Cialdini raamat
Defense 191
Authoritative Authority 191
Sly Sincerity 192
Summary 195
Study Questions 196
CHAPTER 7 Scarcity: The Rule of the Few 198
Less Is Best and Loss Is Worst 199
Limited Numbers 200
Time Limits 207
Psychological Reactance 203
Adult Reactance: Love, Guns, and Suds 206
Censorship 210
Optimal Conditions 213
New Scarcity: Costlier Cookies and Civil Conflict 213
Competition for Scarce Resources: Foolish Fury 217
Defense 221
Summary 225
Study Questions 226
CHAPTER 8 Instant Influence: Primitive Consent for an Automatic Age 227
Primitive Automaticity 228
Modern Automaticity 230
Shortcuts Shall Be Sacred 231
Summary 233
Study Questions 234
References 235
Index 254
annaabi.ee 
