7

Question 1

link correct persuasion principle

the obligation to give when you receive. People are more likely to say “yes” to those that they owe

Answer 1

reciprocity

Question 2

link correct persuasion principle
people want more of those things they can have less off. So we value more of those things that have recently become less available.

Answer 2

scarcity

Question 3

link correct persuasion principle
people’s perceived knowledge, power, and expertise is persuasive. Relying on expert opinions is often an effective decision-making shortcut

Answer 3

authority

Question 4

link correct persuasion principle
people like to be consistent with the thing they have previously said or done. Foot in the door; getting a small initial agreement and then a bigger one

Answer 4

consistency

Question 5

link correct persuasion principle

we are more likely to comply with requests made by people that we like than people that we don’t like

Answer 5

liking

Question 6

link correct persuasion principle

people reference the behavior of others to guide their own behavior.

Answer 6

consenses

Question 7

cognitive consistency =

cognitive dissonance =

Answer 7

c = we like our beliefs, values, behavior to be consistent
d = we feel uncomfortable when these things aren't consistent

Question 8

persuasion knowledge =

Answer 8

if someone’s persuasion knowledge is triggered, they defend against the persuasion technique

Question 9

psychological reactance =

Answer 9

extreme reactions when people perceive freedom taken away

Question 10

what are 3 recommendations for crowdfunding entrepreneurs?

Answer 10

• Promote openness
• Crowdfund early in the product development process
• Structure your campaign to attract as many backers as possible - even those who will contribute small sums.