"nonexploitative" - 1 õppematerjal

Cialdini raamat

tioner. In order to retain the beneficial character of shortcut response, it is im- portant to oppose such fabrication by all appropriate means. Study Questions Critical Thinking 1. Pick any three of the weapons of influence described in this book. Discuss in each case how the weapon could be used to enhance compliance in what you would consider an exploitative manner and in what you would consider a nonexploitative manner. 2. For each of the three weapons of influence you choose, describe the way you would defend yourself should the weapon be used against you in an exploitative fashion. 3. Describe the three most important lessons that you have learned about the influence process from this book.  References Aaker, D. A. (1991). Managing brand equity. New York: Free Press. Abrams, D., Wetherell, M., Cochrane, S., Hogg, M. A., 8{Turner,J. C. (1990). Knowing