Reciprocity can create a sense of obligation from "summary" of Influence, New and Expanded by Robert B Cialdini
Reciprocity is a powerful force in human behavior. When someone does something for us, we often feel a sense of obligation to repay them in kind. This sense of obligation can be so strong that it compels us to reciprocate even when we may not have wanted or needed the initial favor in the first place. This principle of reciprocity is deeply ingrained in our social norms and interactions. From a young age, we are taught to say "thank you" when someone does something nice for us, reinforcing the idea that when someone gives, we should give back. This social contract helps to maintain balance and harmony in our relationships with others. Businesses and marketers ...
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