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INFLUENCE: The Psychology of Persuasion - Commented Book

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CHAPTER

The Importance of a Physician's Directive to a Hospital Patient

Midwestern researchers wanted to see if rectly administered eardrops were isolated incidents or representative of a widespread phenomenon. They substituted an unfamiliar voice on the phone offering only the frailest evidence of authority, the claimed title doctor. The results are frightening: 95% of regular staff nurses complied unhesitatingly with a patently improper instruction of this sort. It seems that in the face of a physician's directives, the nurses unhooked their professional intelligences and moved to a click whir form of responding.

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