Week 3

Question 1

What is “compliance”?

Answer 1

Change in behavior in response to a request.

Question 2

What is the first active social influence?

Answer 2

Compliance

Question 3

Why is studying “liking” challenging?

Answer 3

It is hard to define what “liking” really is.

Question 4

What is “reciprocity”?

Answer 4

The social norm of responding to a positive action with another positive action.

Question 5

What are the key principles that influence compliance?

Answer 5

Reciprocity, Commitment/Consistency, Social Proof, Liking, Authority, Scarcity.

Question 5

What does the principle of liking state?

Answer 5

People are more likely to comply with requests from people they like.

Question 6

How does physical attractiveness affect compliance?

Answer 6

People tend to like and comply more with attractive individuals, even if they don’t give the best service.

Question 7

What is the “Horn effect”?

Answer 7

A cognitive bias where people form a negative impression based on one negative trait.

Question 7

What is the “Halo effect”?

Answer 7

A cognitive bias where people form a positive impression based on one trait, like attractiveness.

Question 8

How does similarity affect compliance?

Answer 8

People are more likely to comply with those who are similar to them in beliefs, personality, or appearance.

Question 9

What was the result of Burger Studies #2?

Answer 9

Confederates with the same name as the participant received more donations

Question 9

What did the Burger Studies #1 show about similarity?

Answer 9

Participants were more likely to comply when a confederate shared their birthday

Question 10

What did the Burger Studies #3 reveal?

Answer 10

The rarer the similarity (e.g., rare fingerprint type), the higher the compliance due to increased liking.

Question 11

What is “mere exposure”?

Answer 11

Repeated exposure to an object or person increases familiarity and likability.

Question 12

How does familiarity affect compliance?

Answer 12

Being exposed to someone more often increases compliance due to increased liking.

Question 13

What is the effect of compliments on compliance?

Answer 13

Compliments increase liking and can increase compliance, even if the praise is inaccurate.

Question 14

What did Compliments Experiment #1 find?

Answer 14

Compliments increased compliance compared to neutral statements

Question 15

What did Compliments Experiment #2 reveal?

Answer 15

Compliments increased compliance, but insults didn’t decrease compliance compared to control.

Question 16

What is reciprocity?

Answer 16

The practice of exchanging things for mutual benefit, often based on universal norms, moral ideologies, and the idea of balance.

Question 17

How does the Just World Fallacy relate to reciprocity?

Answer 17

It is the belief that people get what they deserve, e.g., “California is burning, the rich people deserve it.”

Question 18

Why do free product samples increase sales?

Answer 18

Because people feel obligated to reciprocate by purchasing the product.

Question 18

What was the Cola Study about?

Answer 18

It examined how reciprocity affects compliance when buying raffle tickets.

Question 19

What were the key manipulations in the Cola study?

Answer 19

Reciprocity manipulation (confederate gave a Coke vs. no favor) and likeability manipulation (confederate was rude vs. polite).

Question 20

What was the main finding in the Cola study?

Answer 20

People who received a Coke bought more raffle tickets, regardless of whether they liked the confederate.

Question 21

What was tested in the towel reuse study?

Answer 21

How different messaging strategies influenced towel reuse in hotels.

Question 22

What were the three conditions in the towel reuse study?

Answer 22

1. Standard environmental message
2. Incentive-by-proxy (indirect personal benefit)
3. Reciprocity-by-proxy (feeling obligated to return a favour)

Question 23

What was the result in the towel reuse study?

Answer 23

The reciprocity-by-proxy message led to significantly higher towel reuse.

Question 24

What is the Door-in-the-Face technique?

Answer 24

A persuasion strategy where a large, unreasonable request is made first (to be rejected), followed by a smaller, more reasonable request.

Question 25

Why does DITF work?

Answer 25

Because the smaller request seems more acceptable by comparison, triggering compliance.

Question 26

What is Perceptual Contrast?

Answer 26

People perceive an option as more reasonable when compared to an extreme first option.

Question 27

How does Anchoring Bias work?

Answer 27

The first number or offer acts as an anchor that influences decision-making.

Question 27

How does Perceptual Contrast explain DITF?

Answer 27

The large initial request acts as an anchor, making the smaller request seem much more reasonable.

Question 28

Name three factors that reduce DITF effectiveness.

Answer 28

Delay between requests
Different requesters
First request is too extreme

Question 29

Why does a delay between requests weaken DITF?

Answer 29

The first request no longer feels relevant, so the second request is not seen as a concession.

Question 30

Why does using different requesters weaken DITF?

Answer 30

The second request doesn’t feel like a genuine concession, reducing the obligation to reciprocate.

Question 31

What happens if the first request is absurdly extreme?

Answer 31

People may feel manipulated and resist complying.

Question 32

How does TNA differ from DITF?

Answer 32

In DITF, the persuader waits for rejection before making a smaller request. In TNA, they improve the deal before the person can respond.

Question 32

What is the That’s-Not-All (TNA) technique?

Answer 32

A persuasion strategy where an initial offer is presented, and before the person decides, an extra benefit or discount is added.

Question 33

What were the two conditions in Burger’s cupcake study?

Answer 33

Control: Cupcake offered for $0.75
TNA: Cupcake initially offered for $1, then reduced to $0.75 or bundled with a free cookie

Question 34

What was the result of the cupcake study?

Answer 34

More people purchased the cupcake in the TNA condition, even though the final price was the same.

Question 35

How does the Slap Chop ad use the TNA technique?

Answer 35

The host offers a free Graty cheese grater if viewers “call now!”

Question 36

What norms does the Slap Chop ad appeal to?

Answer 36

Descriptive norms (“It’s easy to use!”)
Injunctive norms (“You should want to be healthy!”)
Cultural norms (“Make America skinny again!”)