Defined as the result of direct pressure to respond to a request.
- social norm that we should treat others the way we treat us, therefore a person must repay what another has provided.
(when customers are given a mint or sweet with bill, the tip size increases)
Door in face Technique
- Offers something that they know will be turned down, The second request is then made which asks less of someone. People are more likely to accept second offer because they feel that the person has already lowered the request for them.
Foot in door technique -
- Cialdini et al (1975) zoo volunteer/councelor
- Psychologist argues that once people make a choice or take a stand, they will encounter personal and interpersonal pressures to behave consistently with that commitment.
getting someone to commit to something small, with the hope of persuading them to agree to something larger
Dickerson et al (1992) -