Reciprocity & Liking
10 important questions on Reciprocity & Liking
What is the endless-chain-method?
It is based on door-to-door sales and waiting for the sales person to present a product that he or she likes and then trying to find out their social ties because they are more likely to then also purchase the product.
What suggested Cialdini in terms of altruism?
What suggested Batso in terms of altruism?
- Higher grades + faster learning
- Never study anything twice
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What is selective investment theory?
- Who are not likely to exploit altruistic tendencies
- Who are in a position to enhance the fitness of the helper
To what refers fitness interdependence?
- efforts to contribute to the well-being of an interdependent partner cause increases in the fitness outcomes for both,
- and a recipients dependence on the caregiver reduces the likelihood of exploitation, because exploitation by dependent other compromises the cheater as much as the helper.
What is an empathic distress?
A self-oriented response generated from imagining the self in distress.
How does the Tupperware strategy follow?
- Reciprocity: everyone receives a gift before the buying begins.
- Consistency/commitment: guests describe publicly the uses and benefits of the tupperware products they already own.
- Social proof: once the buying starts, it is clear that others, similar people, want the product too.
- Liking: request to purchase from the host, a friend.
What does Tupperware strategy indicate?
What is the association principle?
What is a similarity and what is a difference between DITF and that's-not-all technique?
Similarity:
- initial request is followed with a more attractive second request
- both involve process of norm reciprocity and contrast
Differences:
- DITF: initial request is rejected, That’s not all: not waiting for rejection.
- DITF: initial offer made less sour, That’s not all: initial offer is made sweeter.
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