Offering free shipping on internet orders, free extended warranties, or “buy one get one free” deals, are all examples of which social influence tactic?

The relationship between a consumer’s self-concept and his/her possessions is called ____________. This view is consistent with the notion that external objects can become a part of us when we are able to exercise significant control over them.

In a field experiment conducted on a crowded beach, Moriarty (1975) either asked strangers to watch his radio or said nothing before he left his belongings. Later, when a thief attempted to steal the radio, Moriarty found that:

Sales of a $275 Williams-Sonoma bread-making machine increased when the company introduced a larger, more expensive model. This would be an example of which phenomenon?

Alice buys a car and thinks she got a good price. After the price is agreed upon, the salesperson starts to add small accessories (such as upholstery cleaner)—which ends up increasing the final price that Alice has to pay. The salesperson is using a technique called:

In a self-regulation experiment, Baumeister and colleagues (1998) had participants eat either cookies or radishes in a room that smelled like fresh-baked cookies. Later, the participants were asked to work on a difficult task (i.e., unsolvable anagrams). The participants who ate ____________ gave up on the task sooner presumably because they had ____________.

According to the Elaboration Likelihood Model (ELM), in the ____________ route to persuasion people are motivated and have the ability to process message arguments. Conversely, in the ____________ route to persuasion people are not motivated or do not have the ability to process message arguments.

Imagine seeing a billboard that advertises an upcoming football game. Shortly thereafter, you see a group of young boys tackling each other and assume that they are playing football. What concept does this example best represent?

Investment counselors understand that if they can persuade a potential client to schedule an appointment and visit their office, the task of selling that person investment services becomes substantially easier. This is representative of what social influence tactic?

After spending time in a very expensive store, John then viewed an ordinary retail store as being very inexpensive—more than if he did not go into the expensive store at all. This would be an example of: