Cialdini raamat
much information that it had to ignore the vast majority of it. Said Professor Robert
Louden, one of the Justice Department's consultants, "The FBI had such an intelli-
gence information overload that ... they just fell back on past practice-and since
'For evidence of such perceptual and decisional narrowing, see Albarracin Il( Wyer (2001); Boden-
hausen (1990); Chajut Il( Algom (2003); Easterbrook (1959); Gilbert and Osborne (1989); Hockey and
Hamilton (1970); Keinan (1987); Kruglanski and Freund (1983); Mackworth (1965); Milgram (1970);
Paulus, Martin, and Murphy (1992); Sengupta Il(Johar (2001); Tversky and Kahneman (1974); and Web-
ster, Richter, and Kruglansk (1996).
_ Chapter 8 INSTANT INFLUENCE
they didn't have any experience with religion, they treated it like a standard barri-
cade" ("Overload of Advice," 1993). The disastrous outcome was that, when the FBI
annaabi.ee 
