According to Cialdini, _____ is a principle which states that we ...

[washai]

According to Cialdini, _____ is a principle which states that we are more likely to accept the positions, arguments, and direction from recognized authority figures.
 a. liking
 b. consistency
  c. scarcity
 d. social proof
  e. authority

Question 2

The partnership approach as applied to the marketing channel means a:
 a. Legal partnership arrangement.
  b. Supportive relationship between channel members based on a careful delineation of their mutual roles in the channel.
  c. True 50-50 sharing of the costs of all programs aimed at promoting the manufacturer's product.
  d. Reciprocal arrangement whereby the channel members both buy from and sell to each other.
  e. Very heavy use of cooperative programs, all of which are paid for on an equal basis between the manufacturer and the channel members.

[Joy Chen]

Answer to Question 1

e

Answer to Question 2

B