"shafir" - 1 õppematerjal

Cialdini raamat

The automatic behavior patterns of humans tend to be learned rather than inborn, more flexible than the lock-step patterns of the lower animals, and responsive to a larger number of triggers. • • • • Chapter 1 WEAPONS OF INFLUENCE Chanowitz, 1978). A well-known principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason. Peo- ple simply like to have reasons for what they do (Bastardi 8{ Shafir, 2000). Langer demonstrated this unsurprising fact by asking a small favor of people waiting in line to use a library copying machine: "Excuse me, I have five pages. May I use the Xerox machine because I'm in a rush?" The effectiveness of this request plus- reason was nearly total: 94 percent of those asked let her skip ahead of them in line. Compare this success rate to the results when she made the request only: "Excuse me, I have five pages. May I use the Xerox machine