Influence
Test your knowledge with 45 questions across 3 challenge tiers
Master These Concepts
Review these key terms before taking the quiz
Robert Cialdini
The psychologist who identified six principles of persuasion through research and undercover investigation
Cialdini studied compliance professionals to understand how people are influenced to say yes
Reciprocity
The principle that we feel obligated to repay what others have given us
Reciprocity explains why free samples and favors create pressure to comply with requests
Commitment and Consistency
The drive to be consistent with what we have already said or done
Once we commit to something we feel pressure to behave consistently with that commitment
Social Proof
Looking to others behavior to determine correct action especially in uncertain situations
Social proof explains why we assume popular things are good and follow crowd behavior
Liking
We are more likely to comply with requests from people we like
Liking is exploited through attractiveness similarity compliments and association
Authority
The tendency to comply with requests from perceived experts or authority figures
Authority explains why titles uniforms and credentials increase compliance
Select a Quiz Tier
Complete each tier to unlock the next and earn your badges.
Fundamentals
TIER 1 • READER BADGE
Deep Dive
TIER 2 • SCHOLAR BADGE
Expert
TIER 3 • MASTER BADGE
