Psychology · Level 3 · 165 words
The Pull of a Favor
Original passage © Team AM, written for Hone Literacy.
Across nearly every culture, people feel an urge to return a favor. When someone gives us something, even something small and unrequested, a quiet pressure builds to give something back. This rule of reciprocity helped early communities cooperate and share, and it runs so deep that we often obey it without noticing.
Because the urge is automatic, it can be used as a tool of persuasion. A free sample, an unexpected gift, a small concession in an argument: each can plant a sense of debt that makes us more willing to say yes afterward. The favor need not be large, and we need not even have wanted it. The discomfort of feeling indebted is enough to nudge our behavior.
Knowing this does not make the urge vanish, but it offers a defense. When a gift seems designed to obligate you, you are free to receive it as what it is, a sales tactic rather than a true kindness, and to feel no debt at all.
Comprehension questions
1. The passage is mainly about
- A why people enjoy giving gifts
- B how the urge to return favors shapes behavior and can be used to persuade
- C the history of early communities
- D why free samples taste better
Show answer
B. how the urge to return favors shapes behavior and can be used to persuade
The passage explains reciprocity and how it can be used as a persuasion tool.
2. What defense against this tactic does the passage suggest?
- A Refusing to speak to salespeople
- B Recognizing a manipulative gift as a tactic and feeling no debt
- C Always returning every favor immediately
- D Never accepting anything from anyone
Show answer
B. Recognizing a manipulative gift as a tactic and feeling no debt
The text says you can receive such a gift as a sales tactic rather than kindness and feel no debt.
3. According to the passage, must a favor be large to create a sense of debt?
- A Yes, only large gifts work
- B No, even a small, unwanted favor can create the feeling
- C Only gifts of money count
- D Only favors we asked for count
Show answer
B. No, even a small, unwanted favor can create the feeling
The passage says the favor need not be large and we need not even have wanted it.
Source: Written for Hone Literacy. Original passage © Team AM, written for Hone Literacy.