Midterm Paper: 12-page paper on the book Influence, Cialdini, R.
1. How does the discussion of fixed-action patterns and trigger features related to influence in
humans? Describe a time when you doubted a purchase because it, “Wasn’t expensive enough?”
What are judgmental heuristics and controlled responding? What is perceptual contrast? Provide
an example of each from your life.
2. How strong is the rule of reciprocity? What are some examples of reciprocity you experienced in
your life? What are reciprocal concessions? What are some examples from your life? How do we
defend against the rule of reciprocity?
3. Think of a current situation in which you want to influence someone. How could you use the rule
of reciprocity to reach your influence goal?
4. What is the consistency principle? What is an example of this principle that you have
experienced in your life?
5. The book mentions the ploy used by toy manufacturers to increase post-holiday sales. What is a
recent example of this that you encountered? What is the foot-in-the-door technique? Provide an
example from your life.
6. What “hazing” rituals have you experienced in school or at work that were designed to instill
commitment to an organization or club?
7. Describe the concept of social proof and an experience you have had with social proof. What is
pluralistic ignorance? Give an example. What is the Werther effect? What are some examples
given in the book?
8. How could you use the principle of cooperation discussed in the text to solve conflict? Try to
apply your answer to actual conflict that you are encountering or have encountered.
9. Describe the experiment conducted by Stanley Milgram. What were his key findings? Think of
an example when you obeyed an order that you thought was wrong. Why did you obey the order?
What were the consequences? What could you have done differently?
10. What role do titles play in influence that occurs because of perceived authority? What role does
clothing and other trappings play in influence occurring because of perceived authority? Explain
thoroughly.
11. What is the scarcity principle? Describe an example from your life. What is psychological
reactance? Describe an example from your life.
12. What would be the effect of a manager telling her employees that they must do something a
certain way or that they are no longer allowed to do something?
The paper must be typed, double spaced, and written in Times New Roman 12pt. font. Answer all
questions above. Please do not re-write the questions within your paper. No cover page/works cited page
needed.
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