Cialdini raamat
Then, sometime
after the decision has been made, but before the bargain is sealed, the original pur-
COMMITMENT IS THE KEY M:f •
chase advantage is deftly removed. It seems almost incredible that a customer
would buy a car under these circumstances. Yet it works-not on everybody, of
course, but it is effective enough to be a staple compliance procedure in many car
showrooms. Automobile dealers have come to understand the ability of a personal
commitment to build its own support system, a support system of new justifica-
tions for the commitment. Often these justifications provide so many strong legs
for the decision to stand on that when the dealer pulls away only one leg, the orig-
inal one, there is no collapse. The loss can be shrugged off by the customer who is
consoled, even made happy, by the array of other good reasons favoring the choice.
annaabi.ee 
