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."

Question

Quizplus · Accepted Answer

The statement "You owe me" relates to the principle of reciprocation, which is one of Cialdini's six cues. It suggests that a favor or concession has been made, prompting the other person to respond in kind.

Robert Cialdini of Arizona State University Lists Six Cues That