Cialdini raamat
based on their actual traits and abilities but are often caused by an attractiveness "halo" (Major, Car-
rington, ~ Carnevale, 1984). Consequently, many attractive people who are exposed to this confusing
information may be left with an uncertain self-concept.
WHY DO I LIKE YOU? LET ME LIST THE REASONS _ _
salespeople, for example, are trained to look for evidence of such things while ex-
amining a customer's trade-in. If there is camping gear in the trunk, the salespeo-
ple might mention, later on, how they love to get away from the city whenever they
can; if there are golf balls on the back seat, they might remark that they hope the
rain will hold off until they can play the eighteen holes they scheduled for later in
the day; if they notice that the car was purchased out of state, they might ask where
a customer is from and report-with surprise-that they (or their spouse) were
born there, too.
annaabi.ee 
