Cialdini raamat
atically immersed myself in the world of compliance professionals-salespeople,
fund-raisers, advertisers, and others.
_.
_ INTRODUCTION
My purpose was to observe, from the inside, the techniques and strategies
most commonly and effectively used by a broad range of compliance practitioners.
That program of observation sometimes took the form of interviews with the prac-
titioners themselves and sometimes with the natural enemies (for example, police
bunco-squad officers, consumer agencies) of certain of the practitioners. At other
times, it involved an intensive examination of the written materials by which com-
pliance techniques are passed down from one generation to another-sales man-
uals and the like.
Most frequently, though, it took the form of participant observation. Partici-
annaabi.ee 
