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Template:Reciprocity capsule: Difference between revisions
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'''[[Reciprocity]]''': In {{author|Robert Cialdini}}’s survey of the psychology of persuasion, a freebie. The classic example is the | '''[[Reciprocity]]''': In {{author|Robert Cialdini}}’s survey of the psychology of [[Influence: The Psychology of Persuasion|persuasion]], a freebie. The classic example is the flower from the Hari Krishna at the airport so pleasingly lampooned in ''[[Airplane!]]'' | ||
The idea is if you receive a gratuity — even an tatty flower you didn’t want, pressed on you by a glassy-eyed hippy when you’re struggling through arrivals with three suitcases and a rolled up Turkish carpet your spouse bought on impulse — you feel morally obliged to reciprocate somehow. If you are in the middle of a sales pitch, the obvious way of doing that is buy ''buying'' the product. | The idea is if you receive a gratuity — even an tatty flower you didn’t want, pressed on you by a glassy-eyed hippy when you’re struggling through arrivals with three suitcases and a rolled-up Turkish carpet your spouse bought on impulse — you feel morally obliged to reciprocate somehow. If you are in the middle of a sales pitch, the obvious way of doing that is buy ''buying'' the product. | ||