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Reciprocation

Humans mostly respond in kind when treated well and this is an exploitable reaction by social engineers. When rushing to a closing lift, if someone inside holds the doors so that you can get in, there is an almost unconscious reaction of at least a thank you. The show of gratitude is a simple example of reciprocity. There are very many other examples of manufacturers, politicians, and even employees using reciprocity. Pharmaceutical companies spend huge amounts on free items that are given to hospital staff as gifts and in return, the hospital will tend to recommend or give patients medicine from the gifting company. Politicians decide to be more charitable in electioneering periods. An employee may pay for a colleague's meal ...