Which principle corresponds to Authority/Credibility in Cialdini's six principles?

Which principle corresponds to Authority/Credibility in Cialdini's six principles?

• A. Reciprocity
• B. Liking
• C. Commitment and Consistency
• D. Authority/Credibility

Answer: (D)

Authority and credibility hinge on people deferring to sources they see as knowledgeable or trustworthy. When a claim comes from an expert or an authority—someone with recognized credentials, relevant experience, or an official role—audiences tend to give it more weight and be more persuaded. That exact dynamic is what this option captures: relying on expertise and perceived legitimacy to influence decisions or beliefs. The other principles describe different routes to influence—reciprocity involves returning favors, liking involves being swayed by someone we’re fond of, and commitment/consistency involves behaving in ways that align with past actions—so they don’t match the mechanism of trusting an authoritative source.

Authority and credibility hinge on people deferring to sources they see as knowledgeable or trustworthy. When a claim comes from an expert or an authority—someone with recognized credentials, relevant experience, or an official role—audiences tend to give it more weight and be more persuaded. That exact dynamic is what this option captures: relying on expertise and perceived legitimacy to influence decisions or beliefs. The other principles describe different routes to influence—reciprocity involves returning favors, liking involves being swayed by someone we’re fond of, and commitment/consistency involves behaving in ways that align with past actions—so they don’t match the mechanism of trusting an authoritative source.