The Value Of Reciprocity Experiment
Dennis Regan, used an art appreciation experiment to demonstrated the power of the reciprocity principle. In the experiment, people were told to judge art quality with a partner, who was a research assistant. The other person didn’t know their partner was a research assistant.
The research assistant would leave the room and return a little while later with something to drink for half the subjects. The other half wouldn’t receive anything.
At the conclusion of the rating exercise, the assistant asked the subjects if they would purchase raffle tickets. The subjects who had received the free drink purchased more tickets than the group that didn’t receive the free drink.
How You Can Use Reciprocity To Increase Sales?
You shouldn’t always use the heavy handed-sales approach. Give potential customers something without the sales pitch, and you will be more likely to convert them into a paying customer.