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INFLUENCE: The Psychology of Persuasion - Commented Book

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CHAPTER

The Power of Written Commitments in Hard Sale Contests

Law allows customers to cancel the sale and receive a full refund. Companies have found that something special happens when people personally put their commitments on paper. They live up to what they have written down. Another common way for business is to cash in on the magic of written declarations occurs through the use of an innocent looking promotional device. The purpose behind the testimonial contests is the same as the purpose behind the political essay contests of the chinese communists. In both instances, the aim is to get as many people as possible to go on record as liking the product.

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