Cialdini raamat
St. John to bring in someone with an
opposing opinion because they feared that Dr. Running's views on global warming
would be seen as anti-agricultural. Although the superintendent maintained that
under the circumstances, choosing to cancel the speech was "the neutral option,"
I'm convinced that he granted a large victory to one side of the debate-the global
4Evidence that reactance can cause people to take political action they would otherwise not have taken
comes from a study by Heilman (1976). Supermarket shoppers were most likely to sign a petition fa-
voring federal price controls after they had been informed that a federal official had opposed the dis-
tribution of the petition.
_ Chapter 7 SCARCITY
warming position. Based on what we know about the psychological effects of offi-
cial censorship, it is likely that in the aftermath the majority of Choteau High
School students, and perhaps Montanans, became more favorable to Dr. Running's