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Feeling Indebted: How to Build in Reciprocity and Concession

Feeling Indebted: How to Build in Reciprocity and Concession . A SENSE OF OBLIGATION . WE RETURN FAVORS and exchange gifts This is a largely unconscious feeling, and it is quite strong. This is called reciprocity. . HOW BIG SHOULD IT BE? .

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Feeling Indebted: How to Build in Reciprocity and Concession

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  1. Feeling Indebted: How to Build in Reciprocity and Concession

  2. A SENSE OF OBLIGATION WE RETURN FAVORS and exchange gifts This is a largely unconscious feeling, and it is quite strong. This is called reciprocity.

  3. HOW BIG SHOULD IT BE? RECIPROCITY DOESN’T MEAN that if we give others a gift we will automatically get a gift in return SENDING CHRISTMAS CARDS TO STRANGERS—AND HOW ABOUT $5 CANS OF SODA? The power of reciprocity has been well known to people who manage direct marketing campaigns. Reciprocity is used to persuade you to perform some action, such as making a purchase, volunteering, or funding a project.

  4. WHEN ACCEPTING NO FOR AN ANSWER IS ACTUALLY A GIFT Concession Rejection then retreat. CONCESSION BUILDS COMMITMENT, TOO

  5. GIVING THINGS AWAY AT A WEB SITE ANYTIME SOMETHING IS given away at a Web site, it has created an opportunity to build indebtedness and reciprocity. Free shipping with conditions, may not be seen as a gift and therefore may not trigger reciprocity. Zappos.com has free shipping, no strings attached AND free shipping if you want to return what you bought.

  6. GIVE AWAY FREE INFO ONE WAY THAT Web sites give gifts is by giving the gift of useful information.

  7. REWARD VERSUS RECIPROCITY NO STRINGS ATTACHED is powerful, but it is also okay to ask for a reciprocal action—especially when you provide useful information. This site suggests the reciprocal action right after the useful information. www.sweetwater.com A recommendation can be seen as a gift if the information is helpful.

  8. Web examples A recommendation can be seen as a gift if the information is helpful.

  9. Web Examples Showing alternative choices can be seen as useful information and a gift.

  10. Gifts Giving a gift triggers indebtedness, which increases the likelihood that others will reciprocate by giving you something Lagniappe: (lan-yap) In Cajun, it means a little something extra or special. something given or obtained gratuitously or by way of good measure.

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