Тц, тц - хората сме бая прости (цитат от книгата):
Freedman and Fraser didn’t stop there. They tried a slightly different procedure on another sample of homeowners. These people first received a request to sign a petition that favored “keeping California beautiful.” Of course, nearly everyone signed, since state beauty, like efficiency in government or sound prenatal care, is one of those issues almost no one is against. After waiting about two weeks, Freedman and Fraser sent a new “volunteer worker” to these same homes to ask the residents to allow the big DRIVE CAREFULLY sign to be erected on their lawns. In some ways, their response was the most astounding of any of the homeowners in the study. Approximately half of these people consented to the installation of the DRIVE CAREFULLY billboard, even though the small commitment they had made weeks earlier was not to driver safety but to an entirely different public-service topic, state beautification.
Signing the beautification petition changed the view these people had of themselves. They saw themselves as public-spirited citizens who acted on their civic principles. When, two weeks later, they were asked to perform another public service by displaying the DRIVE CAREFULLY sign, they complied in order to be consistent with their newly formed self-images.
You can use small commitments to manipulate a person’s self-image; you can use them to turn citizens into “public servants,” prospects into “customers,” prisoners into “collaborators.” And once you’ve got a man’s self-image where you want it, he should comply naturally with a whole range of your requests that are consistent with this view of himself.
