The Pull of a Favor
Written by Studio AM.
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People often feel an urge to return a favor. When someone gives us something, even something small and unrequested, a quiet pressure builds to give something back. This expectation of reciprocity can support cooperation and sharing. Its strength depends on the relationship and situation.
Because the urge can be strong, it can be used as a tool of persuasion. A free sample, an unexpected gift, a small concession in an argument: each can plant a sense of debt that makes us more willing to say yes afterward. The favor need not be large, and we need not even have wanted it. The discomfort of feeling indebted can influence a later decision.
Noticing the pressure gives you a chance to reconsider. If a gift accompanies a sales request, separate the two decisions. A free sample does not require you to buy something. You can thank the giver and decide whether the purchase itself suits your needs.
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Questions
Choose an answer. The explanation appears after you answer.
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Question 1 of 4
The passage is mainly about
The answer is B: how returning favors can influence behavior and persuasion
The passage explains reciprocity and how it can be used as a persuasion tool.
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Question 2 of 4
What defense against this tactic does the passage suggest?
The answer is B: Separating appreciation for a gift from the decision to buy
The last paragraph recommends judging the purchase on its own merits rather than treating the gift as an obligation.
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Question 3 of 4
According to the passage, must a favor be large to create a sense of debt?
The answer is B: No, even a small, unwanted favor can create the feeling
The passage says the favor need not be large and we need not even have wanted it.
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Question 4 of 4
In this passage, "indebted" most nearly means:
The answer is D: owing something in return
The "discomfort of feeling indebted" is the sense of owing something back after receiving a favor, which is what nudges us to say yes.
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