You have received a letter from North American Family Publishers sweepstakes with pictures of Dick McMahon and Ed Clark that states,
"You are our newest $10 million winner!* However, you must act in 24 hours by buying numerous magazine subscriptions to secure your prize." You read further to find the fine print that says, "*Only if you have the winning number." What influence strategy is being utilized?
A) Retribution
B) Reciprocity
C) Reason
D) Expert
Answer: A
Explanation: A) Correct. One retribution technique involves the use of time pressure and perceived scarcity to intimidate you into purchasing magazines.
B) Incorrect. Reciprocity uses bargaining or obligation to obtain compliance. Though you must purchase the magazines to win the prize, that language is in fine print, rather than being the primary source of influence.
C) Incorrect. Reason is based on logical arguments or appeal to personal values to help others see why they should do what you say. Here, there is no logic. It is just pressure and excitement.
D) Incorrect. Expert does not refer to an influence strategy, but to a source of personal power.
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