The mere mention of the word "favor" can stun us into compliance, which answers a question staffers often ask themselves: How did I get roped into this?
仅仅提到“帮忙”这个词就能吓得我们乖乖从命了,这也回答了很多人常常问自己的一个问题:我是怎么给套进去的?
Stanford's Prof. Flynn found that simply asking people to fill out a questionnaire in New York's Penn Station resulted in 57% compliance. But prefacing that question with the phrase, "Can you do me a favor?" followed by a pause pushed the level of compliance to 84%.
弗林发现,在纽约的宾州火车站请人们填一份问卷,只有57%的人会同意。但如果加上“您能帮我个忙吗”这句话,再稍微停顿一下,同意的人就达到了84%。
"People have a modal, rote response" to a favor request, says Prof. Flynn, which is: "Yeah, sure, what is it?"(It should be noted here that research also shows that people appreciate favors more from men than they do from women, because they don't expect favors as much from men.)
弗林说,对于帮忙的请求,人们有种典型的反应模式,就是"好的,没问题,要帮什么忙?"(这里应该注意一点,研究还表明,比起女性,男性给人帮忙得到的感激程度更高,因为人们对男性会帮忙的期望值没那么高。)
Another study shows how easy it can be to get collared into favors that seem too big to grant. In his famous study, Robert Cialdini, professor of psychology at Arizona State University, asked passersby if they would commit to doing one of the most nerve-racking activities he could dream up: Would you volunteer to chaperone juvenile-detention-center inmates on a day trip to the zoo? (Fun!)
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