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Journal of Consulting and Clinical Psychology, 61, 147 155 Golembiewski, R T, Munzenrider, R, & Carter, D (1983) Phases of progressive burnout and their work site covariants: Critical issues in OD research and praxis Journal of Behavioural Science, 19, 461 481 Gould, D (1993) Intensive sport participation and the prepubescent athlete: Competitive stress and burnout In B R Cahil & A J Pearl (Eds), Intensive participation in children s sport (pp 19 38) Champaign, IL: Human Kinetics Gould, D (1996) Personal motivation gone awry: Burnout in competitive athletes Quest, 48, 275 289..

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identify basic principles However, requests are also central to businesses, charitable organizations, political parties, and other societal entities that depend on contributions of money, effort, or time from the citizenry Accordingly, much of the knowledge concerning compliance has been gleaned from observation sometimes participant observation of professional in uence agents operating in charitable, commercial, or political contexts (cf Cialdini, 2001) Experimentation and real-world observation provide cross-validation for one another, and together have generated a useful taxonomy of effective strategies for obtaining compliance Many of these strategies are based on what can be called the af nity principle the tendency to be more compliant in the hands of an in uence agent we like as opposed to dislike The Af nity Principle Whoever suggested caution in the face of friends bearing gifts may not have been advocating cynicism, but rather selfpreservation.

Extensive research supports the commonsense notion that personal af nity motivates compliance From sales professionals, the consummate chameleons of the commercial world, to con artists preying on the elderly and college students calling home for cash, several effective in uence strategies rest on the in uence agent s being liked, known by, or similar to the target When such af nity exists between agent and target, ruse is not necessarily a prerequisite for compliance Quite the opposite, in fact, can be true Consider, for example, the Tupperware Corporation, which has exploited the power of friendship in an unprecedented fashion It has been reported that a Tupperware party occurs somewhere every 27 seconds (Cialdini, 1995) although they typically last much longer than that, which suggests the sobering possibility that there is never a moment without one.

The format is as follows: A host invites friends and relatives over to his or her home to participate in a gathering at which Tupperware products are demonstrated by a company representative Armed with the knowledge that their friend and host will receive a percentage of sales, the attendees tend to buy willingly, because they are purchasing from someone they know and like rather than from a stranger As con rmation for the pivotal role of liking in this context, Frenzen and Davis (1990) found that 67% of the variance in purchase likelihood was accounted for by socials ties between the hostess and the guest and only 33% by product preference Personal af nity has been shown to be a potent compliance inducer even in the absence of the liked individual Anecdotal evidence of this phenomenon abounds in our daily lives.

It is the rare parent who has not sent his or her child.

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New York: Oxford University Press Devine, P G (1989) Stereotypes and prejudice: Their automatic and controlled components Journal of Personality and Social Psychology, 56, 5 18 Ditto, P H, & Lopez, D F (1992) Motivated skepticism: Use of differential decision criteria for preferred and nonpreferred conclusions Journal of Personality and Social Psychology, 34, 568 584 Dodge, K A (1993) Social-cognitive mechanisms in the development of conduct disorder and depression Annual Review of Psychology, 44, 559 584 Donders, F C (1868) Die Schnelligkeit psychischer Processe [The speed of mental processes] Archiv f r Anatomie und Wissenschaftliche Medizin, 657 681 Dovidio, J F, Evans, N, & Tyler, R B (1986) Racial stereotypes: The contents of their cognitive representations Journal of Experimental Social Psychology, 22, 22 37 de Dreu, C K W, Koole, S L, & Oldersma, F L (1999).

Table 3.1. Populations (log10 CFU/cm2) of indicator organisms and pathogens before and after application of decontamination interventions on hides,