Chapter 5:LikingThe 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!!
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