Citações
First, although the familiarity produced by contact usually leads to greater liking, the opposite occurs if the contact carries distasteful experiences with it.
The customers, mostly well-to-do vacationers with little knowledge of turquoise, were using a simplifying principle—a stereotype—to guide their buying: expensive = good.
Perceptual contrast—the tendency to see two things that are different from one another as being more different than they actually are—is a lever of influence used by some compliance practitioners. For example, real-estate agents may show prospective home buyers one or two unattractive options before showing them a more attractive home, which then seems more attractive than it would have if shown first. An advantage of employing this lever of influence is that its tactical use typically goes unrecognized.
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