Author Question: Pointing out incidental similarities between ourselves and those whom we wish to influence is based ... (Read 72 times)

jjjetplane · **on:** Jun 22, 2018

Pointing out incidental similarities between ourselves and those whom we wish to influence is based on the ________ principle of compliance.

A) social validation
B) reciprocity
C) authority
D) commitment/consistency
E) friendship/liking

Question 2

One technique used for seeking compliance from others involves calling attention to relatively trivial, surprising similarities between the target person and ourselves. This is known as ________.

A) incidental similarity
B) the lowball procedure
C) ingratiation
D) the door-in-the-face technique
E) the foot-in-the-door technique