Cialdini raamat
clination to live by it.
A similar situation arose a decade earlier several hundred miles south of Ken-
nesaw, when, to protect the environment, Dade County (Miami), Florida, imposed
an antiphosphate ordinance prohibiting the use-and possession!-of laundry or
cleaning products containing phosphates. A study done to determine the social im-
pact of the law discovered two parallel reactions on the part of Miami residents.
First, in what seems a Florida tradition, many Miamians turned to smuggling.
Sometimes with neighbors and friends in large "soap caravans," they drove to
nearby counties to load up on phosphate detergents. Hoarding quickly developed
and, in the rush of obsession that frequently characterizes hoarders, families
boasted of having 2o-year supplies of phosphate cleaners.
The second reaction to the law was more subtle and more general than the de-
liberate defiance of the smugglers and hoarders. Spurred by the tendency to want
annaabi.ee 
