"targetperson" - 1 õppematerjal

Cialdini raamat

" How could any self-respecting prospective juror say no? And, having made the public promise, how could any self-respecting selected juror repudiate it later? Perhaps an even more crafty commitment technique has been developed by telephone solicitors for charity. Have you noticed that callers asking you to con- tribute to some cause or another these days seem to begin things by inquiring about your current health and well-being? "Hello, Mr./Ms. Targetperson," they say. "How are you feeling this evening?," or "How are you doing today?" The caller's in- tent with this sort of introduction is not merely to seem friendly and caring. It is to get you to respond-as you normally do to such polite, superficial inquiries-with a polite, superficial comment of your own: "Just fine" or "Real good" or "I'm doing  COMMITMENT IS THE KEY _ great, thanks