"nonhumans" - 1 õppematerjal

Cialdini raamat

1999)·  THE PROFITEERS _ sweeps into itself the causes of such diseases as rabies, mononucleosis, and the common cold (Goodenough, 1991).7 It should come as no surprise, then, that there is a strong but sad parallel in the human jungle. We too have profiteers who mimic trigger features for our own brand of automatic responding. Unlike the mostly in- stinctive response sequences of nonhumans, however, our automatic tapes usually develop from psychological principles or stereotypes we have learned to accept. Al- though they vary in their force, some of these principles possess a tremendous abil- ity to direct human action. We have been subjected to them from such an early point in our lives, and they have moved us about so pervasively since then, that you and I rarely perceive their power. In the eyes of others, though, each such principle