Cialdini raamat
to be congruent with those promises. I also believe that the same finding can
help explain why the perpetrators of fraud against older populations so often use
commitment-and-consistency tactics to snare their prey. Take as evidence a note-
worthy study done by the AARP, which became concerned about the increasing
incidence (and distressing success) of phone fraud attacks on its over-50 mem-
bership. Along with investigators in 12 states, the organization became involved
in a sting operation designed to uncover the tricks of phone scammers target-
ing the elderly. One result was a trove of transcribed audio tapes of conversa-
tions between scammers and their intended victims. An intensive examination
of the tapes by researchers Anthony Pratkanis and Doug Shadel (2005) revealed
widespread attempts by the fraud artists to get-or sometimes just claim-an
annaabi.ee 
