Chapter 5: Liking The Friendly Thief

4/26/00


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Table of Contents

Chapter 5: Liking The Friendly Thief

The Liking Rule:

The Tupperware Parties.

With Tupperware Parties, consumers are buying their products from people they know and like versus the unknown salesperson.

Factors That Cause Liking.

Physical Attractiveness

Similarity

Compliments

Contact and Cooperation

Cooperation: People work together for a common goal.

Conditioning and Association

The CLICK, WHIRR effect

Positive Associations

IT WORKS!!! Study on new car ads

Other examples

Strange Behavior and the Association Principle

Sports Fans

How to Say No!!

Author: tom hobbs

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