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Test Moral exchange dynamics
Agenda
QUESTION 1: What psychological mechanism explains the obligation to return favors?
Cognitive dissonance
Systematic escalation
Immediate gratitude
Reciprocity mandate
2nd QUESTION: What feeling does the recipient of a favor experience until he/she returns the kindness?
Inconvenience to return the kindness
Joy of the gift
Indifference towards the company
Public recognition of favor
QUESTION 3: What business practice exploits the ethical vulnerability described in the text?
Asking for an immediate purchase without samples
Send out extensive surveys
Reduce the price from the beginning
Delivering free value before requesting payment
QUESTION 4: Which of these is an example of free value mentioned in the text?
Make cold calls
Offer irrevocable discounts
Sharing exclusive educational manuals
Impose basic consultancy charges
QUESTION 5: What is the result of getting small commitments before asking for larger investments?
Generates brand rejection
Hinders future conversion
Facilitates soliciting higher financial investments
Eliminates the need for behavioral consistency
6TH QUESTION: What first simple interaction does the text suggest to establish a psychological anchor?
Requesting full payment for a membership
Asking for an email address
Demanding an immediate public review
Requesting sensitive banking data
QUESTION 7: How is the exchange of gifts interpreted in the text as opposed to a hard sell?
As a fair and natural payback for a previous profit
Obvious manipulation of the consumer
As an aggressive and cold transaction
As an explicit legal obligation
8TH QUESTION: What ensures the biological need for mental congruence?
That cold interactions are not transformative
Repetition of established patterns
That people avoid small commitments
Ethical debt disappears over time
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