"inkster" - 1 õppematerjal

Cialdini raamat

" 4. How does the photograph that opens this chapter reflect the topic of the chapter?  CHAPTER Commitment and Consistency Hobgoblins of the Mind It is easier to resist at the beginning than at the end. -Leonardo Da Vinci 51 _ Chapter 3 COMMITMENT AND CONSISTENCY A STUDY DONE BY A PAIR OF CANADIAN PSYCHOLOGISTS (KNOX 8z Inkster, 1968) uncovered something fascinating about people at the racetrack: just after placing bets they are much more confident of their horse's chances of winning than they are immediately before laying down the bets. Of course, noth- ing about the horse's chances actually shifts; it's the same horse, on the same track, in the same field; but in the minds of those bettors, its prospects improve significantly once that ticket is purchased