$14$

What are the distinct organizational change phases?

Mobilization, movement, and sustain.

Awareness, mobilization, and change.

Unfreeze, change, and adoption.

Interest, change, and adoption.

$15.$within the robert cialdini's influence framework, a hotel manager who makes an environmental argument, and also emphasizes that most people who have stayed in this room have reused their towels is incorporating which principle?

peer$-$influence effect.

liking.

Commitment

Social networks

$16.$ within the robert cialdini's influence framework, based on which principle, it is argued that people defer to experts and typically underestimate their tendency to do so$?"$

liking.

social proof.

commitment.

authority.

$17.$ within the robert cialdini's influence framework, based on which principle, it is argued that people tend to return favors. if you behave in a certain way, they will respond in kind?

social proof.

commitment.

reciprocity.

liking.

$18.$ robert cialdini's influence framework describes the six principles of persuasion as:

investigating, documenting, building social networks, commitment, re$-$evaluating, and finalizing. investigating, prospecting, finding, persuading, influencing, and institutionalizing.

liking, reciprocity, social proof, commitment, authority, and scarcity.

liking, investigating, building social networks, commitment, institutionalizing, and scarcity.