Cialdini raamat
him a favor, it made no difference whether they liked him or not; they felt a
sense of obligation to repay him, and they did. The subjects who indicated that
they disliked Joe bought just as many of his tickets as did those who indicated
that they liked him. The rule for reciprocity was so strong that it simply over-
whelmed the influence of a factor-liking for the requester-that normally af-
fects the decision to comply.
Think of the implications. People we might ordinarily dislike-unsavory or un-
welcome sales operators, disagreeable acquaintances, representatives of strange or
unpopular organizations-can greatly increase the chance that we will do what
they wish merely by providing us with a small favor prior to their requests. Let's
take a recent historical example. The Hare Krishna Society is an Eastern religious
sect with centuries-old roots traceable to the Indian city of Calcutta. Its spectacular
annaabi.ee 
