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Back in 2002 in the tipping capital of the world, ‘Merica, researchers looked into how certain gestures by wait staff affected their tips. When a waitress just delivered the bill she was tipped almost 19%. When she included one piece of fancy chocolate per person she was tipped over 19%, two pieces, over 21%. But when she gave diners one piece of chocolate and then came back to deliver another piece - she was tipped 23%. That extra chocolate was considered a personal gesture. And this generosity was more persuasive. Providing a personal gesture evokes reciprocity, a principle of persuasion. People tend to feel indebted to those who do something nice for them and they often return the favour. Persuasive messages are all around us, from Coke labels to handw...
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Back in 2002 in the tipping capital of the world, ‘Merica, researchers looked into how certain gestures by wait staff affected their tips. When a waitress just delivered the bill she was tipped almost 19%. When she included one piece of fancy chocolate per person she was tipped over 19%, two pieces, over 21%. But when she gave diners one piece of chocolate and then came back to deliver another piece - she was tipped 23%. That extra chocolate was considered a personal gesture. And this generosity was more persuasive. Providing a personal gesture evokes reciprocity, a principle of persuasion. People tend to feel indebted to those who do something nice for them and they often return the favour. Persuasive messages are all around us, from Coke labels to handw...
