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Nudge · 2-minute read

The Benjamin Franklin Effect

People tend to like you more after they’ve done you a favour — but only when you asked them yourself.

By Tareef Jafferi · 1 Oct 2026

In early experiments, people who were personally asked by a researcher to return their winnings ended up liking him more than those asked by an intermediary. A later study found the same direct-request pattern across Japanese and American participants. Helping without being asked had no effect.

Being asked signals that you value someone’s judgement. For leaders, a sincere request can build more connection than another round of praise. (The evidence comes from small samples, so treat it as a useful nudge rather than a law.)

The research: Jecker & Landy (1969), Human Relations; Niiya (2016), Journal of Social Psychology.

Adapted from Nudges at Work by Tareef Jafferi, shared in partnership with Happily.ai.

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