Trigger Features
Weapon of Influence #1
Weapon of Influence #2
Weapon of Influence #3
Weapon of influence #4
Weapon of influence #5
Weapon of influence #6
100
With proper execution, exploiters of trigger features need hardly strain a muscle to get their way -- which is analogous to this martial-art form.
What is jujitsu?
100
To use this weapon of influence, give customers a gift so they feel like they owe you...
What is reciprocation?
100
To use this weapon of influence, find small things to persuade people to do, then move on to larger things from there
What is commitment and consistency?
100
This weapon of influence is being used here.
What is social proof?
100
This weapon of influence can be triggered when customers think we are more attractive.
What is liking?
100
To use this weapon of influence, doctors should prominently display their diploma on their office wall.
What is authority?
100
This weapon of influence is being used here.
What is scarcity?
200
It's the sound that serves as the trigger feature for a turkey not to attack the stuffed pole cat.
What is "cheep-cheep"?
200
This president was arguably impeached because G. Gordon Liddy understood the rejection-then-retreat technique.
Who is Richard Nixon?
200
When car dealers offer a good deal with no intention of following through on it is called throwing this.
What is a lowball?
200
One demonstration of the power of social proof is that people find TV situation comedies more funny when this is used.
What is canned laughter?
200
Browns fans are more likely to use this pronoun to describe the outcome of a Browns' loss -- especially if they are insecure people.
What is "they" (as in "they lost").
200
The name of the Yale professor who did a shocking experiment.
What is Stanley Milgram?
200
Which Shakespeare play was referenced in this chapter?
What is Romeo and Juliet?
300
It's the trigger feature that caused the torquoise jewelry to suddenly sell out -- after it had gone for weeks without selling.
What is doubling the price?
300
The Boy Scouts used the rejection-then-retreat technique by selling these to people who said no to buying the more expensive Boy Scout circus tickets.
What are $1 candy bars?
300
This is how a Columbus, Ohio, researcher significantly increased the turnout of a U.S. presidential election among those he called (two weeks before Election Day).
What is simply asking them if they plan to vote on Election Day?
300
Because of social proof, many ads feature these (...usually by people who match demographic profile of the target market).
What are testimonials?
300
This effect that references heavenly beings is used points to why we describe attractive people as being more honest, funny, and trustworthy.
What is halo effect?
300
The chapter explains how a nurse mistakenly administered ear drops into this part of a patient.
What is rear end?
300
As demonstrated by the photo (on our class PowerPoint) of consumers on Black Friday, people see things as being more desirable when this happens.
What is competing for it?
400
This animal mimics a blinking courtshop code that indicates they are "ready to mate."
What is a Photuris firefly?
400
In the Regan study, subjects who were given a Coke bought more of these from their fellow art evaluator.
What is raffle tickets?
400
It was never enough for the war prisoners to listen quietly or even to agree verbally with Chinese propaganda -- they were always pushed to also do this.
What is write it down?
400
This two word term relates to the bystander effect, and refers to when a group of people privately reject a norm, but go along with it because they assume, incorrectly, that others accept it.
What is pluralistic ignorance?
400
This interrogation technique is discussed in this chapter because police understand that people feel a sense of commonality when working with others to fulfill a common goal.
What is good copy, bad cop?
400
The chapter points out how people are more likely to participate in this traffic crime when they see someone else wearing a business suit doing it.
What is jaywalk?
400
Although this doesn't seem to make sense, Cialdini points out that the joy is not in experiencing a scarce commodity but in this.
What is possessing it?
500
It's the one-word that serves as the trigger feature given that people are much more likely to let you cut in line (at the photocopy machine) when you use it
What is "because"?
500
This company instructs their salespeople to leave the free sample bag called the BUG with customers for 2-3 days at no cost.
What is Amway?
500
Cialdini compares fraternity hazing rituals with those of African boys who are sent to a "school" at age 10-16 to face beatings, exposure to cold, thirst, eating of unsavory foods, punishment, death threats -- and ultimately this medical/surgical procedure.
What is circumcision?
500
This was the name of the occupation of people hired to applaud at the opera.
What is a claquer?
500
Cialdini argues that people like this car salesman is the reason why we had to live by caveat emptor.
Who is Joe Girard?
500
This is how Vincent the waiter establishes his authority.
What is suggesting that his customer has ordered the wrong entre' tonight.
500
According to this theory, whenever free choice is threatened, the need to retain our freedoms makes us desire them significantly more than previously.
What is Psychological Reactance Theory?
501
Cialdini is the Regents' Professor Emeritus of Psychology and Marketing at this university, whose colors are maroon and gold.
What is Arizona State University?