02reciprocationstudent

02reciprocationstudent - LectureOutline Reciprocation 1...

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Lecture Outline: Reciprocation 1. Reciprocation 1. Repayment 1. Concessions 1. Door in the face technique 1. That’s not all technique
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6 Principles of Social Influence 1. Reciprocation 2. Commitment and Consistency 3. Social Proof 4. Liking  5. Scarcity 6. Authority
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Reciprocation 1) Repayment Giving to those who have given to  you Two forms of Reciprocation
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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
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Repayment Donations without  gift Donations with  gift 18% 35%
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Repayment Obligation Guilt Evolutionarily adaptive
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Reciprocation 2) Concessions Make concession in return for  concession made by another Two forms of Reciprocation
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