To see how carefully you have read and remember the book, fill in each blank with the appropriate answer.
1. A fixed sequence of systematic, intricate behavior that is activated by some stimulus is called a __________________________ pattern.
2. The pattern of behavior above is set off by a _______________ feature.
3. Automatic, stereotyped behavior is prevalent in much of human action because it is often a(n) ____________________ form of behaving.
4. According to the contrast principle, if a second item is substantially different from a first item, we will tend to see the second item as _____________________ the first.
5. A compliance technique that creates a feeling of indebtedness by giving a gift or doing a favor is the rule of ____________________.
6. Free samples in the supermarket, free food and lodging at time-share condo presentations, free drinks in Las Vegas casinos, all engage the rule of __________________.
7. A small favor can produce an obligation to agree to a substantially _____________ return favor.
8. Intentionally asking for more than one wants so that one can later "compromise" and ask for something smaller is a technique Cialdini calls ________________________.
9. People duped by the above technique are likely to agree to further requests because agreement forged through the concessions of one's adversaries are quite ________________.
10. One result of the consistency principle is that once people make a difficult decision, they tend to believe in the ______________________________.
11. Sealed within the fortress walls of rigid consistency, we can be impervious to _________.
12. Many salesmen and companies are willing to make any small sale to a new customer, because they believe the sale will create _________________.
14. The conditions needed for a commitment to be effective are that it should be
___________________, ___________________, __________________, _________________.
15. A most powerful commitment device is to get people to _________________ their ideas.
16. Offering an advantage to cause a decision to be made, and then,
after the decision is made, removing the advantage, is a technique called