Cialdini raamat
Take, for instance,
the account of a student of mine concerning a day she remembers ruefully.
About one year ago, I couldn't start my car. As I was sitting there, a guy in the
parking lot came over and eventuallY jump-started the car. I said thanks, and he
said you're welcome; as he was leaving, I said that ifhe ever needed afavor to stop
by. About a month later, the guy knocked on my door and asked to borrow my car
for two hours as his was in the shop. Ifelt somewhat obligated but uncertain, since
the car was pretly new and he looked very young. Later, Ifound out that he was
underage and had no insurance. Anyway, I lent him the car. He totaled it.
How could it happen that an intelligent young woman would agree to turn
over her new car to a virtual stranger (and a youngster at that) because he had done
her a small favor a month earlier? Or, more generally, why should it be that small
first favors often stimulate larger return favors
annaabi.ee 
