02reciprocationstudent

02reciprocationstudent - LectureOutline: Reciprocation 1....

Info iconThis preview shows pages 1–8. Sign up to view the full content.

View Full Document Right Arrow Icon
Lecture Outline: Reciprocation 1. Reciprocation 1. Repayment 1. Concessions 1. Door in the face technique 1. That’s not all technique
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
6 Principles of Social Influence 1. Reciprocation 2. Commitment and Consistency 3. Social Proof 4. Liking  5. Scarcity 6. Authority
Background image of page 2
Reciprocation 1) Repayment Giving to those who have given to  you Two forms of Reciprocation
Background image of page 3

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Christmas Card Study Phil Kunz, a psychologist at Brigham Young University in Provo Utah  sent 578 Christmas cards (signed “Joyce and Phil”) to strangers  living in Chicago, Illinois.  117 (over 20%) sent a card in return A significant number of return cards had notes  or letters enclosed Only 6 of the 117 people who returned a card  said they could not remember them cp
Background image of page 4
Repayment Donations without  gift Donations with  gift 18% 35%
Background image of page 5

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Repayment Obligation Guilt Evolutionarily adaptive
Background image of page 6
Reciprocation 2) Concessions Make concession in return for  concession made by another Two forms of Reciprocation
Background image of page 7

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Image of page 8
This is the end of the preview. Sign up to access the rest of the document.

This note was uploaded on 09/05/2011 for the course PSYCH 280 taught by Professor Madon during the Spring '07 term at Iowa State.

Page1 / 16

02reciprocationstudent - LectureOutline: Reciprocation 1....

This preview shows document pages 1 - 8. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online