"haselton" - 1 õppematerjal

Cialdini raamat

Author's note: It is worth asking what it is about the idea of loss that makes it so potent in human functioning. One prominent theory accounts for the primacy of loss over gain in evolu- tionary terms. If one has enough to survive, an increase in resources will be helpful but a de- crease in those same resources could be fatal. Consequently, it would be adaptive to be especially sensitive to the possibility of loss (Haselton Il{ Nettle, 2006).  PSYCHOLOGICAL REACTANCE ~ Time Limits Related to the limited-number technique is the "deadline" tactic in which some of- ficial time limit is placed on the customer's opportunity to get what the compliance professional is offering. Much like my experience with the Mormon temple's inner sanctum, people frequently find themselves doing what they wouldn't much care to do simply because the time to do so is running out