Week 5 (BRB)

Question 1

What are the 6 principles of Robert Cialdini?

Answer 1

1. Reciprocity
2. Consistency and Commitment
3. Consensus
4. Liking
5. Authority
6. Scarcity

Extra:
7. Unity

Question 2

How can we apply the 1st principle (reciprocity)?

Answer 2

1. Mailing with monetary, cheque, gift
2. Visiting an event or congress paid py pharmaceutical industries
3. Trying something for free

Question 3

What are the key aspect to the 1st principle (reciprocity)?

Answer 3

1. This rule is the more powerful than the other influence rules
2. The rule forces unwanted obligations
   3.The rule can lead to unequal trade

Question 4

What are the 2 techniques for reciprocity?

Answer 4

1. Door in the face (DITF) =
   After rejection, take a step back. Contrast principle (step back is smaller because original ask was very big)
2. That’s not all (TNA) 2 variants:
   - Normal = 1000 now, 950 next week
   - Price = 950 with free CD player

Question 5

What does the 2nd principle (consistency and commitment) mean?

Answer 5

The personal and interpersonal pressure to behave ourselves according to earlier choices or stances

Question 6

How can we apply the 2nd principle (consistency and commitment)?

Answer 6

1. Not thinking about our behavior, you doing what we have done before.
2. We ignore unpleasant consequences

Question 7

What is the Foot In The Door technique for the 2nd principle (consistency and commitment)?

Answer 7

After the initial promise, give the next promise. People want consistency.

Question 8

When is the 2nd principle (consistency and commitment) the most effective?

Answer 8

The promise is active and expressed openly, the promise needed a big effort, when derived from intrinsic motivation, it’s voluntary

Question 9

What is Low-Balling in the 2nd principle (consistency and commitment)?

Answer 9

After acquired accordance deteriorate the agreement. Withdraw original offer, tell disadvantages only after the agreement

Question 10

What does the 3rd principle (consensus) mean?

Answer 10

In certain situations, we view behavior as being right measured to the extend of others showing this behavior. Eventually you start doing things that those around you do, you want to fit in. It’s about social proof.

Question 11

What influences the 3rd principle (consensus)?

Answer 11

1. Uncertain situations, bystander effect
2. Small chance of getting caught
3. Anonymous
4. Conformity
5. We like similarity

Question 12

How can we apply the 3rd principle (consensus)?

Answer 12

1. For products of which you can assess the quality only after use. (Wine, diner, holiday)
2. With products of which the believability is hard or impossible to assess even after use (legal advice, advise from interior designer)