Cialdini raamat
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
initial small commitment from a target and then to extract funds by holding the
target accountable for it. Note how, in the following separate tape excerpts, the
scammer uses the consistency principle like a bludgeon on people whose pref-
erence for personal consistency gives that weapon formidable weight.
"No, we did not merelY talk about it. You ordered it! You said yes. You said yes."
'Well,you signed up for it last month; you don't remember?"
"You gave us the commitment on it over three weeks ago."
"1 had a promise and a commitment from you last week."
"You can't buy a coin and renege on it five weeks later. You just can't do that."
Individualism
annaabi.ee 
