Which list captures Cialdini's six principles of influence?

Which list captures Cialdini's six principles of influence?

• A. Reciprocity, commitment/consistency, social proof, authority, liking, scarcity.
• B. Reciprocity, commitment/consistency, social proof, coercion, liking, scarcity.
• C. Reciprocity, commitment/consistency, social proof, fear, liking, scarcity.
• D. Reciprocity, commitment/consistency, social proof, authority, liking, trust.

Answer: (A)

Cialdini's six principles of influence are reciprocity, commitment/consistency, social proof, authority, liking, and scarcity. These are the reliable triggers that tend to incline people to say yes without coercion. Reciprocating when someone does something for us creates a sense of obligation. Commitment and consistency drive us to act in ways that align with our prior promises or self-image. We look to others to decide what’s appropriate in uncertain situations, so social proof is powerful. We trust the judgments of authorities or experts, so authority increases compliance. We’re drawn to people we like, so liking enhances persuasiveness. Scarcity makes opportunities seem more valuable because they’re limited. This six-item list matches the widely accepted framework, whereas other options replace or add items that aren’t part of the standard set—elements like coercion or fear aren’t one of the core principles, and terms like trust aren’t listed as its own principle.

Cialdini's six principles of influence are reciprocity, commitment/consistency, social proof, authority, liking, and scarcity. These are the reliable triggers that tend to incline people to say yes without coercion. Reciprocating when someone does something for us creates a sense of obligation. Commitment and consistency drive us to act in ways that align with our prior promises or self-image. We look to others to decide what’s appropriate in uncertain situations, so social proof is powerful. We trust the judgments of authorities or experts, so authority increases compliance. We’re drawn to people we like, so liking enhances persuasiveness. Scarcity makes opportunities seem more valuable because they’re limited.

This six-item list matches the widely accepted framework, whereas other options replace or add items that aren’t part of the standard set—elements like coercion or fear aren’t one of the core principles, and terms like trust aren’t listed as its own principle.