BUSI 405 FINAL EXAM | COMPLETE QUESTIONS AND ANSWERS | 2026 LATEST
UPDATED| 100% RATED CORRECT | GET A+!!
Why does Social Proof work? - (Answer)Others' actions serve as a shortcut for deciding what is
correct or acceptable.
Culture & Socialization - (Answer)process by which organizations teach new members their values,
norms, and expected behaviors.
Reciprocity - (Answer)People feel obligated to return favors or kindness because of the social norm
to repay others and avoid guilt; tactics include giving gifts or favors first and using the door-in-the-
face technique (large request followed by a smaller one).
Foot-in-the-Door Technique - (Answer)A tactic where agreement to a small request increases the
likelihood of agreeing to a larger request later because people want to remain consistent with their
prior commitment.
What are the six principles of persuasion? - (Answer)Liking, reciprocity, social proof, consistency,
authority, scarcity.
,Why does the Liking principle work? - (Answer)People are more likely to agree with requests from
people they like and feel similar to because humans value relationships and trust those they feel
connected to.
Why does the Door-in-the-Face technique work? - (Answer)The second request feels like a
concession and creates pressure to reciprocate.
What are tactics for the Scarcity principle? - (Answer)Emphasizing exclusivity, limited time, or
limited quantity.
Belongingness and Beliefs - (Answer)People often keep beliefs that strengthen social connections
because belonging is a fundamental human need, meaning social acceptance can feel more
rewarding than being factually correct.
Self-Disclosure - (Answer)Sharing meaningful personal information to build trust and closeness,
which helps reduce conflict and makes influence easier.
, Procedural Justice - (Answer)Perceived fairness of the decision-making process; often more
important than outcomes because fair processes build trust and legitimacy.
Procedural Justice (5 Ingredients) - (Answer)A fair process includes voice (opportunity to be
heard), consistency (no bias), accuracy (decisions based on correct info), correctability (ability to
appeal), and ethicality (moral standards).
Interactional (Interpersonal) Justice - (Answer)The degree to which people are treated with dignity,
politeness, and respect during interactions.
Power - (Answer)The ability to make others do what they would not otherwise do, which is
important for mobilizing support and getting things done in organizations.
Resources (in power) - (Answer)Anything valuable that others depend on such as information,
money, skills, talent, social networks, control of problems, charisma, or reputation.
Dependence and Power - (Answer)The more others depend on you for valued resources that are
hard to replace, the more power you have.
UPDATED| 100% RATED CORRECT | GET A+!!
Why does Social Proof work? - (Answer)Others' actions serve as a shortcut for deciding what is
correct or acceptable.
Culture & Socialization - (Answer)process by which organizations teach new members their values,
norms, and expected behaviors.
Reciprocity - (Answer)People feel obligated to return favors or kindness because of the social norm
to repay others and avoid guilt; tactics include giving gifts or favors first and using the door-in-the-
face technique (large request followed by a smaller one).
Foot-in-the-Door Technique - (Answer)A tactic where agreement to a small request increases the
likelihood of agreeing to a larger request later because people want to remain consistent with their
prior commitment.
What are the six principles of persuasion? - (Answer)Liking, reciprocity, social proof, consistency,
authority, scarcity.
,Why does the Liking principle work? - (Answer)People are more likely to agree with requests from
people they like and feel similar to because humans value relationships and trust those they feel
connected to.
Why does the Door-in-the-Face technique work? - (Answer)The second request feels like a
concession and creates pressure to reciprocate.
What are tactics for the Scarcity principle? - (Answer)Emphasizing exclusivity, limited time, or
limited quantity.
Belongingness and Beliefs - (Answer)People often keep beliefs that strengthen social connections
because belonging is a fundamental human need, meaning social acceptance can feel more
rewarding than being factually correct.
Self-Disclosure - (Answer)Sharing meaningful personal information to build trust and closeness,
which helps reduce conflict and makes influence easier.
, Procedural Justice - (Answer)Perceived fairness of the decision-making process; often more
important than outcomes because fair processes build trust and legitimacy.
Procedural Justice (5 Ingredients) - (Answer)A fair process includes voice (opportunity to be
heard), consistency (no bias), accuracy (decisions based on correct info), correctability (ability to
appeal), and ethicality (moral standards).
Interactional (Interpersonal) Justice - (Answer)The degree to which people are treated with dignity,
politeness, and respect during interactions.
Power - (Answer)The ability to make others do what they would not otherwise do, which is
important for mobilizing support and getting things done in organizations.
Resources (in power) - (Answer)Anything valuable that others depend on such as information,
money, skills, talent, social networks, control of problems, charisma, or reputation.
Dependence and Power - (Answer)The more others depend on you for valued resources that are
hard to replace, the more power you have.
