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Chapter 7 Summary - Cialdini

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Questions and Answers

Which of the following is the more surprising finding regarding limited information and persuasion?

Limited information is more persuasive than abundant information. (correct)

Limited information has no effect on persuasion.

Limited information is equally persuasive as abundant information.

Limited information is less persuasive than abundant information.

The text suggests that the scarcity principle is most likely to hold true under which two optimizing conditions?

When scarce items are always scarce, and when we do not compete with others for them.

When scarce items are newly abundant, and when we compete with others for them.

When scarce items are newly scarce, and when we compete with others for them. (correct)

When scarce items are newly abundant, and when we do not compete with others for them.

What is the reason it is difficult to resist the effects of scarcity pressures?

Scarcity pressures have an emotion-arousing quality that makes thinking difficult. (correct)

Scarcity pressures have a cognitive-arousing quality that makes thinking difficult.

Scarcity pressures have a social-arousing quality that makes thinking difficult.

Scarcity pressures have a physiological-arousing quality that makes thinking difficult.

The text suggests that when a message has been received, it is more effective if it is perceived as consisting of what?

Exclusive information. Signup and view all the answers

What is the recommended defense against the effects of scarcity pressures?

Become more alert to the scarcity pressures and then try to calm the arousal. Signup and view all the answers

What is the main purpose of the text?

To provide strategies for resisting the persuasive effects of scarcity. Signup and view all the answers

Why do people assign more value to opportunities when they are less available?

Because limited access serves as a cue to quality Signup and view all the answers

Why do individuals at the 'terrible twos' and teenage years respond strongly to restrictions?

As a result of an emerging sense of individuality Signup and view all the answers

How does the scarcity principle affect the valuation of commodities?

It increases their value due to limited access Signup and view all the answers

What motivates individuals according to psychological reactance theory when freedoms are lost?

They want to have the freedoms and associated goods more than before Signup and view all the answers

How does limited access to information affect individuals' desire for that information?

It makes them want to receive it more Signup and view all the answers

What does the scarcity principle suggest about the availability of an item or experience?

It serves as a cue to its quality Signup and view all the answers