Although compliments can be an effective compliance tactic, little is known about the reasons for their effectiveness. Two studies tested three potential mechanisms underlying the use of compliments as a compliance tactic: reciprocity, positive mood, and liking. In both studies, participants were either primed with the reciprocity norm or not, then received either complimentary or neutral feedback from a stranger. Participants were later faced with a request from the stranger. Mood, liking for the requestor, and compliance were measured. As predicted, compliments increased compliance in both studies. Neither study found evidence for positive mood nor liking as a mediator of the compliment effect. However, reciprocity priming was found to moderate the compliment effect in both studies, suggesting that compliments are effective, at least in part, because they invoke the reciprocity norm.

中文翻译：

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如果你给我一个赞美，我会挠你的背：探索赞美对依从性影响的心理机制

尽管赞美可能是一种有效的合规策略，但人们对其有效性的原因知之甚少。两项研究测试了将赞美作为顺从策略的三种潜在机制：互惠、积极情绪和喜欢。在这两项研究中，参与者要么先接受互惠规范，要么不接受互惠规范，然后从陌生人那里得到补充或中立的反馈。参与者后来面临来自陌生人的请求。测量了情绪、对请求者的喜好和依从性。正如预测的那样，恭维提高了两项研究的依从性。两项研究都没有发现积极情绪的证据，也没有发现喜欢作为恭维效应的中介。然而，在两项研究中都发现互惠启动可以缓和恭维效应，这表明恭维是有效的，至少部分是，