Cialdini raamat
pieces only after the items had been mistakenly offered at double their original
price. I can make no sense of their behavior unless it is viewed in click, whirr terms.
The customers, mostly well-to-do vacationers with little knowledge of
turquoise, were using a standard principle-a stereotype-to guide their buying:
expensive = good. Much research shows that people who are unsure of an item's
quality often use this stereotype (Cronley et al., 2005). Thus the vacationers, who
wanted "good" jewelry, saw the turquoise pieces as decidedly more valuable and
desirable when nothing about them was enhanced but the price. Price alone had
2Perhaps the common "because ... just because" response of children asked to explain their behavior
can be traced to their shrewd recognition of the unusual amount of power adults appear to assign to
the word because.
CLICK , WHIRR ~
Cluck-Whirr
annaabi.ee 
