"quencing" - 1 õppematerjal

Cialdini raamat

Critical Thinking 1. Suppose you were an attorney representing a woman who broke her leg in a depart- ment store and was suing the store for $100,000 in damages. Knowing only what you do about perceptual contrast, what could you do during the trial to make the jury see $100,000 as a reasonable, even small, award? 2. The charity request card in Figure 1.2 seems rather ordinary except for the odd se- quencing of the donation request amounts. Explain why, according to the contrast principle, placing the smallest donation figure between two larger figures is an ef- fective tactic to prompt more and larger donations. 3. What points do the following quotes make about the dangers of click-whirr responding? "Everything should be made as simple as possible, but not simpler." Albert Einstein "The greatest lesson in life is to know that even fools are sometimes right." Winston