Human behavior Quote by Robert B. Cialdini
““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
Source Book: Influence: The Psychology of Persuasion by Robert B. Cialdini, 1984
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.
