Distinguish selfless altruism from reciprocity-based helping, and use witness or situational conditions to predict when bystander intervention is likely.
Rayce is exploring the idea of using online videos to sell his line of custom-made skateboards. While his friend is making a video of him performing tricks at a local skate park, a large crowd forms to watch. Each time Rayce successfully completes a trick, the crowd loudly applauds and yells, showing their approval.
Part B Later, Rayce puts the video of himself online, complete with bright graphics and fast-tempo music. He quickly gains new customers for his business by allowing people to try his skateboard free for an hour.
Explain how each of the following relates to the effectiveness of this sales campaign.
- Divergent thinking
- Peripheral route to persuasion
- Reciprocity norm
Reciprocity norm
response must indicate that because potential customers are getting something
from Rayce (e.g., one-hour free trial, a sticker, cool hat), they feel obliged to return the
favor by making a purchase or promoting the product.
Acceptable explanations include:
- Because Rayce allowed them to try the skateboard for free, customers returned
the favor by buying a skateboard.
Unacceptable explanations include:
Responses that do not clearly refer to how the customer reciprocated.
- Rayce was nice and gave customers one free hour with the skateboard, so they
reciprocated.
Responses that refer to motivation or modeling.
- People saw Rayce do cool tricks in the video and wanted to do cool tricks like him.