http://www.northlich.com/reciprocity-behavior-change-and-lemonade/ Cincinnati ad agency specializing in rehavior Mon, 10 Oct 2011 12:06:30 +0000 hourly 1 http://wordpress.org/?v=3.0.1 http://www.northlich.com/reciprocity-behavior-change-and-lemonade/comment-page-1/#comment-36 Scott Karambis Wed, 15 Jul 2009 15:28:54 +0000 http://www.northlich.com/?p=1328#comment-36 Agree that persuasion is unconscious or at least not "rational." (It can also be social/cultural which is a kind of semi-consciousness) And agree that "reciprocity" can be a powerful tool. But needs to be used with care or at least balanced with other equally powerful principles of psychology. Such as, when consumers get something for nothing, they tend to value it less. It's why company's that do pro bono work often charge some nominal amount for a service, to make the recipients take it seriously. And more dramatically: many colleges have seen their applications when they raised tuition. sk Agree that persuasion is unconscious or at least not “rational.” (It can also be social/cultural which is a kind of semi-consciousness) And agree that “reciprocity” can be a powerful tool. But needs to be used with care or at least balanced with other equally powerful principles of psychology. Such as, when consumers get something for nothing, they tend to value it less. It’s why company’s that do pro bono work often charge some nominal amount for a service, to make the recipients take it seriously. And more dramatically: many colleges have seen their applications when they raised tuition.
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