QUESTION 24 Which of the following is not one of Cialdini’s six principles of persuasion?


  1. Which of the following is not one of Cialdini’s six principles of persuasion?
  2. Social Proof
  3. Reciprocity
  4. Reverse Psychology
  5. Scarcity


  1. Which of the following is the best example of a captive pricing strategy?
  2. Buying a razor and then having to continue to buy specific blades for that type of razor
  3. In-state students pay lower tuition than out-of-state students
  4. A car dealership offering different models of a car at different price points
  5. Paying a monthly gym membership fee and then paying for new shoes, new workout clothes, and a head band


  1. The Tiffany’s promotion that was run by Nissan and discussed by Professor Miller was brilliant because…
  2. people loved getting a gift from Tiffany’s with their new car purchase.
  3. it gave dealers an incentive to sell cars.
  4. it targeted the spouse of the dealer operator.
  5. it targeted women buyers of automobiles who also love Tiffany’s jewelry.


  1. A company with little competition and a high quality (and strongly desired) product might use a pricing strategy that captures higher profits with its initial price before being lowered to attract price-sensitive consumers. Which type of strategy best demonstrates this?
  2. Loss leader
  3. Bait-and-switch 
  4. Predatory pricing 
  5. Price skimming