Chapter 9 Instant Influence Flashcards
What does the phrase ‘Every day in every way, I’m getting better’ signify?
A mantra promoting continuous self-improvement
Attributed to Émile Coué, a French psychologist known for his work on autosuggestion.
What is a primary characteristic of Joe Pyne’s TV talk show?
Confrontational style aimed at provoking guests into arguments
What does the exchange between Joe Pyne and Frank Zappa illustrate?
The use of single, representative pieces of information in decision-making
Define ‘Primitive Automaticity’ in the context of decision-making.
Relying on a single, highly representative piece of information to make decisions
What is the impact of modern life on decision-making processes?
Increased reliance on shortcuts due to time constraints and cognitive load
List some popular single units of information used in compliance decisions.
- Reciprocation
- Liking
- Social proof
- Authority
- Scarcity
- Commitment and consistency
- Unity
What does the term ‘Modern Automaticity’ refer to?
The reliance on automatic responses due to overwhelming information and choices
What major change occurred in the accumulation of human knowledge since the 19th century?
Knowledge has exponentially increased, with scientific knowledge doubling every eight years in some fields
What characterizes the Information Age according to the text?
An era of rapid information growth, but not necessarily knowledge acquisition
Fill in the blank: The rapid growth of information is made possible by _______.
[technological progress]
What issue arises from the abundance of information in modern life?
Inadequate mental capacity to process all relevant information thoroughly
True or False: The shortcuts we use in decision-making are always reliable.
False
Who are considered allies in the shortcut responding process?
Compliance professionals who play fairly by the rules of shortcut responding
What is the consequence of deceptive advertising practices on social proof?
It undermines the reliability of our decision-making shortcuts
What should consumers do when they encounter misleading advertising?
Retaliate against advertisers who exploit shortcuts for profit
What strategy did the salesman use on Robert in the electronics store?
The scarcity principle to create urgency for the purchase
What can be inferred about our cognitive processes in modern life?
We increasingly revert to single-feature decision-making due to complexity
Fill in the blank: The informational power of a single cell phone exceeds that of entire _______.
[universities of only a few years ago]
What is the primary motive of compliance professionals according to the text?
Profit, but not at the expense of reliable decision-making shortcuts
What does the author advocate for in response to deceptive compliance practices?
Forceful counterassault against those who falsify evidence for shortcuts
What principle was being used on Robert when he was persuaded to buy the TV?
The scarcity principle
The scarcity principle suggests that people perceive items as more valuable when they believe they are in limited supply.
How did Robert feel about Brad’s information regarding the TV?
He felt grateful if the information was accurate
Accurate information about scarcity can enhance trust and satisfaction in a purchase.
What would Robert’s reaction have been if Brad had not informed him about the TV’s scarcity?
He would have been furious
This highlights the importance of transparency in sales.
What unethical practice did the author mention that some employees engaged in?
Fabricating scarcity conditions
This refers to misleading customers about the availability of products to increase sales.
What action did Robert take after confirming the TV was truly scarce?
He wrote a highly favorable review of the store and Brad
Positive reviews can significantly impact a business’s reputation.
What is a fundamental adjustment in decision-making due to modern life changes?
Resorting to shortcut decision-making approaches
This approach often relies on single pieces of information for compliance.
Name one of the reliable triggers for compliance mentioned in the text.
Scarcity information
Other triggers include commitments, reciprocation, and authority directives.
True or False: The prevalence of shortcut decision-making is expected to decrease as cognitive overload increases.
False
Cognitive overload is likely to increase shortcut decision-making.
What must compliance professionals ensure regarding the use of influence levers?
They must avoid fabricating the lever
Fabricating levers can lead to unethical practices and harm consumer trust.
Fill in the blank: The increasing tendency for cognitive overload in society leads to a greater reliance on _______.
shortcut decision-making approaches
What is the author’s perspective on those who provide honest information about scarcity?
They should be promoted
Honesty in sales practices builds trust and encourages positive consumer behavior.
