We feel compelled to repay what another person has provided us.

Examples:

• People go to great lengths to avoid being seen as freeloaders.
• Small initiating favors can increase compliance, even with those we dislike.

Where does this idea come from?

• Social norms
• Cultural expectations of fairness

What's similar to this idea?

• No such thing as a free lunch
• Give-and-take
• The psychology of indebtedness

What's opposite of this idea?

• Don't-back-down
• Self-sufficiency

Where does this idea lead to?

• Favors easier granted when they are indebted to us
• Personalization via CustomizationPersonalization via CustomizationCustomizing a gift or service to align with a recipient’s specific needs or preferences significantly amplifies the power of the rule of reciprocation. Examples: * A hotel correcting a service error with personalized assistance creates stronger loyalty than a flawless stay. * Visitors given a small cup of yogurt (matching their immediate need for food) increased food purchases by 24%, compared to a generic gift like a key ring. Where does this idea come from? * The Rule of Reciprocation * B
• Uninvited DebtsUninvited DebtsA person can create a sense of obligation in others by doing an unsolicited favor, leveraging the cultural and social pressures of the rule of reciprocation. Examples: * Feeling obligated to repay a favor that was neither requested nor wanted. * Marcel Mauss describes the "obligation to give, receive, and repay" in gift-giving practices. * A person controls both the initial favor and the expected return, leaving the recipient in a difficult social position to refuse. Where does this idea com
• Group-based ReciprocityGroup-based ReciprocityThe rule of reciprocity can extend beyond individuals to include the groups to which they belong, encompassing both positive and negative exchanges. Where does this idea come from? * The Rule of Reciprocation * Group dynamics * Intergroup relationships What's similar to this idea? * Group mistreatment * Tribalism in social behavior What's opposite of this idea? * Individual-based reciprocity Status: #idea Tags: reciprocity, group dynamics, social behavior, intergroup relationships Refe
• Unequal ExchangesUnequal ExchangesThe rule of reciprocity can create a sense of discomfort and obligation, often leading individuals to repay more than they have received. Examples: * Feelings of internal discomfort and external shame drive overcompensation in returning favors. * Avoiding asking for favors when repayment seems unlikely. * Women often feel uncomfortable accepting expensive gifts due to perceived expectations or obligations. Where does this idea come from? * The Rule of Reciprocation * Cultural expectations o
• Reciprocity in Long-term RelationshipsReciprocity in Long-term RelationshipsIn close relationships, reciprocity shifts from exact exchanges to a broader willingness to meet each other's needs as they arise. Examples: * Families and close friends provide support without tracking exact balances. * In "communal" relationships, the focus is on mutual care rather than equivalent exchange. Where does this idea come from? * The Rule of Reciprocation * Relationship Dynamics What's similar to this idea? * Altruism in relationships * Unconditional support What's opposite

Status: #idea
Tags: social behavior, influence, psychology, relationships

---

References

Influence by Robert B. Cialdini > Chapter 2