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Influence, New and Expanded The Psychology of Persuasion > Chapter 2 Reciprocation > Flashcards

Chapter 2 Reciprocation Flashcards

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1
Q

What is the rule of reciprocation?

A

The rule states that we should try to repay what another person has provided us.

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2
Q

What was the outcome of the university professor’s Christmas card experiment?

A

The professor received holiday cards in return from people who had neither met nor heard of him.

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3
Q

How did the rule of reciprocation affect charitable donations in the UK study?

A

Contributions more than doubled when a small gift was given prior to asking for a large donation.

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4
Q

What historical document employed the rule of reciprocation in national conduct?

A

The Magna Carta of 1215.

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5
Q

What does the Portuguese term ‘obrigado’ signify?

A

It is a synonym for ‘thank you’ that reflects a sense of obligation.

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6
Q

How do cultural anthropologists view the reciprocity system?

A

They see it as a unique adaptive mechanism that binds individuals into efficient units.

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7
Q

What long-term impact can notable gifts have on reciprocity obligations?

A

Notable gifts can create remarkably long-lived reciprocal obligations.

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8
Q

What was the significance of the $5,000 relief aid exchanged between Mexico and Ethiopia?

A

Ethiopia sent aid to Mexico in gratitude for previous assistance despite their own dire circumstances.

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9
Q

What motivated Lord Weidenfeld’s actions in Operation Safe Haven?

A

He felt a debt to repay for the rescue he received as a Jewish child from Christian societies.

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10
Q

How does the rule of reciprocation contribute to competitive advantages in human societies?

A

It ensures members comply with the rule, fostering social bonds and obligations.

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11
Q

What did the Regan study demonstrate regarding the influence of reciprocation?

A

Subjects purchased twice as many raffle tickets after receiving a favor.

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12
Q

True or False: The rule of reciprocation can overpower the influence of liking for a requester.

A

True.

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13
Q

What happens to the relationship between liking and compliance when a favor is received?

A

The relationship is wiped out; obligation to repay takes precedence.

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14
Q

Fill in the blank: The Japanese word for thank you, ________, literally means ‘this will not end.’

A

sumimasen.

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15
Q

What is a significant consequence of the rule of reciprocation in human behavior?

A

It can lead individuals to comply with requests even from those they dislike.

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16
Q

What significant influence problem did intelligence officers face in Afghanistan?

A

They needed information from locals about the Taliban, but locals were reluctant to provide it due to fear of retribution and distaste for the US presence.

Many locals feared Taliban retribution for sharing information and held negative views about US representatives.

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17
Q

What unusual gift did a CIA officer give to a tribal patriarch to gain information?

A

Four Viagra tablets, one for each of his younger wives.

This gift led to the patriarch sharing valuable information about Taliban movements.

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18
Q

What lesson can be learned from the author’s experience on the flight regarding reciprocation?

A

Minimizing a favor can disengage the influence of the rule of reciprocation.

It’s recommended to acknowledge the favor to retain influence.

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19
Q

What effect do small gifts have on survey completion rates?

A

Sending a monetary gift with a survey significantly increases completion rates compared to offering a reward later.

One study showed a $5 gift check increased response rates more than a $50 post-survey reward.

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20
Q

What was the result of giving children balloons first at McDonald’s in Brazil and Colombia?

A

Total family check rose by 25 percent when balloons were given first.

This included a 20 percent increase in coffee purchases, showing the impact of giving on customer behavior.

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21
Q

How did Starbucks engage the principle of reciprocity during its fortieth anniversary?

A

By offering free online vouchers for gift cards that required customers to thank the company on social media.

This strategy heightened feelings of obligation associated with the gift.

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22
Q

What tactic do elected officials use to navigate political favors?

A

They engage in the exchange of favors, which can lead to unexpected legislative support.

Lyndon Johnson’s success in passing legislation was attributed to favors he had provided to other legislators.

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23
Q

What is a common misconception about campaign contributions in politics?

A

That they do not influence government officials’ decisions.

Studies show that representatives receiving special interest money are more likely to vote in favor of those interests.

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24
Q

What was the outcome of the Cuban missile crisis attributed to?

A

A reciprocal exchange of removing US Jupiter missiles from Turkey and Italy in exchange for the removal of Soviet missiles from Cuba.

This aspect was kept secret to maintain Kennedy’s political popularity.

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25
What negotiation strategy did one brother use in the pet-supply business?
He made a fair offer and never deviated from it, leaving negotiations to his brother. ## Footnote This highlights the importance of flexibility in negotiation.
26
How does the merchandising field utilize the principle of reciprocity?
Through the marketing technique of free samples, which can increase customer purchases. ## Footnote Research showed that receiving a free piece of candy made customers 42 percent more likely to buy.
27
What effect does receiving a free sample have on purchase likelihood?
Receiving a free sample makes recipients 42 percent more likely to make a purchase. ## Footnote This effect was observed in a study conducted in a Southern California candy shop.
28
In a supermarket setting, why do customers often buy products after receiving samples?
Customers feel obligated to return the favor by purchasing something, even if they didn't particularly like the sample. ## Footnote This was observed in various sales figures from retail giant Costco.
29
What is the BUG in the context of Amway's marketing strategy?
The BUG is a collection of Amway products left with customers for a trial period, aimed at creating a sense of obligation to purchase. ## Footnote The BUG is carried in a specially designed tray or bag.
30
What is the reciprocity rule?
The reciprocity rule states that we feel obligated to return favors or gifts we receive from others. ## Footnote This rule governs many interpersonal situations, impacting compliance with requests.
31
How did Diane Louie avoid the mass suicide commanded by Jim Jones?
Diane Louie avoided the mass suicide by refusing special favors from Jim Jones, which she believed would create an obligation to comply with his commands. ## Footnote This illustrates the power of the reciprocity rule in extreme situations.
32
What enhances the effectiveness of the reciprocity rule?
Customizing the first gift to the recipient's needs or preferences enhances the effectiveness of the reciprocity rule. ## Footnote Personalization can significantly increase the impact of the gift.
33
What was the result of a study involving warm greetings and gifts at a fast-food restaurant?
Visitors who received a small cup of yogurt as a gift purchased 24 percent more food compared to those who received no gift. ## Footnote This indicates that matching the gift to the recipient's needs can amplify the effect.
34
How does a service recovery experience impact customer satisfaction?
Guests who experienced a service failure followed by a quick resolution reported higher satisfaction and loyalty than those with error-free stays. ## Footnote This suggests that personalized assistance during recovery is perceived positively.
35
What is the significance of uninvited favors in the context of reciprocity?
Uninvited favors can trigger feelings of indebtedness, creating an obligation to reciprocate even if the favor was not requested. ## Footnote This aspect of the reciprocity rule allows for exploitation in various social situations.
36
What is the response rate for donations when a charity includes an unsolicited gift?
The response rate nearly doubles from 18 percent to 35 percent when the mailing includes an unsolicited gift. ## Footnote This highlights the effectiveness of the reciprocity rule in fundraising efforts.
37
What did Marcel Mauss say about the obligations surrounding gift-giving?
Marcel Mauss described the obligations to give, receive, and repay as essential components of the gift-giving process. ## Footnote These obligations are foundational to the reciprocity rule in social interactions.
38
Fill in the blank: The reciprocity rule creates an obligation to _____ even when favors are unrequested.
repay
39
True or False: A gift must be requested in order to feel obligated to repay it under the reciprocity rule.
False
40
What is the primary purpose of the letters sent by missionary programs?
To encourage kindness rather than to be regarded as merchandise ## Footnote The letters serve as gifts, which invoke a social obligation to reciprocate.
41
What feeling did the college student experience after receiving help from a stranger?
Uneasy and uncomfortable due to the reciprocity rule ## Footnote This feeling arose from the social obligation to repay the favor.
42
How did the college student's family attempt to resolve their feelings of indebtedness?
They sought to identify the woman to send her a gift ## Footnote Ultimately, the mother prayed for divine compensation for the woman.
43
What does research indicate about group-based reciprocity?
It applies to both giving and receiving aid, affecting group members ## Footnote If one member receives help, others may feel obligated to return the favor to a member of the helper's group.
44
How can the reciprocity rule lead to unequal exchanges?
A small initial favor can create an obligation for a larger return favor ## Footnote This flexibility allows for manipulation by those wishing to exploit the rule.
45
What was the outcome of Joe's experiment involving Coca-Cola and raffle tickets?
Subjects bought raffle tickets at a significantly higher rate after receiving a Coke ## Footnote Joe achieved a 500 percent return on investment despite the initial cost being low.
46
What did a student learn about lending her car after a favor was done for her?
She felt obligated to lend her car after receiving a small favor ## Footnote This led to an unequal exchange, resulting in her car being totaled.
47
Why do people often agree to larger favors than they received?
To relieve the psychological burden of indebtedness ## Footnote This discomfort arises from the social conditioning around the reciprocity rule.
48
What are the social consequences of violating the reciprocity rule?
Individuals who fail to reciprocate are disliked and labeled negatively ## Footnote Terms like moocher or ingrate are associated with such individuals.
49
How can restaurant servers use the reciprocity rule to increase tips?
By giving diners a piece of candy with the bill ## Footnote Studies show that this can lead to increased tips by 3.3% to 14%.
50
What uncomfortable feeling do women often experience related to gifts from men?
A sense of obligation to return favors, which can imply sexual availability ## Footnote This feeling can deter women from accepting gifts or favors.
51
What is the nature of exchanges in communal relationships?
They involve providing what the other needs without strict accounting ## Footnote In such relationships, reciprocity focuses on general support rather than exact exchanges.
52
What did the American émigré's daughter do to make friends in Australia?
She left drawings as 'gifts' in neighbors' letter boxes ## Footnote This initiated a cycle of reciprocal gifting from the neighbors.
53
What is the rejection-then-retreat technique?
A compliance technique involving an initial large request followed by a smaller one ## Footnote It leverages the reciprocity rule to increase compliance.
54
Why do social groups benefit from mutual concessions?
They promote cooperation towards common goals ## Footnote The reciprocity rule encourages individuals to make initial concessions.
55
What happens when an individual makes a concession?
They create an obligation for the recipient to reciprocate ## Footnote This dynamic fosters a beneficial exchange process in social interactions.
56
What is the definition of the rejection-then-retreat technique?
A compliance technique where a larger request is made first, followed by a smaller request after the first is rejected. ## Footnote Also known as the door-in-the-face technique.
57
What psychological principle does the rejection-then-retreat technique utilize?
The reciprocity rule. ## Footnote The reciprocity rule states that when someone makes a concession, the other party feels obligated to reciprocate.
58
What effect does the perceptual contrast principle have in the rejection-then-retreat technique?
It makes the smaller request seem even smaller by comparison to the larger initial request. ## Footnote This principle explains why people may perceive a $10 request as more reasonable after being asked for $20.
59
What was the success rate of the rejection-then-retreat technique in the college student experiment regarding chaperoning juvenile delinquents?
The compliance rate increased from 17% to 50%. ## Footnote This indicates that the technique tripled the percentage of volunteers.
60
True or False: The initial request in the rejection-then-retreat technique should always be extremely high.
False. ## Footnote If the first request is seen as unreasonable, the tactic can backfire.
61
In the Watergate scandal, what was G. Gordon Liddy's initial proposal?
$1 million program including various illegal activities. ## Footnote The final approved plan was a concession from this initial proposal.
62
What is the main reason for the approval of Liddy's $250,000 plan?
It was perceived as a concession from his larger, more extreme proposals. ## Footnote This illustrates the rejection-then-retreat technique in a political context.
63
Fill in the blank: The rejection-then-retreat technique is also known as the _______.
door-in-the-face technique.
64
What is one key takeaway from the author's personal experience with the rejection-then-retreat technique?
He successfully negotiated a salary increase using the technique. ## Footnote He initially asked for a larger raise, then retreated to a smaller request.
65
What is the role of the contrast principle in the rejection-then-retreat technique?
It enhances the perception of the second request as smaller compared to the first. ## Footnote This principle helps make the second request feel more reasonable.
66
Who expressed opposition to Liddy's plan during the Watergate meetings?
Frederick LaRue. ## Footnote He was the only one who questioned the risk of the proposal.
67
What was the outcome of the rejection-then-retreat technique from the experiment conducted by the author?
It confirmed the effectiveness of the technique on a wider population. ## Footnote The tactic proved successful beyond the author's personal experience.
68
What was unique about LaRue's perspective on Liddy's proposal?
LaRue was the only one not influenced by prior meetings and could see the proposal objectively.
69
What are the three factors that enhance the rejection-then-retreat technique?
* Reciprocity rule * Perceptual contrast principle * Structural feature of the request sequence
70
What is the main advantage of the rejection-then-retreat technique?
The requester can either gain more than intended or successfully get the desired smaller request.
71
True or False: Victims of the rejection-then-retreat technique often show increased resentment towards the requester.
False
72
What was the outcome of the study involving requests for blood donations?
Those subjected to the rejection-then-retreat technique had a higher show-up rate (85%) compared to those who received a single request (50%).
73
Fill in the blank: The rejection-then-retreat tactic leads to victims feeling greater _______ for and satisfaction with the arrangement.
responsibility
74
What did the UCLA bargaining study reveal about the rejection-then-retreat technique?
* It produced the most money for the requester * Targets felt more responsible for agreements * Targets were more satisfied with the final arrangement
75
What is the effect of a requester's concession in the rejection-then-retreat technique?
It causes targets to feel more responsible for the agreement and increases their satisfaction.
76
What tactic did the TV and stereo salesperson use to increase sales?
They employed the rejection-then-retreat technique by starting with a high initial offer.
77
What are the two main choices individuals face when approached by a requester using the rule of reciprocation?
* Comply with the request * Refuse the request
78
How can individuals neutralize the effect of the rule of reciprocation?
By recognizing the real opponent is the rule itself and not the requester.
79
What is a potential downside of consistently rejecting initial favors?
It can lead to social friction and isolation.
80
What should individuals do when accepting offers from others to avoid being exploited?
Accept offers for what they are fundamentally, recognizing any obligation to return a favor.
81
In the example of the Home Firesafety Association, what is the nature of the initial offer?
It appears as a generous offer but could be a compliance tactic.
82
What is the rule of reciprocation?
The rule requires that one person try to repay, in form, what another person has provided.
83
How does the rule of reciprocation affect social interactions?
It obligates the recipient of an act to repayment in the future, fostering relationships and exchanges.
84
What is a practical example of the rule of reciprocation in action?
Receiving a free home fire extinguisher and inspection may lead to a future favor in return.
85
True or False: The rule of reciprocation applies only to invited favors.
False
86
What tactic do compliance professionals often use related to the rule of reciprocation?
They give something before asking for a return favor.
87
List the three characteristics of the rule of reciprocation that make it exploitable.
* It is extremely powerful * It applies to uninvited first favors * It can spur unequal exchanges
88
What is the rejection-then-retreat technique?
A compliance procedure where an extreme request is made first, then retreated to a smaller request.
89
Fill in the blank: The rejection-then-retreat technique relies heavily on the pressure to _______.
[reciprocate concessions]
90
What should be our best defense against reciprocity pressures?
Accept initial favors in good faith but be ready to redefine them as tricks if proven so.
91
What is the outcome of participating in a reciprocal exchange of concessions?
People feel more responsible for and satisfied with the outcome.
92
How can a person exploit the rule of reciprocation during a sales interaction?
By providing a free gift or service to create a sense of obligation for a purchase.
93
What might happen if someone feels uncomfortable with their indebtedness due to the rule of reciprocation?
They may agree to a request for a substantially larger favor than the one received.
94
True or False: Knowledge of the reciprocity rule can help individuals resist manipulation.
True
95
What does the rule of reciprocation allow individuals to do with confidence?
Give something to another knowing it is not being lost.
96
What is a common trait of the favors or gifts that make the reciprocity rule effective?
They are often personalized or customized to the recipient's preferences.
97
In the given scenario, what mental act can help redefine the inspector's gifts?
Redefining received items not as gifts but as sales devices.
98
What does the author suggest about the 'gifts' provided by the fire inspector?
They may not be genuine gifts but rather tactics to make a profit.

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