This parallel form of human automatic action is aptly…
““This parallel form of human automatic action is aptly demonstrated in an experiment by Harvard social psychologist Ellen Langer. A well-known principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason. People simply like to have reasons for what they do. Langer demonstrated this unsurprising fact by asking a small favor of people waiting in line to use a library copying machine: Excuse me, I have five pages. May I use the Xerox machine because I’m in a rush? The effectiveness of this request-plus-reason was nearly total: Ninety-four percent of those asked let her skip ahead of them in line. Compare this success rate to the results when she made the request only: Excuse me, I have five pages. May I use the Xerox machine? Under those circumstances, only 60 percent of those asked complied.””
About This Quote
This interpretation was drafted with AI assistance. It is one reading of the quote, not the author's own explanation.
Providing a reason when asking for a favor dramatically increases compliance, as shown by Ellen Langer’s experiment.
In simple terms: Reasons boost compliance.
Key Takeaway
Always give a brief reason when requesting help.
Themes
persuasion
social influence
communication
Mood
pragmatic
analytical
Type
practical
educational
When to use this quote
- asking for favors
- customer service
- team collaboration
- negotiations
Key Concepts
reciprocity
principle of consistency
Questions to Reflect On
- How can you make your reasons genuine?
- When might a reason be unnecessary?
A Different Perspective
People may still refuse if the reason seems insincere.