Influence

The rule says that we should try to repay, in kind, what another person has provided us.

Although the reciprocity rule has begun to outlive its usefulness for the Krishnas, not because the rule itself is any less potent societally, but because we have found ways to prevent the Krishnas from using it on us.

A small initial favor can produce a sense of obligation to agree to a substantially larger return favor.

You get what you pay for.

People we might ordinarily dislike—unsavory or unwelcome sales operators, disagreeable acquaintances, representatives of strange or unpopular organizations—can greatly increase the chance that we will do what they wish merely by providing us with a small favor prior to their requests.

The Hare Krishna Society... began to employ a donation-request procedure that engaged the rule for reciprocation, which... is strong enough to overcome the factor of dislike for the requester.

The BUG consists of a collection of Amway products... 'for 24, 48, or 72 hours, at no cost or obligation to her. Just tell her you would like her to try the products.'

The rejection-then-retreat technique encourages concessions, increasing compliance with a second smaller request.

Of course, there could be many differences between LaRue and the other two men that may have accounted for their differing opinions regarding the advisability of Liddy’s plan.

If, on the other hand, you turn down my initial request, I can retreat to the five-dollar favor that I desired from the outset and, through the action of the reciprocity and contrast principles, greatly enhance my likelihood of success.