persuasion Some individuals, as a means of assuaging their indebtedness, have learned to take the sample and walk off without making eye contact. Some have taken so man) samples, they no longer feel an obligation to buy or even pretend the) re interested in the products anymore. Still, the technique works, so much =0 that it has been expanded to furniture and audio stores, which otter free pizza, hot dogs, and soft drinks to get you into the store and create instant obligation.
Pregiving is effective because it makes us feel like we have to return favor. Greenburg said this feeling of discomfort is created because the fa°r threatens our independence.6 The more indebted we feel, the more mot1
to eliminate the debt. An interesting report from the Disabled
vated we Organization revealed that their usual 18 percent dona
Amencan nearlv doubled when the mailing included a small, free
tion response rare nc