Cialdini raamat
cause. These results suggest an important qualification of the principle of social
proof. We will use the actions of others to decide on proper behavior for ourselves,
especially when we view those others to be similar to ourselves (Park, 2001; Stangor,
Sechrist, 8(Jost, 2001).
This tendency applies not only to adults but to children as well. Health re-
searchers have found, for example, that a school-based antismoking program had
lasting effects only when it used same-age peer leaders as teachers (Murray, Leup-
ker, Johnson, 8( Mittlemark, 1984). Another study found that children who saw a
film depicting a child's positive visit to the dentist lowered their own dental anxi-
eties principally when they were the same age as the child in the film (Melamed,
Yurcheson, Fleece, Hutcherson, 8( Hawes, 1978). I wish I had known about this sec-
annaabi.ee 
