors without obligation.

How can emotional appeals enhance persuasive messages?

• Emotional appeals reduce the credibility of the message.

• Emotional appeals are only effective in written communication.

• Emotional appeals enhance persuasive messages by connecting with the audience's feelings, motivating action, and making the message more memorable.

• Emotional appeals distract from the main message.

What is the difference between intrinsic and extrinsic motivation?

• Intrinsic motivation is internal and self-driven, while extrinsic motivation is external and driven by rewards.

• Intrinsic motivation is influenced by social pressures, while extrinsic motivation is based on personal satisfaction.

• Intrinsic motivation relies solely on external rewards, while extrinsic motivation is purely internal.

• Intrinsic motivation is always negative, while extrinsic motivation is always positive.

Which social influence theory explains conformity through group pressure?

• Social Facilitation Theory

• Cognitive Dissonance Theory

• Informational Social Influence

• Normative Social Influence

What role does credibility play in persuasion?

• Credibility only matters in written communication.

• Credibility is irrelevant to persuasion.

• Credibility plays a crucial role in enhancing the effectiveness of persuasion.

• Credibility decreases the chances of persuasion.

How can fear be used effectively in emotional appeals?

• Fear is ineffective in motivating positive behavior.

• Fear only creates confusion and inaction.

• Fear can motivate action by highlighting potential dangers and creating urgency.

• Fear should be avoided in emotional appeals.

What is the Elaboration Likelihood Model in persuasion?

• The Elaboration Likelihood Model only applies to advertising strategies.

• The Elaboration Likelihood Model (ELM) describes two routes to persuasion: the central route and the peripheral route.

• The Elaboration Likelihood Model is a theory about memory retention.

• The Elaboration Likelihood Model focuses solely on emotional appeals.

How does the bystander effect relate to social influence?

• The bystander effect encourages people to act in emergencies when others are present.

• The bystander effect demonstrates how social influence can lead to inaction in emergencies due to the presence of others.

• Social influence has no impact on individual decision-making in crisis situations.

• The bystander effect only occurs in small groups, not in larger crowds.

What are the key components of the foot-in-the-door technique?

• Small initial request followed by a larger request.

• A request followed by a reward or incentive.

• Multiple small requests made simultaneously.

• A single large request without prior agreement.

How does social proof affect decision-making in groups?

• Social proof encourages individuals to make decisions independently.

• Social proof leads individuals in groups to conform to the majority's choices, influencing their decision-making.

• Social proof only affects decision-making in individual contexts.

• Social proof has no impact on group dynamics.