The Power of Liking in Compliance

This chapter investigates the 'liking' principle in compliance, particularly through Tupperware parties, demonstrating how personal connections enhance buying behavior. It examines the influence of physical attractiveness and perceived similarity on decision-making, illustrating societal biases that favor the appealing. Additionally, it highlights techniques used by compliance professionals to leverage these dynamics, such as flattery and mirroring shared traits to increase rapport and likelihood of agreement.