The Rule of Reciprocation

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From: The Psychology of Influence by Rober B. Cialbini

[The rule of reciprocation says] that we should try to repay, in kind, what another person has provided us....By virtue of the reciprocity rule, then, we are obligated in the future repayment of favors, gifts, invitations, and the like. So typical is it for indebtedness to accompany the receipt of such things that the term "much obliged" has become a synonym for "thank you," not only in the English language but in others as well. (p.17-18)


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