RECIPROCATION*
In social psychology, reciprocity is a social rule that says people should repay, in kind, what another person has provided for them; that is, people give back (reciprocate) the kind of treatment they have received from another. By virtue of the rule of reciprocity, people are obligated to repay favors, gifts, invitations, etc. in the future. If someone receives a gift for their birthday, a reciprocal expectation may influence them to do the same on the gift-giver's birthday. This sense of future obligation associated with reciprocity makes it possible to build continuing relationships and exchanges. Reciprocal actions of this nature are important to social psychology as they can help explain the maintenance of social norms.
A person who violates the reciprocity norm by accepting without attempting to return the good acts of others is disliked by the social group. Individuals who benefit from the group's resources without contributing any skills, helping, or resources of their own are called free riders. Both individuals and social groups often punish free riders, even when this punishment results in considerable costs to the group. Therefore, it is unsurprising that individuals will go to great lengths to avoid being seen as a moocher, freeloader, or ingrate.
The rule enforces uninvited debts and can trigger unfair exchanges.
TOPIC: #Psychology
SOURCE: Influence: The Psychology of Persuasion by Robert B. Cialdini
* The subject is related to psychology, but we decided that it would be helpful if you knew it.
In social psychology, reciprocity is a social rule that says people should repay, in kind, what another person has provided for them; that is, people give back (reciprocate) the kind of treatment they have received from another. By virtue of the rule of reciprocity, people are obligated to repay favors, gifts, invitations, etc. in the future. If someone receives a gift for their birthday, a reciprocal expectation may influence them to do the same on the gift-giver's birthday. This sense of future obligation associated with reciprocity makes it possible to build continuing relationships and exchanges. Reciprocal actions of this nature are important to social psychology as they can help explain the maintenance of social norms.
A person who violates the reciprocity norm by accepting without attempting to return the good acts of others is disliked by the social group. Individuals who benefit from the group's resources without contributing any skills, helping, or resources of their own are called free riders. Both individuals and social groups often punish free riders, even when this punishment results in considerable costs to the group. Therefore, it is unsurprising that individuals will go to great lengths to avoid being seen as a moocher, freeloader, or ingrate.
The rule enforces uninvited debts and can trigger unfair exchanges.
TOPIC: #Psychology
SOURCE: Influence: The Psychology of Persuasion by Robert B. Cialdini
* The subject is related to psychology, but we decided that it would be helpful if you knew it.
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anonymous poll
more #CognitiveBiases – 196
👍👍👍👍👍👍👍 29%
more #Psychology – 190
👍👍👍👍👍👍👍 28%
more #Books – 131
👍👍👍👍👍 19%
more #LogicalFallacy – 103
👍👍👍👍 15%
more #Explanations – 65
👍👍 9%
👥 685 people voted so far.
THE SCARCITY PRINCIPLE
According to the scarcity principle, objects become more attractive when there are not very many of them. This scarcity may be either real or imagined. People assume that because others appear to want something, and it is in short supply, it must be valuable.
Brands can use the scarcity principle to persuade people to fill out a lead form, purchase a product, or take another desired action. Here’s an example: On many air travel booking sites, such as KAYAK, flight listings are displayed with a note that only a few seats are left at a certain price.
We know that airfare pricing is incredibly volatile — that’s why some of us wait until certain times or days of the week to make purchases — so the knowledge that only one seat is available at that price makes me think I should buy it now, instead of waiting and running the risk of paying more later.
TOPIC: #Psychology
SOURCE: Influence: The Psychology of Persuasion by Robert B. Cialdini
According to the scarcity principle, objects become more attractive when there are not very many of them. This scarcity may be either real or imagined. People assume that because others appear to want something, and it is in short supply, it must be valuable.
Brands can use the scarcity principle to persuade people to fill out a lead form, purchase a product, or take another desired action. Here’s an example: On many air travel booking sites, such as KAYAK, flight listings are displayed with a note that only a few seats are left at a certain price.
We know that airfare pricing is incredibly volatile — that’s why some of us wait until certain times or days of the week to make purchases — so the knowledge that only one seat is available at that price makes me think I should buy it now, instead of waiting and running the risk of paying more later.
TOPIC: #Psychology
SOURCE: Influence: The Psychology of Persuasion by Robert B. Cialdini
Reciprocation
(reading time – 1 min.)
In social psychology, reciprocity is a social rule that says people should repay, in kind, what another person has provided for them; that is, people give back (reciprocate) the kind of treatment they have received from another. By virtue of the rule of reciprocity, people are obligated to repay favors, gifts, invitations, etc. in the future. If someone receives a gift for their birthday, a reciprocal expectation may influence them to do the same on the gift-giver's birthday. This sense of future obligation associated with reciprocity makes it possible to build continuing relationships and exchanges. Reciprocal actions of this nature are important to social psychology as they can help explain the maintenance of social norms.
A person who violates the reciprocity norm by accepting without attempting to return the good acts of others is disliked by the social group. Individuals who benefit from the group's resources without contributing any skills, helping, or resources of their own are called free riders. Both individuals and social groups often punish free riders, even when this punishment results in considerable costs to the group. Therefore, it is unsurprising that individuals will go to great lengths to avoid being seen as a moocher, freeloader, or ingrate.
The rule enforces uninvited debts and can trigger unfair exchanges.
Topic: #Psychology
Source: Influence: The Psychology of Persuasion by Robert B. Cialdini
(reading time – 1 min.)
In social psychology, reciprocity is a social rule that says people should repay, in kind, what another person has provided for them; that is, people give back (reciprocate) the kind of treatment they have received from another. By virtue of the rule of reciprocity, people are obligated to repay favors, gifts, invitations, etc. in the future. If someone receives a gift for their birthday, a reciprocal expectation may influence them to do the same on the gift-giver's birthday. This sense of future obligation associated with reciprocity makes it possible to build continuing relationships and exchanges. Reciprocal actions of this nature are important to social psychology as they can help explain the maintenance of social norms.
A person who violates the reciprocity norm by accepting without attempting to return the good acts of others is disliked by the social group. Individuals who benefit from the group's resources without contributing any skills, helping, or resources of their own are called free riders. Both individuals and social groups often punish free riders, even when this punishment results in considerable costs to the group. Therefore, it is unsurprising that individuals will go to great lengths to avoid being seen as a moocher, freeloader, or ingrate.
The rule enforces uninvited debts and can trigger unfair exchanges.
Topic: #Psychology
Source: Influence: The Psychology of Persuasion by Robert B. Cialdini