But the rule for reciprocation, which states that those who give first are entitled to receive in return, - Robert B. Cialdini

Parte de su fenomenal éxito se debía a su infatigable capacidad de trabajo y compromiso, pero no todo. Según los cronistas de aquel triunfo, Feldman nunca presionaba para lograr una venta a los potenciales clientes que se mostraban reticentes. En lugar de ello, introducía un toque sutil (y astuto) en su discurso que los guiaba con suavidad hacia esa decisión.

revolutionaries are more likely to be those who have been given at least some taste of a better life.

The customers, mostly well-to-do vacationers with little knowledge of turquoise, were using a standard principle — a stereotype — to guide their buying: “expensive = good.