Cialdini raamat
At other
times, it involved an intensive examination of the written materials by which com-
pliance techniques are passed down from one generation to another-sales man-
uals and the like.
Most frequently, though, it took the form of participant observation. Partici-
pant observation is a research approach in which the researcher becomes a spy of
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-
annaabi.ee 
