Some researchers the argue that concept of exchange underlying the principle of reciprocity...

Question:

Some researchers the argue that concept of exchange underlying the principle of reciprocity (trading something of value to another for what you want) is the basis of all influence. Discuss.

Principle of Reciprocity:

The principle of reciprocity is a law in social psychology which states that we pay back what we get from others. In other words, if someone gives you something, you will have to return it at some point in the future.

Answer and Explanation:

The conception of exchange underlying the principle of mutuality (reciprocity) is indeed the foundation of all encouragement. From a business view, during an exchange of goods and services, for you to get the product or service you want, you have to pay for it. The desire for you to acquire something drives you to pay for it. The desire to sell a product or service in exchange for a pay drives a person to sell it to you. Basically, when someone does something of value to you, they will expect you to pay it back at some point in the future. For example, if you give someone a loan as a favor, maybe because they needed it, you will expect them to return it to you later on an agreed date, or you will expect them to give you a loan too when you need it. That works in the same way for a favor; if you do someone a favor, you will expect them to do you a support when you want them to.

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Reciprocity: Definition, Principle & Types

from Introduction to Business: Homework Help Resource

Chapter 13 / Lesson 17
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