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

Chapters 6, 7 and 8
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. In the Milgram experiment, people were willing to electrocute another person because of a deep-seated sense of ________________________.

2. Once a legitimate authority has given an order, subordinates stop

________________ and start ________________.

3. Fancy titles and fancy clothes make a person's ideas more


4. A method compliance professionals use to make themselves appear impartial or sincere is to argue against ____________________________.

5. Most people seem to be more motivated by the thought of _________ something than of ___________ something of equal value.

6. When we feel our choices are limited or threatened, we often respond with psychological ___________________, such as the Romeo and Juliet effect.

7. Most people's response to scarce or censored information is to


8. Competition or rivalry for something (teapot or lover) makes us want the thing ___________.

9. There is nothing wrong with the shortcut approach of automatic responding when __________________________________________.

10. The problem--the treachery--of the compliance professionals is that their methods threaten the ___________________ of our shortcuts.

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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