"dissatisfactions" - 1 õppematerjal

Cialdini raamat

com. (Clark 8{ Mills, 1979; Mills 8{ Clark, 1982), what is exchanged reciprocally is the will- ingness to provide what the other needs, when it is needed (Clark, Mills, 8{ Corco- ran, 1989). Under this form of reciprocity, it is not necessary to calculate who has given more or less but only whether both parties are living up to the more general rule (Clark, 1984; Clark 8{ Waddell, 1985; Clark, Mills, 8{ Powell, 1986). Still, it appears that persistent inequities can lead to dissatisfactions, even in friendships. Reciprocal Concessions There is a second way to employ the reciprocity rule to get someone to comply with a request. It is more subtle than the direct route of providing that person with a favor and then asking for one in return, yet in some ways it is much more effective. A personal experience I had a few years ago gave me firsthand evidence of just how well this compliance technique works.