out. No matter how successful you become as the result of your hard work, you will have a nagging fear that it will all be taken away from you. If you feel like an imposter, you will often feel guilty for achiev- ing greater success than others. To escape these feelings of guilt, many people engage in self-sabotage. They eat too much, drink too much, take dope, ignore their families, engage in unpredictable be- haviors, and often throw their money away in extravagant living and unwise investments. They feel deep down inside that they don’t de- serve their success. As a result, they often drive it away. ■ DEDICATE YOURSELF TO SERVING OTHERS The truth is that you deserve everything you can rightfully earn by doing an excellent job, and producing or distributing products or services that improve people’s lives and work. In a market society
tion during interrogation" (1956). Other groups of people interested in compliance are also aware of the useful- ness and power of this approach. Charitable organizations, for instance, will often use progressively escalating commitments to induce individuals to perform major favors. Research has shown that such trivial first commitments as agreeing to be interviewed can begin a "momentum of compliance" that induces such later be- haviors as organ or bone marrow donations (Carducci, Deuser, Bauer, Large, 8z Ra- maekers, 1989; Schwartz, 1970). Many business organizations employ this approach regularly as well. For the salesperson, the strategy is to obtain a large purchase by starting with a small one. Almost any small sale will do because the purpose of that small transaction is not Is~a~ Small and Build l © pa",!:~_~sed By Permission. _ Chapter 3 COMMITMENT AND CONSISTENCY
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