Robert Cialdini's 6 Principles

Question 1

Reciprocation

Answer 1

Reciprocation recognizes that people feel indebted to those who do something for them or give them a gift.

Question 2

Social Proof

Answer 2

When people are uncertain about a course of action, they tend to look to those around them to guide their decisions and actions.

Question 3

Consistency

Answer 3

People strive for consistency in their commitments. They also prefer to follow pre-existing attitudes, values, and actions.

Question 4

Liking

Answer 4

People favor those who are physically attractive, similar, to themselves, or who give them compliments.

Question 5

Authority

Answer 5

People respect authority (or experts). Business titles, impressive clothing, and expensive cars are proven factors in lending credibility to any individual.

Question 6

Scarcity

Answer 6

The less there is of something, the more valuable it becomes. The more rare and uncommon a thing, the more people want it.