Robert Cialdini says that "people live up to what they have written down." This illustrates the power of _____.
A) authority
B) commitment
C) scarcity
D) reciprocity

Question

Quizplus · Accepted Answer

The statement "people live up to what they have written down" implies that writing down a commitment increases the likelihood of following through with it. This is an example of the power of commitment and consistency, one of the principles outlined by Cialdini in his book "Influence: The Psychology of Persuasion."

Robert Cialdini Says That "People Live Up to What They