PSYCHOLOGY
psychology
social
influence
marketing
The Reciprocity Norm: The Debt of a Gift
If someone buys you a coke, you feel obligated to buy a raffle ticket. This deep social norm is the glue of society—and a weapon of influence.
Robert Cialdini• 5 min read
The Hare Krishnas
They would give a flower to travelers in airports. The traveler would try to refuse, but they insisted: "It is a gift." Moments later, they asked for a donation. The traveler, holding the unwanted flower, felt a social pressure to give money. They gave.
Influence
To get what you want, give something first.
- A free sample.
- A compliment.
- A small favor. The other person will feel an unconscious debt to repay you.