Seeking compliance through ingratiation is based on the ...

[PhilipSeeMore]

Seeking compliance through ingratiation is based on the underlying principle of ________.
 
  A) reciprocity
  B) social validation
  C) friendship/liking
  D) commitment/consistency
  E) authority

Question 2

One frequently used impression management technique is ingratiation. This involves ________.
 
  A) first inducing the target person to like you, then attempting to change the person's behavior in a desired direction.
  B) first beginning with a small request, then escalating to a larger request after the first one has been granted
  C) offering additional benefits to a target person before they have decided whether or not to comply with a request
  D) first beginning with a very large request, then making a much smaller but desired request after the first request has been refused
  E) offering a very attractive deal, then changing the terms of the agreement after the attractive deal was accepted

[Mholman93]

Answer to Question 1

Answer: C

Answer to Question 2

Answer: A