UGBA 105 Midterm 2
What is reciprocation - correct answer we comply more after we've received something; we repay the
giver
Why does reciprocation work? - correct answer A seemingly universal norm of turn taking and exchange;
often rewarded
Examples of reciprocation - correct answer Preprinted address labels; "free" estimates; favor exchange
Factors of reciprocation - correct answer Can be resources, services, or even concessions
Defense of reciprocation - correct answer If suspicious, consider refusing initial gift
Reciprocation: People feel obligated to reciprocate - correct answer concessions
Reciprocation can be couched as a ____ from a ____ - correct answer retreat, request. Eg, ask for a lit
then retreat so you give up some and then they feel like they owe you
What is commitment and consistency? - correct answer We comply more to positions that seem
consistent with our prior commitments
Why does commitment and consistency work? - correct answer Norms of consistency; easier to fall back
on previous positions
Examples of commitment and consistency - correct answer Hazing; bait and switch; foot in the door;
public positions
Factors of commitment and consistency - correct answer Commitments that are public, effortful, and
internally motivated
,Defense of commitment and consistency - correct answer Recognize sunk costs; foolish consistency isn't
wise
Commitment and consistency: The desire to be (and look) consistent is a central motivator of _____ -
correct answer behavior
_____ / ____ statements are more likely to leverage the power of commitment and consistency - correct
answer public, concrete
What is social proof? - correct answer We comply more to do something other people are doing
Why does social proof work? - correct answer The widespread thing is often the right thing - norms,
information, etc.
Examples of social proof - correct answer Laugh tracks; salting the tip jar; bystander apathy;
management fads
Factors of social proof - correct answer similarity to reference group is key
Defense of social proof - correct answer Probe for validity; even if evidence is valid, needn't comply with
the crowd
What is authority? - correct answer We comply with people who appear to be authorities or have
expertise
Why does authority work? - correct answer Authorities are often right; facts or expertise indicate
knowledge
Examples of authority - correct answer Spokespersons; mgmt consultants; honkers wait longer for luxury
cars
, Factors of authority - correct answer appearances of authority: titles, clothing; use of facts or fact-like
evidence
Defense of authority - correct answer Be aware of authority's power and ease of faking; check if
authority is real expert
What is scarcity? - correct answer We tend to prefer something that is limited, disappearing, or
unavailable
Why does scarcity work? - correct answer We hate to have our freedom and choice limited
Examples of scarcity - correct answer Buy now while supplies last!; exploding job offers
Factors of scarcity - correct answer Goods as well as info (even info about scarcity); newfound scarcity is
potent
Defense of scarcity - correct answer Use panic as a cue to take time out; reconsider why you need what's
offered
What is liking? - correct answer We comply more with requests from people we like (and who seem to
like us)
Why does liking work? - correct answer We're often well-served to trust the people we like
Examples of liking - correct answer Salesperson finding common ground; attractive models/political
candidates
Factors of liking - correct answer similarity, ingratiation; attractiveness
Defense of liking - correct answer Check how quickly liking merges; separate liking from agreeing
What is reciprocation - correct answer we comply more after we've received something; we repay the
giver
Why does reciprocation work? - correct answer A seemingly universal norm of turn taking and exchange;
often rewarded
Examples of reciprocation - correct answer Preprinted address labels; "free" estimates; favor exchange
Factors of reciprocation - correct answer Can be resources, services, or even concessions
Defense of reciprocation - correct answer If suspicious, consider refusing initial gift
Reciprocation: People feel obligated to reciprocate - correct answer concessions
Reciprocation can be couched as a ____ from a ____ - correct answer retreat, request. Eg, ask for a lit
then retreat so you give up some and then they feel like they owe you
What is commitment and consistency? - correct answer We comply more to positions that seem
consistent with our prior commitments
Why does commitment and consistency work? - correct answer Norms of consistency; easier to fall back
on previous positions
Examples of commitment and consistency - correct answer Hazing; bait and switch; foot in the door;
public positions
Factors of commitment and consistency - correct answer Commitments that are public, effortful, and
internally motivated
,Defense of commitment and consistency - correct answer Recognize sunk costs; foolish consistency isn't
wise
Commitment and consistency: The desire to be (and look) consistent is a central motivator of _____ -
correct answer behavior
_____ / ____ statements are more likely to leverage the power of commitment and consistency - correct
answer public, concrete
What is social proof? - correct answer We comply more to do something other people are doing
Why does social proof work? - correct answer The widespread thing is often the right thing - norms,
information, etc.
Examples of social proof - correct answer Laugh tracks; salting the tip jar; bystander apathy;
management fads
Factors of social proof - correct answer similarity to reference group is key
Defense of social proof - correct answer Probe for validity; even if evidence is valid, needn't comply with
the crowd
What is authority? - correct answer We comply with people who appear to be authorities or have
expertise
Why does authority work? - correct answer Authorities are often right; facts or expertise indicate
knowledge
Examples of authority - correct answer Spokespersons; mgmt consultants; honkers wait longer for luxury
cars
, Factors of authority - correct answer appearances of authority: titles, clothing; use of facts or fact-like
evidence
Defense of authority - correct answer Be aware of authority's power and ease of faking; check if
authority is real expert
What is scarcity? - correct answer We tend to prefer something that is limited, disappearing, or
unavailable
Why does scarcity work? - correct answer We hate to have our freedom and choice limited
Examples of scarcity - correct answer Buy now while supplies last!; exploding job offers
Factors of scarcity - correct answer Goods as well as info (even info about scarcity); newfound scarcity is
potent
Defense of scarcity - correct answer Use panic as a cue to take time out; reconsider why you need what's
offered
What is liking? - correct answer We comply more with requests from people we like (and who seem to
like us)
Why does liking work? - correct answer We're often well-served to trust the people we like
Examples of liking - correct answer Salesperson finding common ground; attractive models/political
candidates
Factors of liking - correct answer similarity, ingratiation; attractiveness
Defense of liking - correct answer Check how quickly liking merges; separate liking from agreeing
