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MENTAL MODEL · M2368

Reciprocity Principle

Reciprocity Principle
BehaviorHigh supportSocial Psychology
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Version 1.0.0 · Updated 2026-07-30

CORE DEFINITION

The reciprocity principle: after receiving favors or concessions, people feel obligated to reciprocate, a norm that profoundly influences interpersonal persuasion and cooperation.

SCAFFOLDING EFFECT

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A social exchange principle where receiving favors creates an obligation to repay.

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Sociology and anthropology have found that reciprocity is a norm in all human societies; receiving favors creates a psychological sense of indebtedness, and to alleviate this discomfort, people tend to reciprocate, even if the initial favor was small. Cialdini lists it as one of the six principles of influence.

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Source support: Explicit

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    en.wikipedia.orghttps://en.wikipedia.org/wiki/Reciprocity_(international_relationsZH · Explicit
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