Cialdini: People Overpay Favors to Avoid the Stigma of Free-Riding
Robert Cialdini · #122 Robert Cialdini - The Principles of Persuasion · Oct 19, 2021 · at 12:21
Psychologist Robert Cialdini explains the mechanics of reciprocal obligation and why people accept asymmetric trades after receiving a favor.
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“We are obligated to give back at the same level, but if the only thing we can do is to give back at a higher level, we will, to avoid the burden of feeling like a cheater, like a free rider, like a taker, an ingrate.”
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