Cialdini raamat
ful of purchase forms are filled out, extensive financing terms are arranged, some-
times the customer is encouraged to drive the car for a day before signing the
contract, "so you can get the feel of it and show it around the neighborhood and at
work." During this time, the dealer knows, customers typically develop a range of
new reasons to support their choice and to justify the investments they have now
made (Brockner ~ Rubin, 1985; Teger, 1980).
Then something happens. Occasionally an "error" in the calculations is dis-
covered-maybe the salesperson forgot to add the cost of the air conditioner,
and if the buyer still requires air-conditioning, $400 must be added to the price.
To throw suspicion off themselves, some dealers let the bank handling the fi-
nancing find the mistake. At other times, the deal is disallowed at the last mo-
annaabi.ee 
