Cialdini raamat
For
_ _ Chapter 6 AUTHORITY
these reasons, deference to authorities can occur in a mindless fashion as a
kind of decision-making shortcut.
• When reacting to authority in an automatic fashion, there is a tendency to do
so in response to the mere symbols of authority rather than to its substance.
Three kinds of symbols that have been shown by research to be effective in
this regard are titles, clothing, and automobiles. In separate studies investigat-
ing the influence of these symbols, individuals possessing one or another of
them (and no other legitimizing credentials) were accorded more deference or
obedience by those they encountered. Moreover, in each instance, individuals
who deferred or obeyed underestimated the effect of authority pressures on
their behaviors.
• It is possible to defend ourselves against the detrimental effects of authority
annaabi.ee 
