Cialdini raamat
simple question, "How truthful can we expect the expert to be?" Authorities, even
the best informed, may not present their information honestly to us; therefore, we
need to consider their trustworthiness in the situation. Most of the time we do. We
allow ourselves to be swayed more by experts who seem to be impartial than by
those who have something to gain by convincing us (Eagly, Wood, 8{ Chaiken, 1978);
research has shown this to be true around the world (McGuinnies 8{ Ward, 1980)
and in children as young as second-graders (Mills 8{ Keil, 2005). By wondering how
an expert stands to benefit from our compliance, we give ourselves another safety
net against undue and automatic influence. Even knowledgeable authorities in a
field will not persuade us until we are satisfied that their messages represent the
facts faithfully (Van Overwalle 8{ Heylighen, 2006).
When asking ourselves about an authority's trustworthiness, we should keep in
annaabi.ee 
