Cialdini raamat
should realize two things. First, the automatic, fixed-action patterns of these ani-
mals work very well most of the time. For example, because only normal, healthy
turkey chicks make the peculiar sound of baby turkeys, it makes sense for mother
turkeys to respond maternally to that single cheep-cheep noise. By reacting to just
that one stimulus, the average mother turkey will nearly always behave correctly. It
takes a trickster like a scientist to make her tapelike response seem silly. The sec-
ond important thing to understand is that we, too, have our preprogrammed tapes;
and, although they usually work to our advantage, the trigger features that activate
them can dupe us into playing the tapes at the wrong times. '
This parallel form of human automaticity is aptly demonstrated in an experi-
ment by social psychologist Ellen Langer and her co-workers (Langer, Blank, ~
annaabi.ee 
