Which Of The Following Is Considered To Be A Persuasion Technique Based On The Norm Of Reciprocity?A. Communication-matrix Model B. Elaboration-likelihood Method C. Foot-in-the-door Technique D. Door-in-the-face Technique

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Persuasion techniques are strategies used to influence people's thoughts, feelings, and behaviors. One of the most effective persuasion techniques is based on the norm of reciprocity, which suggests that people are more likely to reciprocate a favor or return a benefit they have received. In this article, we will explore the concept of the norm of reciprocity and identify which of the given options is a persuasion technique based on this principle.

The Norm of Reciprocity

The norm of reciprocity is a fundamental principle in social psychology that states that people are more likely to reciprocate a favor or return a benefit they have received. This principle is based on the idea that people feel a sense of obligation to repay a kindness or a benefit they have received. The norm of reciprocity is a powerful persuasion technique because it taps into people's natural desire to reciprocate and return favors.

Persuasion Techniques Based on the Norm of Reciprocity

There are several persuasion techniques that are based on the norm of reciprocity. Some of the most effective techniques include:

  • Foot-in-the-door technique: This technique involves asking people for a small favor or benefit, and then gradually increasing the request over time. The idea is that people are more likely to agree to a larger request if they have already agreed to a smaller one.
  • Door-in-the-face technique: This technique involves making a large or extreme request, and then following up with a smaller request. The idea is that people are more likely to agree to the smaller request because it seems more reasonable after the initial large request.
  • Reciprocity principle: This technique involves giving people a benefit or a favor, and then expecting them to reciprocate in some way. The idea is that people feel a sense of obligation to repay a kindness or a benefit they have received.

Analyzing the Options

Now that we have discussed the concept of the norm of reciprocity and some of the persuasion techniques based on this principle, let's analyze the options given:

  • A. Communication-matrix model: This model is a framework for understanding how people communicate and persuade each other. While it is a useful tool for understanding persuasion, it is not a specific persuasion technique based on the norm of reciprocity.
  • B. Elaboration-likelihood method: This method is a persuasion technique that involves creating a strong emotional connection with the audience. While it is an effective persuasion technique, it is not based on the norm of reciprocity.
  • C. Foot-in-the-door technique: This technique involves asking people for a small favor or benefit, and then gradually increasing the request over time. It is a classic example of a persuasion technique based on the norm of reciprocity.
  • D. Door-in-the-face technique: This technique involves making a large or extreme request, and then following up with a smaller request. It is also a persuasion technique based on the norm of reciprocity.

Conclusion

In conclusion, the foot-in-the-door technique is a persuasion technique based on the norm of reciprocity. This technique involves asking people for a small favor or benefit, and then gradually increasing the request over time. By understanding the concept of the norm of reciprocity and the persuasion techniques based on this principle, we can develop more effective persuasion strategies and improve our ability to influence others.

References

  • Cialdini, R. B. (2009). Influence: Science and practice (5th ed.). Allyn & Bacon.
  • Festinger, L. (1957). A theory of social comparison processes. Human Relations, 7(2), 117-140.
  • Kelman, H. C. (1958). Compliance, identification, and internalization: Three processes of attitude change. Journal of Conflict Resolution, 2(1), 51-60.

Further Reading

  • Cialdini, R. B. (2009). Influence: Science and practice (5th ed.). Allyn & Bacon.
  • Festinger, L. (1957). A theory of social comparison processes. Human Relations, 7(2), 117-140.
  • Kelman, H. C. (1958). Compliance, identification, and internalization: Three processes of attitude change. Journal of Conflict Resolution, 2(1), 51-60.
    Persuasion Techniques: Q&A ==========================

In our previous article, we discussed the concept of the norm of reciprocity and identified the foot-in-the-door technique as a persuasion technique based on this principle. In this article, we will answer some frequently asked questions about persuasion techniques and the norm of reciprocity.

Q: What is the norm of reciprocity?

A: The norm of reciprocity is a fundamental principle in social psychology that states that people are more likely to reciprocate a favor or return a benefit they have received. This principle is based on the idea that people feel a sense of obligation to repay a kindness or a benefit they have received.

Q: What is the foot-in-the-door technique?

A: The foot-in-the-door technique is a persuasion technique that involves asking people for a small favor or benefit, and then gradually increasing the request over time. The idea is that people are more likely to agree to a larger request if they have already agreed to a smaller one.

Q: What is the door-in-the-face technique?

A: The door-in-the-face technique is a persuasion technique that involves making a large or extreme request, and then following up with a smaller request. The idea is that people are more likely to agree to the smaller request because it seems more reasonable after the initial large request.

Q: How can I use the norm of reciprocity in my everyday life?

A: You can use the norm of reciprocity in your everyday life by showing kindness and generosity to others. For example, you can hold the door open for someone, offer to help a friend with a task, or give a small gift to someone. By doing so, you are creating a sense of obligation in the other person, which can lead to them reciprocating in some way.

Q: Can the norm of reciprocity be used for negative purposes?

A: Yes, the norm of reciprocity can be used for negative purposes. For example, someone may use the norm of reciprocity to manipulate others into doing something they don't want to do. This can be done by making a large or extreme request, and then following up with a smaller request that is still not what the person wants to do.

Q: How can I avoid being manipulated by the norm of reciprocity?

A: To avoid being manipulated by the norm of reciprocity, you need to be aware of the principle and how it is being used. You should also be clear about your boundaries and what you are and are not willing to do. Additionally, you should not feel obligated to reciprocate a favor or benefit if you don't want to.

Q: Can the norm of reciprocity be used in business?

A: Yes, the norm of reciprocity can be used in business. For example, a company may offer a free trial or a discount to a customer, and then expect the customer to reciprocate by making a purchase or referring the company to others.

Q: How can I use the norm of reciprocity in sales?

A: You can use the norm of reciprocity in sales by offering a free consultation or a free trial to a potential customer. By doing so, you are creating a sense of obligation in the customer, which can lead to them reciprocating by making a purchase.

Q: Can the norm of reciprocity be used in marketing?

A: Yes, the norm of reciprocity can be used in marketing. For example, a company may offer a free sample or a discount to a customer, and then expect the customer to reciprocate by sharing the product with others or making a purchase.

Conclusion

In conclusion, the norm of reciprocity is a powerful principle that can be used in a variety of contexts, including sales, marketing, and everyday life. By understanding how the norm of reciprocity works, you can use it to your advantage and create a sense of obligation in others. However, you should also be aware of the potential for manipulation and take steps to avoid being taken advantage of.

References

  • Cialdini, R. B. (2009). Influence: Science and practice (5th ed.). Allyn & Bacon.
  • Festinger, L. (1957). A theory of social comparison processes. Human Relations, 7(2), 117-140.
  • Kelman, H. C. (1958). Compliance, identification, and internalization: Three processes of attitude change. Journal of Conflict Resolution, 2(1), 51-60.

Further Reading

  • Cialdini, R. B. (2009). Influence: Science and practice (5th ed.). Allyn & Bacon.
  • Festinger, L. (1957). A theory of social comparison processes. Human Relations, 7(2), 117-140.
  • Kelman, H. C. (1958). Compliance, identification, and internalization: Three processes of attitude change. Journal of Conflict Resolution, 2(1), 51-60.