As is the case for the typical shopping mall requester, these scientists’ success was dismal: only 29 percent of those asked to participate consented. But Bolkan and Andersen thought they could boost compliance without resorting to any of the costly payments that marketers often feel forced to employ. They stopped a second sample of individuals and began the interaction with a pre-suasive opener: “Do you consider yourself a helpful person?” Following brief reflection, nearly everyone answered yes. In that privileged moment—after subjects had confirmed privately and affirmed publicly their
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