"menters" - 1 õppematerjal

Cialdini raamat

Finely styled and expen- sive clothes carry an aura of status and position, as do similar trappings such as jew- elry and cars. The last of these status symbols is particularly interesting in the United States where "the American love affair with the automobile" gives it unusual significance. According to the findings of a study done in the San Francisco Bay area, own- ers of prestige autos receive a special kind of deference from others. The experi- menters discovered that motorists would wait significantly longer before honking their horns at a new, luxury car stopped in front of a green traffic light than at an older, economy model. The motorists had little patience with the economy-car dri- ver: Nearly all sounded their horns, and the majority of these did so more than once; two simply rammed into the rear bumper. So intimidating was the aura of