"1hct" - 1 õppematerjal

Cialdini raamat

come, in his own eyes, the kind of person who does this sort of thing, who agrees to requests made by strangers, who takes action on things he believes in, who cooper- ates with good causes. (p. 201) What the Freedman and Fraser findings tell us, then, is to be very careful about agreeing to trivial requests, because that agreement can influence our self-concepts Sl~\treht.' ~~. {o(~ 1hCt(l~ Just Sign on the Plotted Line Have you ever wondered what the groups that ask you to sign their petitions do with all the signatures they obtain? Often they don't do anything with them , as the principal purpose of the petition may simply be to get the signers committed to the group's position and, consequently, more willing to take future steps that are consistent with it. _ Chapter 3 COMMITMENT AND CONSISTENCY (Burger 8{ Caldwell, 2003)