"ilar" - 1 õppematerjal

Cialdini raamat

sorts. With disguised identity and intent, the investigator infiltrates the setting of interest and becomes a full-fledged participant in the group to be studied. So when I wanted to learn about the compliance tactics of encyclopedia (or vacuum cleaner, or portrait photography, or dance lesson) sales organizations, I would answer a newspaper ad for sales trainees and have them teach me their methods. Using sim- ilar but not identical approaches, I was able to penetrate advertising, public rela- tions, and fund-raising agencies to examine their techniques. Much of the evidence presented in this book, then, comes from my experience posing as a compliance professional, or aspiring professional, in a large variety of organizations dedicated to getting us to say yes. One aspect of what I learned in this three-year period of participant observa- tion was most instructive