"The Reciprocity Norm Is So Powerful That It Even Applies

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The Answer is The reciprocity norm is so powerful that it even applies to situations in which you do not ask for the favor. Phil Kunz, a sociology professor at Brigham Young University in Provo, Utah, sent 578 Christmas cards to a sample of complete strangers living in Chicago, Illinois. When somebody sends you a card, you feel obligated to send one back. Does this apply even to complete strangers? Apparently so, because Dr. Kunz received a total of 117 cards from people who had no idea who he was. He also received several unexpected long-distance telephone calls from people who had received one of his Christmas cards. Although most of the cards just contained signatures, a significant number of them contained handwritten notes, long letters, and pictures of family and pets. Only 6 of the 117 people who sent Kunz cards said they could not remember him.

"The Reciprocity Norm Is So Powerful That It Even Applies

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"The Reciprocity Norm Is So Powerful That It Even Applies

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