Study Fill-Ins
for Robert Cialdini's Influence: Science and Practice

Chapters 1, 2, and 3
Robert Harris
Version Date: June 13, 2000

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 _______________________.

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Robert Harris is a writer and educator with more than 25 years of teaching experience at the college and university level. RHarris at virtualsalt.com