"suedfeld" - 1 õppematerjal

Cialdini raamat

student, the request was granted in more than two-thirds of the instances; when the student and requester were dissimilarly dressed, the dime was provided less than half the time (Emswiller, Deaux, 8{ Willits, 1971). Another experiment showed how automatic our positive response to similar others can be. Marchers in an anti- war demonstration were found to be more likely to sign the petition of a similarly dressed requester and to do so without bothering to read it first (Suedfeld, Bochner, 8{ Matas, 1971). Click, whirr. Another way requesters can manipulate similarity to increase liking and com- pliance is to claim that they have backgrounds and interests similar to ours. Car 'Have you ever noticed that despite their good looks, many attractive people don't seem to share the positive impressions of their personalities and abilities that observers have? Research has not only