d because his car had run out of gas. A young man pulled over and identified himself as a friend of the man's daughter. He took the man to get gas and then brought him back to his car. Of course, feeling indebted, the man said, "If you eveOne university professor chose names at random from a telephone directory, and then sent these complete strangers his Christmas cards. Holiday cards addressed to him came pouring back, all from people who did not know him and, for that matter, who had never even heard of him.

In another study, researcher Dennis Regan had two individuals try to sell raffle tickets to unsuspecting workers. One individual made a conscientious effort to befriend the workers before attempting to sell any tickets. The other individual made a point of being rude and obnoxious around the workers. While on a break, the individual who had previously been rude to his prospects bought them drinks before trying to get them to buy tickets. The results of the study showed that the rude individual actually sold twice as many raffle tickets, even though the other had been so much nicer and more likable.

On another occasion, a man was stranded on the side of the road because his car had run out of gas. A young man pulled over and identified himself as a friend of the man's daughter. He took the man to get gas and then brought him back to his car. Of course, feeling indebted, the man said, "If you ever

ter, who had never even heard of him.

In another study, researcher Dennis Regan had two individuals try to sell raffle tickets to unsuspecting workers. One individual made a conscientious effort to befriend the workers before attempting to sell any tickets. The other individual made a point of being rude and obnoxious around the workers. While on a break, the individual who had previously been rude to his prospects bought them drinks before trying to get them to buy tickets. The results of the study showed that the rude individual actually sold twice as many raffle tickets, even though the other had been so much nicer and more likable.

On another occasion, a man was stranded on the side of the road because his car had run out of gas. A young man pulled over and identified himself as a friend of the man's daughter. He took the man to get gas and then brought him back to his car. Of course, feeling indebted, the man said, "If you eve

ing to sell any tickets. The other individual made a point of being rude and obnoxious around the workers. While on a break, the individual who had previously been rude to his prospects bought them drinks before trying to get them to buy tickets. The results of the study showed that the rude individual actually sold twice as many raffle tickets, even though the other had been so much nicer and more likable.

On another occasion, a man was stranded on the side of the road because his car had run out of gas. A young man pulled over and identified himself as a friend of the man's daughter. He took the man to get gas and then brought him back to his car. Of course, feeling indebted, the man said, "If you eve

ckets. The results of the study showed that the rude individual actually sold twice as many raffle tickets, even though the other had been so much nicer and more likable.

On another occasion, a man was stranded on the side of the road because his car had run out of gas. A young man pulled over and identified himself as a friend of the man's daughter. He took the man to get gas and then brought him back to his car. Of course, feeling indebted, the man said, "If you eve

d because his car had run out of gas. A young man pulled over and identified himself as a friend of the man's daughter. He took the man to get gas and then brought him back to his car. Of course, feeling indebted, the man said, "If you ever need anything, just ask." Three weeks later, capitalizing on the offer, the young man asked if he could borrow the man's expensive car. The man's best judgment screamed, "Are you crazy? You don't know if you can trust this kid to get it back to you in one piece!" But the mental pressure to satisfy his obligation to the young man won out over his better judgment and he loaned the young man his car.

The pressure to reciprocate is strong enough that when people don't return the favor, they are viewed with contempt and disgust. Accepting gifts or favors without attempting to return them is universally viewed as selfish, greedy, and heartless. It is often strictly due to this internal and external pressure that people conform to the rule of reciprocity.