Robert Cialdini of Arizona State University Lists Six Cues That

question 14

Multiple Choice

Robert Cialdini of Arizona State University lists six cues that trigger a programmed response and allow people hearing a persuasive appeal to fly the peripheral route on automatic pilot. A statement such as "You owe me" relates to the peripheral route because it represents:

• A) consistency.
• B) social proof.
• C) reciprocation.
• D) both "social proof" and "reciprocation."