Norm of reciprocity

From Biocrawler, the free encyclopedia.

The norm of reciprocity is invoked in techniques used in advertising and other propaganda whereby a small gift of some kind is proffered with the expectation of producing a desire on the part of the recipient to reciprocate in some way, for example by purchasing a product, making a donation, or becoming more receptive to a line of argument. Typical examples of this technique include gifts of stickers and pens distributed by charities and flowers handed out by members of the Hare Krishna group.

References

• Cialdini, R. B. (1984) Influence. New York, NY: Morrow. ISBN 0-68-804107-8
• Pratkanis, A. & Aronson, E. (2001). The Age of Propaganda: The Everyday Use and Abuse of Persuasion. New York, NY: Owl Books. ISBN 0-80-507403-1

See also

• Propaganda
• Reciprocal altruism

External links

• Norm of reciprocity (http://www2.pfeiffer.edu/~lridener/courses/NORMRECP.HTML)
• Google Scholar: Norm of reciprocity (http://scholar.google.com/scholar?sourceid=mozclient&num=50&scoring=d&ie=utf-8&oe=utf-8&q=%22norm+of+reciprocity%22)

Wikipedia (http://en.wikipedia.org/wiki/Main_Page) Norm_of_reciprocity (http://en.wikipedia.org/wiki/Norm_of_reciprocity) version history (http://en.wikipedia.org/w/index.php?title=Norm_of_reciprocity&action=history) GNU Free Documentation Lizenz (http://en.wikipedia.org/wiki/Wikipedia:Text_of_the_GNU_Free_Documentation_License) CC-by-sa (http://creativecommons.org/licenses/by-sa/2.5/)

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