Cialdini raamat
print, but you will prefer the reverse image. Why? Because you both will be re-
sponding favorably to the more familiar face-your friend to the one the world
sees and you to the transposed one you find in the mirror every day (Mita, Dermer,
8{ Knight, 1977)·
Because of its effect on liking, familiarity plays a role in decisions about all
sorts of things, including the politicians we elect (Grush, 1980; Grush, McKeough,
8{ Ahlering, 1978). It appears that in an election booth voters often choose a candi-
date merely because the name seems familiar. In one controversial Ohio election a
few years ago, a man given little chance of winning the state attorney-general race
swept to victory when, shortly before the election, he changed his name to
Brown-a family name of much Ohio political tradition.
How could such a thing happen? The answer lies partially in the unconscious
annaabi.ee 
