"vandello" - 1 õppematerjal

Cialdini raamat

" "You can't buy a coin and renege on it five weeks later. You just can't do that." Individualism. Is there another factor besides age that may account for Jack Nicklaus' strong need to remain consistent with his commitments? I hinted at such a factor earlier: He is an American, born and bred in the heartland (Ohio) of a na- tion that is distinguished from much of the rest of the world by its devotion to the "cult of the individual" (Hofstede, 1980; Vandello 8{ Cohen, 1999). In individualistic nations such as the United States and those of Western Europe, the focus is on the self, whereas, in more collectivistic societies, the focus is on the group. For exam- ple, individualists decide what they should do in a situation by looking primarily at their own histories, opinions, and choices rather than those of their peers. This should make them highly vulnerable to influence tactics that use as leverage what