"bonoma" - 1 õppematerjal

Cialdini raamat

The Chinese constantly arranged to have the pro-Communist statements of their captives seen by others. They were posted around camp, read by the author to a prisoner discussion group, or even read on the camp radio broadcast. As far as the Chinese were concerned, the more public the better. Why? Whenever one takes a stand that is visible to others, there arises a drive to maintain that stand in order to look like a consistent person (Tedeschi, Schlenker, &. Bonoma, 1971; Schlenker et aI., 1994). Remember that earlier in this chapter I de- scribed how desirable good personal consistency is as a trait; how someone with- out it may be judged as fickle, uncertain, pliant, scatterbrained, or unstable; how someone with it is viewed as rational, assured, trustworthy, and sound. Given this context, it is hardly surprising that people try to avoid the look of inconsistency. For appearances' sake, then, the more public a stand, the more reluctant we will be to