Cialdini raamat
ery of certain compliance practitioners, who seek to profit from the mindless and
mechanical nature of shortcut responding. If, as it seems, the frequency of shortcut
responding is increasing with the pace and form of modern life, we can be sure that
the frequency of this trickery is destined to increase as well.
What can we do about the expected intensified attack on our system of short-
cuts? More than evasive action, I urge forceful counterassault; however, there is an
important qualification. Compliance professionals who play fairly by the rules of
shortcut responding are not to be considered the enemy; to the contrary, they are
our allies in an efficient and adaptive process of exchange. The proper targets for
counter-aggression are only those individuals who falsify, counterfeit, or misrepre-
sent the evidence that naturally cues our shortcut responses.
annaabi.ee 
