"unthink" - 1 õppematerjal

Cialdini raamat

1982; Katzev &. Johnson, 1983, 1984; Katzev &. Pardini, 1988; Pardini &. Katzev, 1983-84).  DEFENSE _ Defense The only effective defense I know against the weapons of influence embodied in the combined principles of commitment and consistency is an awareness that, al- though consistency is generally good, even vital, there is a foolish, rigid variety to be shunned. We must be wary of the tendency to be automatically and unthink- ingly consistent, for it lays us open to the maneuvers of those who want to exploit the mechanical commitment-consistency sequence for profit. Since automatic consistency is so useful in allowing us an economical and ap- propriate way of behaving most of the time, however, we can't decide merely to eliminate it from our lives altogether. The results would be disastrous. If, rather than whirring along in accordance with our prior decisions and deeds, we stopped