In Cialdini's framework, which principle is described as mutual exchange?

In Cialdini's framework, which principle is described as mutual exchange?

• A. Reciprocity
• B. Liking
• C. Scarcity
• D. Social Proof

Answer: (A)

Reciprocity is the mutual exchange principle: when someone does something for us or gives us something, we feel obliged to return the favor. That sense of indebtedness makes us more likely to comply with a future request, because returning the favor restores balance in the interaction. Free samples, gifts, or concessions often trigger this feeling and increase the odds we’ll say yes to later requests. This differs from liking (compliance driven by positive rapport), scarcity (desire driven by rarity), and social proof (compliance driven by others’ actions).

Reciprocity is the mutual exchange principle: when someone does something for us or gives us something, we feel obliged to return the favor. That sense of indebtedness makes us more likely to comply with a future request, because returning the favor restores balance in the interaction. Free samples, gifts, or concessions often trigger this feeling and increase the odds we’ll say yes to later requests. This differs from liking (compliance driven by positive rapport), scarcity (desire driven by rarity), and social proof (compliance driven by others’ actions).