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Bob promised you a lot when you were going to buy a car. But Bob delivered much less than he said he would after the sale because he knew your decision to buy the car was now firmly made. What compliance technique did Bob use on you?

Which of the following will lead someone to value an item more?

What is one way that profiteers try to leverage social proof?

Under what conditions might the rejection-then-retreat technique NOT work?

We are more likely to use central processing, or controlled responding, when…

John and Jane are just about to sign the papers on a $375,000 house when the salesman asks if they want to add the central air conditioning package for only $4,700. They think, how cheap!, and decide to buy the air conditioning package. Which principle/technique was used to get them to say yes to the air conditioning package?

Influence is a very general term that refers to a power that affects something. What are the three forms of influence that we discussed in this class?

Adele has never driven a car with a manual transmission before—that is, she’s never had to decide when to shift gears, push in the clutch, or stop suddenly when the car is in gear. She’s just bought a car with manual transmission, and wants to practice driving it before she takes it onto the highway. What should she do?

A life-sized cardboard photograph of a policeman is placed near a street corner where illegal drug sales have been a problem, and the sales diminish remarkably. This even shows the effectiveness of which compliance technique?

What do the rejection-then-retreat technique and the foot-in-the-door technique have in common?