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Reciprocity: People feel obligated to give back when they receive a favor from "summary" of Influence by Robert B. Cialdini
Reciprocity is a powerful force that compels people to give back when they receive a favor. This principle is deeply ingrained in human behavior and has been demonstrated through various studies and real-life examples. When someone does something nice for us, we feel a sense of obligation to repay the favor in kind. This sense of indebtedness can be used to influence others and elicit a desired response. One study conducted by Dennis Regan provides insight into how reciprocity works. In the study, participants were led to believe that they were taking part in an art appreciation experiment. One of the participants, who was actually a confederate of the experimenter, would buy them a can of soda. This simple gesture of giving a soda to someone created a sense of obligation in the participants, who were more likely to comply with a request from the confederate later on. Reciprocity ...
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