People like to be consistent with the things they have previously said or done.
Once people make a decision, take a stand or perform an action, they will face an interpersonal pressure to behave in a consistent manner with what they have said or done previously
If you publicly state your position you have a big trouble changing it. If you are a stock market trader you should never take a stand. what makes sense in life is to adapt and react to the situation. However people don't want to think and some things get automated and that helps us survive in a complex world. This is a big tool to the marketing person, if you get your prospect to take a stand (even a small one) they will probably will be consistent with the first stand.
"Consistency is contrary to nature, contrary to life. The only completely consistent people are the dead."
— Aldous Huxley (Do What You Will: Twelve Essays)— Ralph Waldo Emerson (Self-Reliance)
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