This rule holds throughout human society.Ex: if one person does us a favor, we should try to do them one in return.Rule for reciprocation: we should try to repay, in kind, what another person has provided us.Contrast principle: if the the second item in a presentation is fairly different from the first, we will tend to see it as more different than it actually is.There are several components to these “weapons” of automatic influence: they are nearly mechanical in activation, they can be exploited, and they can be easy to trigger.
Automatic, stereotyped behaviour is prevalent in much of human action - it is often efficient, and other times necessary.Adding the word “because” when asking a small favor vastly increases compliance, regardless if the reason is a good one.
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