MotivationM5
Reciprocity
We respond positively to small gestures of kindness and generosity.
Strategy card · Influence24 Pathways
The research
In a restaurant, tips increased by 3% when customers were gifted a mint and by 14% when given two mints. Even more fascinating — if the waiter gives one mint, starts to walk away from the table, pauses, turns back and says, "For you nice people, here's an extra mint," there is a 23% increase in tips.
Strohmetz et al. (2002). Sweetening the Till: The Use of Candy to Increase Restaurant Tipping
Every gift which is given, even though it may be small, is in reality great, if it is given with affection.
Thought starters
Pick key moments to surprise and delight people
Identify how to personalise the interaction to make it more engaging
Provide a reason to make the reward feel extra special
Try combining with (C8) Self-reference effect.