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  1. The AtlanticRay Fisman, Michael Luca12/11/189 min
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    The Atlantic
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    • jamie5 years ago

      I did not realize that reciprocity had a connection to buyers actually buying a product as a subconscious payback, or a return of a favor. Interesting, how easily we can be swayed. I must admit, I always donate to the causes that send little trinkets like pens or return address labels.

    • TheManFromNope5 years ago

      It is important that doctors are aware of these studies. It will be difficult to prevent the reps from trying these tactics, but having the doctors being aware of the reps' motivations, and their own human susceptibility, will at least lead them to question whether they are being manipulated, and to reevaluate their prescribing habits. I wonder if this is covered in medical school.

    • erica5 years ago

      "In recent years, social psychologists and marketers have demonstrated that the pull of reciprocity is exceedingly powerful in human beings, often acting on us in ways we may not consciously appreciate."

      It's so sad and disappointing that pharmaceutical sales reps take advantage of this beautiful aspect of human nature.