Deck 7: Cognitive Shorthands

Question 1

When a visitor from a foreign country orders a Budweiser beer after being told it is the most popular American beer, this is an example of:

A) Social proof
B) Consistency
C) Liking
D) Authority

Answer 1

Social proof

Question 2

Which is not one of Cialdini's cognitive shorthands?

A) Contrast
B) Reciprocity
C) Scarcity
D) Rationality

Answer 2

Rationality

Question 3

British singer Susan Boyle's performance on Britain's Got Talent exemplifies:

A) Liking
B) Contrast
C) Social proof
D) Reciprocity

Answer 3

Contrast

Question 4

Cialdini's example of "Vincent the Waiter" exemplified:

A) Reciprocity and authority
B) Consistency and authority
C) Social proof and contrast
D) Scarcity and contrast

Question 5

Voters who put candidate signs in their yards are more likely to vote for the candidate. This is an example of:

A) Liking
B) Contrast
C) Social proof
D) Consistency

Question 6

The "foot-in-the-door" technique involves:

A) Getting a larger commitment first
B) Getting a modest commitment first
C) Getting all that is possible first
D) A and C

Question 7

Cialdini's principle rooted in imitating others is:

A) Authority
B) Consistency
C) Reciprocity
D) Social proof

Question 8

"Pluralistic ignorance":

A) Is the negative outcome of Cialdini's "social proof"
B) Assumes that "because nobody is concerned, nothing is wrong"
C) Explains the Catherine Genovese case
D) A and B
E) All of the above

Question 9

"Less is best and loss is worst" is Cialdini's catch phrase for his principle of:

A) Contrast
B) Consistency
C) Reciprocity
D) Scarcity

Question 10

Which is not a critique of Cialdini's work?

A) He overlooks the possibility of probabilistic consistency
B) He does not acknowledge the tensions and contradictions that exist among his principles
C) His two metaphors for human shorthand reasoning cannot coexist
D) He overlooks the unidentified contingencies in his examples
E) All of the above

Question 11

Cialdini's example of the Indian jewelry store sale can be critiqued under the category of:

A) Tension between principles
B) Unidentified contingencies
C) Obscured differences
D) Conflicting metaphors

Question 12

"Rules of thumb", educated guesses, intuitive judgments, or common sense are examples of:

A) Cognitive dissonance
B) Heuristics
C) Haptics
D) Contingencies

Question 13

Groopman finds that:

A) Medical training helps doctors recognize and overcome cognitive shorthands
B) High levels of intelligence help individuals avoid cognitive shorthands
C) The stresses of medical practice can lead doctors to employ cognitive shorthands
D) All of the above

Question 14

The ads from financial firm Merrill-Lynch circa the 2000 bursting of the internet bubble:

A) Appealed to the cognitive shorthand of authority
B) Appealed to the cognitive shorthand of social proof
C) Provided little in the way of factual information
D) A and B only
E) All of the above

Question 15

Madoff and Bennett's financial scams employed all of the following persuasive tactics except:

A) Credibility
B) Scarcity
C) Mystery
D) Sanctity

Question 16

Cialdini says that humans often process data in a way similar to mother turkeys caring for their young.

Question 17

Cialdini's central assertion is that we are persuadable when we rely on cognitive shorthands.

Question 18

"Contrast" in Cialdini's work has to do with the sequencing of message stimuli.

Question 19

The DITF technique involves starting with the least costly option and following it up with a grander request.

Question 20

When drivers fail to stop and help accident victims on the highway because no one else seems to be stopping, this is an example of reciprocity.

Question 21

We are persuaded to attend a friend's Tupperware party primarily through Cialdini's principle of social proof.

Question 22

The impulse to bring our beliefs, values and attitudes into line with our expressed public commitments is called "evaluative consistency".

Question 23

A critique of Cialdini's work is that he overtly focuses on all the unidentified contingencies.

Question 24

Cialdini's two metaphors fit well together into a non-contradictory explanation of human persuasion.

Question 25

Bernie Madoff bilked investors out of $50 billion in large part by employing the tactics Cialdini describes.

Question 26

Describe briefly a recent "persuasion event" in your life (such as making a major purchase and negotiating a major purchase and negotiating with a salesperson) and apply at least three of Cialdini's principles. Show how Cialdini's ideas came into play within your situation.

Question 27

Select two of the critiques Simons and Jones offer of Cialdini's work and explain them in detail. Then, evaluate those two critiques, supporting or refuting them.

Question 28

Recount one of the case studies from Chapter 7 and describe exactly how it illustrates Cialdini's principles. Be sure to include a list of the principles involved and be sure to offer full definitions and explanations of these principles.

Question 29

What exactly is Cialdini's thesis? Explain it in detail, incorporating his key terms and principles into your discussion.

Question 30

Discuss the "debate" Chapter 7 presents and offer up a detailed opinion about who "won" the debate and why.