Cialdini raamat
they had no strong need to carefully consider the argument's validity. The study's
results were quite straightforward: Those subjects with no personal stake in the
topic were primarily persuaded by the speaker's expertise in the field of education;
they used the "If an expert said so, it must be true" rule, paying little attention to
the strength of the speaker's arguments. Those subjects for whom the issue mat-
tered personally, on the other hand, ignored the speaker's expertise and were per-
suaded primarily by the quality of the speaker's arguments.
So, it appears that when it comes to the dangerous business of click, whirr re-
sponding, we give ourselves a safety net: We resist the seductive luxury of register-
ing and reacting to just a single (trigger) feature of the available information when
an issue is important to us. No doubt this is often the case (Leippe 8z Elkin, 1987).
Yet, I am not fully comforted. Recall that earlier we learned that people are likely to
annaabi.ee 
