"canvasser" - 1 õppematerjal

Cialdini raamat

Not only was it a lasting personal re- minder of his action, it was also likely to persuade those around him that it re- flected his actual beliefs. As we will see in Chapter 4, what those around us think is true of us is enormously important in determining what we ourselves think is true. For example, one study found that one week after hearing that they were consid- ered charitable people, homemakers in New Haven, Connecticut, gave much more money to a canvasser from the Multiple Sclerosis Association (Kraut, 1973). Appar- ently the mere knowledge that someone viewed them as charitable caused these people to make their actions consistent with that view. Savvy politicians have long used the committing character oflabels to great ad- vantage. One of the best at it was former president of Egypt, Anwar Sadat. Before in- ternational negotiations began, Sadat would assure his bargaining opponents that