Cialdini raamat
without ever providing a real authority. The appearance of authority was enough.
This tells us something important about unthinking reactions to authority figures.
When in a click, whirr mode, we are often as vulnerable to the symbols of authority
as to the substance.
Several of these symbols can reliably trigger our compliance in the absence of
the genuine substance of authority. Consequently, these symbols are employed ex-
tensively by those compliance professionals who are short on substance. Con
artists, for example, drape themselves with the titles, the clothes, and the trappings
of authority. They love nothing more than to emerge elegantly dressed from a fine
automobile and to introduce themselves to their prospective "marks" as Doctor or
Judge or Professor or Commissioner Someone. They understand that when they
are so adorned their chances for compliance are greatly increased. Each of these
annaabi.ee 
