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The Ben Franklin effect would predict that you would most like someone ________ , whereas behaviorist theories would predict that you would most like someone ________ .

In a series of studies by Solomon Asch (1951, 1956), when participants judged the lengths of lines alone rather than in a group of confederates, their judgments were accurate about 99 percent of the time. Still, when other participants made judgments in a group of people who gave the wrong answers, they reported incorrect judgments. These findings suggest that

When a profiteer attempts to create the sense of obligation in you by giving you a free gift, they are hoping to exploit the principle of…

At the new-car dealership, Josh asks the salesperson a number of questions: “How good is the gas mileage on this model? What does Consumer Reports say about this make and model? Does this car hold its resale value?” The ________ component of Josh’s attitude toward the car is most likely to inform his questions.

The contrast principle represents the idea that….

True or false? The reciprocity principle works in similar ways for both short-term and long-term relationships.

The president of the Noodle Dome Charitable Trust has just resigned in disgrace, leaving the workings of the organization pretty much on track, but also leaving a large number of employees angry and upset. Bolstered by his previous successes in turning things around, Fred has stepped in to fill the president’s role. Fred should adopt a ________ of leadership in this case.

Partie II: L’impératif présent (Prendre – tu) _______________________ ton temps et tu réussiras.

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Clubs or organizations that require much effort to get into often have very loyal members because of the operation of which compliance principle, i.e. weapon of influence?