Cialdini raamat
asked to spend three hours collecting money for the American Cancer Society. Of
course, not wanting to seem uncharitable to the survey-taker or to themselves,
many of these people said that they would volunteer. The consequence of this sub-
tle commitment procedure was a 700 percent increase in volunteers when, a few
days later, a representative of the American Cancer Society did call and ask for
neighborhood canvassers (Sherman, 1980). Using the same strategy, but this time
asking citizens to predict whether they would vote on election day, other re-
searchers have been able to increase significantly the turnout at the polls among
those called (Greenwald, Carnot, Beach, ~Young, 1987; Spangenberg ~ Greenwald,
in press). Courtroom combatants appear to have adopted this practice of extracting
a lofty initial commitment that is designed to spur future consistent behavior.
annaabi.ee 
