The Ben Franklin Effect

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• The Defining Decade –– Meg Jay
  
  • [[The Ben Franklin Effect]]
    • While attitudes influence behaviour, behaviour can also shape attitudes.
    • If we do a favour for someone, we come to believe we like that person. This liking leads back to another favour and so on. A close variant of what is called the "foot-in-the-door strategy", or the strategy of making small requests before larger ones, Ben Franklin tells us that one favour begets more favours and over time, small favours beget larger ones.