Cialdini raamat
sponding; the tendency to react on the basis of a thorough analysis of all of the in-
formation can be referred to as controlled responding (Chaiken 8{ Trope, 1999).
Quite a lot of laboratory research has shown that people are more likely to deal
with information in a controlled fashion when they have both the desire and the
ability to analyze it carefully; otherwise, they are likely to use the easier click, whirr
approach (Epley 8{ Gilovich, 2006; Petty 8{ Wegener, 1999). For instance, in one study
(Petty, Cacioppo, 8{ Goldman, 1981), students at the University of Missouri listened
to a recorded speech that supported the idea of requiring all seniors to pass com-
prehensive examinations before they would be allowed to graduate. The issue af-
fected some of them personally, because they were told that the exams could go
into effect in the next year-before they had the chance to graduate. Of course, this
annaabi.ee 
