"repurchases" - 1 õppematerjal

Cialdini raamat

requests. Since the tactic uses a concession to bring about compliance, the victim is likely to feel more satisfied with the arrangement as a result. It stands to reason that people who are satisfied with a given arrangement are more likely to be will- ing to agree to similar arrangements. As one study of retail sales showed, feeling responsible for getting a better deal led to more satisfaction with the process and more repurchases of the product (Schindler, 1998). Defense Against a requester who employs the rule for reciprocation, you and I face a formi- dable foe. By presenting us with either an initial favor or an initial concession, the requester will have enlisted a powerful ally in the campaign for our compliance. At first glance, our fortunes in such a situation would appear dismal. We could com- ply with the requester's wish and, in so doing, succumb to the reciprocity rule. Or,