Question 1

A study by Dennis Regan examined how the factors of liking for a requester and receiving a favor a free Coke) from a requester influenced the tendency to comply with the requester's subsequent appeal to purchase some raffle tickets. What happened?

Accepted Answer

Reciprocity was identified as a stronger motivator in this study, as subjects were inclined to buy raffle tickets to reciprocate the favor of receiving a free Coke, regardless of their personal liking for the requester.

Question 2

Which of the alternatives below best represents the advice given in Influence for defending ourselves against those who would try to exploit the reciprocity rule for their benefit?

Accepted Answer

The correct approach is to accept favors in good faith but remain vigilant to the possibility that they might be manipulative tactics. If it becomes clear that a favor was offered with the intention of exploiting the reciprocity rule, one should reevaluate the situation and respond to the action as a trick rather than a genuine act of kindness. This strategy allows individuals to benefit from genuine acts of kindness while protecting themselves from manipulation.

Question 3

Which of the following is NOT true regarding rule of reciprocity?

Accepted Answer

The rule of reciprocity is a social norm where if someone does something for you, you then feel obligated to return the favor. It is not most often invoked to exploit those who follow it, although it can be manipulated in some contexts. Instead, it generally serves to build and maintain social bonds and cooperation among individuals and groups.

Question 4

In a 1976 study, Kunz and Woolcott sent Christmas cards to a sample of complete strangers. According to the rule of reciprocation, what would we expect the majority of the recipients to do?

Accepted Answer

The rule of reciprocation suggests that people feel compelled to return a favor when one is received. In this case, receiving a Christmas card would likely prompt many recipients to send one back, even to a stranger, as a form of reciprocation.

Question 5

Which of the following is false about the sense of future obligation embodied in the reciprocity rule?

Accepted Answer

The sense of future obligation embodied in the reciprocity rule encourages the initiation of exchange relationships by creating an expectation of mutual benefit, rather than reducing the tendency to start such relationships.

Question 6

The societal rule for reciprocating favors is frequently exploited by compliance professionals. Which of the following is not a reason for this frequent exploitation?

Accepted Answer

The rule of reciprocation is often more effective in the short-term rather than the long-term, especially for small favors, as people tend to forget or feel less obligated over time.

Question 7

According to the research on reciprocity, when do we dislike those who violate the rule of reciprocation?

Accepted Answer

Research on reciprocity shows that we tend to dislike individuals who violate the rule of reciprocation in both ways: those who do not return a favor (A) and those who do not allow a favor to be returned (B), as both situations disrupt the balance of social exchange.

Question 8

For reciprocity to function:

Accepted Answer

Reciprocity functions independently of liking the person or the gift. It is a social norm that suggests people feel obliged to return favors or gifts, regardless of their personal feelings towards the giver or the gift itself.

Question 9

Which of the following is NOT true of reciprocity?

Accepted Answer

Reciprocity involves a sense of obligation to return a favor or gift, but the repayment does not necessarily have to be of equal value. The key aspect is the act of reciprocation itself, rather than the exact equivalence in value.

Question 10

According to the research, which of the following is not likely to lead to feelings of indebtedness?

Accepted Answer

The technique described in option C is known as the "door-in-the-face" technique, which is more about compliance and reciprocity rather than creating feelings of indebtedness. The initial unreasonable request is expected to be refused, making the smaller request seem more reasonable, but it doesn't necessarily lead to feelings of indebtedness.

Question 11

How does a long-term relationship, such as one has with a close friend or family member, affect expectations for reciprocity?

Accepted Answer

In long-term relationships, such as those with close friends or family members, the expectation for reciprocity is based on the principle of support and need rather than strict accounting of who has given more. Each person is expected to contribute when they can, especially when the other is in need, without a precise tally of past exchanges. This fosters a supportive and enduring relationship dynamic.

Question 12

The rejection-then retreat technique a.k.a. door-in-the-face technique) works because of the following EXCEPT

Accepted Answer

The rejection-then-retreat technique works primarily due to the perception of the second request as smaller and the need to reciprocate concessions, not because of guilt from rejecting the first request.

Question 13

The rejection-then-retreat technique has been shown, not only to increase the percentage of subjects verbally agreeing to perform a request, but also the percentage who behaviorally perform it and the percentage who volunteer for future similar favors. Which of the alternatives below best describes the explanation given in Influence for these latter effects i.e., behavioral and future compliance)?

Accepted Answer

The explanation given in "Influence" for the effects of behavioral and future compliance following the rejection-then-retreat technique is attributed to both satisfaction with the first agreement and a feeling of responsibility for arriving at the first agreement. These factors contribute to why individuals not only agree verbally but also follow through with actions and are willing to volunteer for future similar favors.

Question 14

The power of reciprocity, even among those who claim to be unaffected by it, is demonstrated by

Accepted Answer

The power of reciprocity is shown in all the given options as they illustrate how financial support or affiliations can influence decisions and actions, even if the individuals claim to be impartial. This principle suggests that people feel obliged to return favors or support, affecting their objectivity and decisions.

Question 15

Surveys sent by mail often have low response rates. Which technique is likely to be more effective in increasing the number of responses:

Accepted Answer

Including a small monetary incentive like a "gift" check with the survey can significantly increase response rates because it creates an immediate sense of obligation or gratitude, encouraging recipients to complete and return the survey.

Quiz 2: Reciprocation