Influencing

Question 1

Framing

Answer 1

“With the same information being used as a base, the ‘frame’ surrounding the issue can change the reader’s perception without having to alter the actual facts.”

Question 2

Cialdini’s Six Principles of Influence 

Answer 2

•  Reciprocity (“People tend to return a favor.”)
• Commitment (“If people commit…they are more likely to honor that commitment.”)
• Social Proof (“People will do things they see other people are doing.”)
• Authority (“People will tend to obey authority figures.”)
• Liking (“People are easily persuaded by other people they like.”)
• Scarcity (“Perceived scarcity will generate demand”)

Question 3

Anchoring

Answer 3

common human tendency to rely too heavily on the first piece of information offered (the “anchor”) when making decisions.
For example, the initial price offered for a used car sets the standard for the rest of the negotiations, so that prices lower than the initial price seem more reasonable even if they are still higher than what the car is really worth.

Question 4

Foot-in-the-door (FITD) technique

Answer 4

a compliance tactic that involves getting a person to agree to a large request by first setting them up by having that person agree to a modest request.
FITD works by first getting a small “yes” and then getting an even bigger “yes”.

Question 5

Paradox of Choice 

Answer 5

“Eliminating consumer choices can greatly reduce anxiety for shoppers.”

Question 6

Hick’s Law

Answer 6

“increasing the number of choices will increase the decision time logarithmically.”