Author Question: For reciprocity to function: (a) we must like the person who gives us a gift. (b) we must like ... (Read 116 times)

armygirl · **on:** Jun 22, 2018

For reciprocity to function:

(a) we must like the person who gives us a gift.
(b) we must like the gift that the person gives us
(c) both a and b
(d) neither a nor b

Question 2

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)?
(a) Guilt (b) Satisfaction with the first agreement
(c) A feeling of responsibility for arriving at the first agreement
(d) All of the above
(e) Only b and c