Cialdini raamat
duce the chances that they will commit another crime; it may only reduce their chances of being sent
to jail for it.
_ Chapter 5 LIKING
begin to accumulate quite early. Research on elementary school children shows that
adults view aggressive acts as less naughty when performed by an attractive child
(Dion, 1972) and that teachers presume good-looking children to be more intelligent
than their less attractive classmates (Ritts, Patterson, 8{Tubbs, 1992).
It is hardly any wonder, then, that the halo of physical attractiveness is regularly
exploited by compliance professionals. Because we like attractive people, and be-
cause we tend to comply with those we like, it makes sense that sales training pro-
grams include grooming hints, fashionable clothiers select their floor staffs from
among the good-looking candidates, and con men and women are attractive. 2
Similarity
annaabi.ee 
