Cialdini raamat
scammer uses the consistency principle like a bludgeon on people whose pref-
erence for personal consistency gives that weapon formidable weight.
"No, we did not merelY talk about it. You ordered it! You said yes. You said yes."
'Well,you signed up for it last month; you don't remember?"
"You gave us the commitment on it over three weeks ago."
"1 had a promise and a commitment from you last week."
"You can't buy a coin and renege on it five weeks later. You just can't do that."
Individualism. Is there another factor besides age that may account for Jack
Nicklaus' strong need to remain consistent with his commitments? I hinted at such
a factor earlier: He is an American, born and bred in the heartland (Ohio) of a na-
tion that is distinguished from much of the rest of the world by its devotion to the
"cult of the individual" (Hofstede, 1980; Vandello 8{ Cohen, 1999). In individualistic
annaabi.ee 
