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Commitment & consistency 2 + reciprocity - Reciprocity

Q: How and when is reciprocity influential?

A favor that is recently received is more valuable than a favor received further back in time. If you provided a favor, value increases over time. (come on, when am i getting it back? → frustration builds up) Reciprocity more powerful in the short term.

7 important questions on Commitment & consistency 2 + reciprocity - Reciprocity

Just like people animals have a sens of reciprocity: they can help each other, even if it is risky. How can this be explained revolutionary?

Kin selection theory: degree of helping depends on the number of genes shared.
Reciprocity altruism theory (Trivers) → expecting reciprocity (if one meerkat screemed at risk for his own life, he wil get food in return).

Assignment: divide 10 euros between yourself and the other. If the other says no to the proposition, you will both get nothing. What happens?

You are the receiver and get 2 euros, you would probably will says no, because it is such a little amount. People pay a price for fairness, so the disbalance can not be too big. If you would get 4 and the other 6, you would probably agree.

How deal chimpansees with fairness when one gets a lot and the other just a little?

The monkey who gets much les for the same job pays a price for fairness by throwing back the reward.

How does reciprocity work?

There is a fairness norm, but also a social norm and a personal norm. Giving a gift will increase the idea of giving something back.

How can reciprocity increase sales?

When someone wants to sell you tickets, you are more likely to buy them when you are offerend a free coca cola (because you are offered a favor). You like this person more because you get it or free, but you also feel an obligation to do something back.

Reciprocity is a very strong technique. However, the way you present it largely determines its effectiveness.
e.g. An hotel want to promote towel reuse and donate to a non profit organisation in return for that. What is and what isn't effective?

Both not very effective:

focus message on that it is good for the environment.
claim that after the guest has reused the towel, you will give some of the profit to a non profit organisation. (wrong order)

Much more effective:

Claim that the hotel donates a part of the towel-reuse profit to non profit organisations. Because of reciprocity people feel the obligation to do something back.

How and when is reciprocity influential?

A favor that is recently received is more valuable than a favor received further back in time.
If you provided a favor, value increases over time. (come on, when am i getting it back? → frustration builds up)
Reciprocity more powerful in the short term.

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Social Influence

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Commitment & consistency 2 + reciprocity - Reciprocity

7 important questions on Commitment & consistency 2 + reciprocity - Reciprocity

Just like people animals have a sens of reciprocity: they can help each other, even if it is risky. How can this be explained revolutionary?

Assignment: divide 10 euros between yourself and the other. If the other says no to the proposition, you will both get nothing. What happens?

How deal chimpansees with fairness when one gets a lot and the other just a little?

How does reciprocity work?

How can reciprocity increase sales?

Reciprocity is a very strong technique. However, the way you present it largely determines its effectiveness. e.g. An hotel want to promote towel reuse and donate to a non profit organisation in return for that. What is and what isn't effective?

How and when is reciprocity influential?

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Reciprocity is a very strong technique. However, the way you present it largely determines its effectiveness.
e.g. An hotel want to promote towel reuse and donate to a non profit organisation in return for that. What is and what isn't effective?