A 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 come from?

• The Rule of ReciprocationThe Rule of ReciprocationWe 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 t
• Cultural norms of gift-giving
• Social pressures to reciprocate

What's similar to this idea?

• Tourist Attractions in Egypt

Status: #idea
Tags: reciprocity, social behavior, psychological cost, indebtedness

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References

Influence by Robert B. Cialdini > Chapter 2