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- 1. Multiple Choice
At Tupperware parties (or Pampered Chef, Arbonne, etc.), guests' fondness for their host influences purchase decisions twice as much as the products themselves.
This is an example of:
Liking
Reciprocity
Social Proof
Authority
- 2. Multiple Choice
During WWII, Japanese leaders were debating whether to follow the lead of their Nazi allies, but ultimately rejected the pressure to adopt Nazi tactics toward Jews after a Jewish scholar said to them: “We are Asian. Like you.”
This is an example of:
Social Proof
Authority
Unity
Consistency
- 3. Multiple Choice
When Disabled American Veterans enclosed free address labels in donation-request envelopes, response rates doubled.
This is an example of:
Scarcity
Liking
Reciprocity
Consistency
- 4. Multiple Choice
People browsing at bookstores are more likely to purchase books on tables with signs indicating that they are "best sellers".
This is an example of:
Social Proof
Consistency
Authority
Reciprocity
- 5. Multiple Choice
92% of residents in an apartment building who signed a petition in support of a new recreation center later donated to the cause.
Liking
Reciprocity
Authority
Consistency
- 6. Multiple Choice
A single New York Times expert opinion news story aired on television generates a 4% shift in U.S. public opinion.
This is an example of:
Authority
Social Proof
Consistency
Unity
- 7. Multiple Choice
Wholesale beef buyers' orders jumped 600% when they alone received information on a possible beef shortage.
Authority
Social Proof
Liking
Scarcity
- 8. Fill in the Blank
People want more of what they can have less of.
- 9. Fill in the Blank
People defer to experts
- 10. Fill in the Blank
People align with their previous commitments.
- 11. Fill in the Blank
People like those who like them.
- 12. Fill in the Blank
People repay in kind.
- 13. Fill in the Blank
People follow the lead of others.
- 14. Fill in the Blank
People favor those who are part of the same group they are.
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