A classic example of the rule for reciprocation is a 2002 study of waiters at a restaurant in Ithaca, New York, which Cialdini cites in "Pre-Suasion."
2002年纽约伊萨卡岛某餐厅的侍者研究作为交互作用法的经典案例被Cialdini收录于新书中。
In the first of two experiments, some waiters handed customers the check and offered each one the opportunity to select a chocolate from a basket; others delivered the check alone. Waiters who handed out chocolate saw their tips go up by about 3%.
第一个实验中,餐厅里的一些服务员在递给顾客账单的同时请他们各自从篮子里挑一块巧克力作为礼物;其他服务员只递账单给自己服务的顾客。结果是前者获得的小费均增加了约3%。
In a second experiment, some waiters invited customers to take two pieces of chocolate. Their tips went up by about 14%. Other waiters invited customers to take one piece of chocolate, turned to leave, then stopped and offered customers the chance to take a second piece of chocolate. In that case, their tips went up about 21%.
第二个实验的内容是安排一些服务生让顾客挑两块巧克力带走,随之而来的是小费增长14%;而其他服务生套路更深,他们让顾客先挑一块巧克力,然后自己离开,之后又折返回来,告诉顾客他们还能再挑一块儿。这样一来这些服务生的小费竟增长了21%。
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