Author Question: In Influence, a number of principles influencing the compliance process (e.g., Authority, ... (Read 37 times)

NguyenJ · **on:** Jun 22, 2018

In Influence, a number of principles influencing the compliance process (e.g., Authority, Commitment/Consistency, Scarcity) were discussed as frequently exploited by compliance professionals to get us to do what they want us to do.

What is it about these principles that make us so vulnerable to their exploitation?
(a) The fact that nobody but the compliance professionals know how they really work.
(b) The automatic, mindless way that they frequently work.
(c) The fact that there are no adequate defenses against them.
(d) None of the above

Question 2

According to Influence, to defend ourselves against scarcity, we should do all of the following except

(a) notice the rising tide of arousal and use it as a signal to calm ourselves and proceed with care.
(b) use our emotions as a guide to see whether we truly wish to obtain the item.
(c) when we feel scarcity pressure, consider whether we want the item under consideration because it is rare or because we actually want to eat it, drink it, drive it, or otherwise use it.
(d) None of the above; all of the above help us defend ourselves against scarcity.