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September_21 - COM 318 Reciprocity Consistency and Persuasion 21-Sep-09 How many times will you give a gift without getting one back How many t

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Reciprocity, Consistency, and Persuasion 21-Sep-09 How many times will you give a gift without getting one back? How many times will you send a Christmas card without getting one back? Do you…. Always reciprocate when someone gives you something? o There’s a lot of things affecting reciprocation What the event/occasion is How well you know the person Always want to receive what someone wants to give you? How do you feel if you don’t reciprocate? o Depends on magnitude of gift, i.e. slice of pizza vs. Rolex watch What do you gain if you reciprocate even though you don’t really want to? o Relief of psychological quilt o Keeps you networked in a web of human relations Principles of Reciprocity If I give you something, you must give me something back. If you give me a little something, you must then give me a bigger something. If I make a concession, you must make a concession. Universality of Reciprocity
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This note was uploaded on 04/11/2011 for the course COM 310 taught by Professor Susanmorgan during the Fall '09 term at BYU.

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September_21 - COM 318 Reciprocity Consistency and Persuasion 21-Sep-09 How many times will you give a gift without getting one back How many t

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