Which term is NOT one of Robert Cialdini's six principles of persuasion?

Which term is NOT one of Robert Cialdini's six principles of persuasion?

• A. Reciprocity
• B. Liking
• C. Persuasion
• D. Scarcity

Answer: (C)

Cialdini’s six principles are reciprocity, scarcity, authority, liking, social proof, and consistency. These are the specific levers he identifies that people naturally respond to in persuasive situations. Persuasion itself is the broad process of influencing someone’s attitudes or behavior, not one of the six distinct principles. So the term that doesn’t fit as one of his six is the general notion of persuasion, while the others listed—reciprocity, liking, and scarcity—are actual principles in his framework.

Cialdini’s six principles are reciprocity, scarcity, authority, liking, social proof, and consistency. These are the specific levers he identifies that people naturally respond to in persuasive situations. Persuasion itself is the broad process of influencing someone’s attitudes or behavior, not one of the six distinct principles. So the term that doesn’t fit as one of his six is the general notion of persuasion, while the others listed—reciprocity, liking, and scarcity—are actual principles in his framework.