Ben Franklin Effect: Everything You Need to Know!

Benjamin Franklin has more to his name than just the 100-dollar bill and the Declaration of Independence. His autobiography contains one particularly intriguing story that makes an astute observation about human behaviour. In it, Franklin asks to borrow a rare book from a rival legislator. The rival agrees, and after a week, Franklin returns the book with a letter expressing his gratitude. The next time they meet, the rival is much more civil and even willing to help Franklin with other matters; eventually, they become friends.

This story might seem strange, right? Why did the rival become more amicable after doing a favour for Franklin? One would assume that if Franklin had done the rival a favour, then the improved relationship would make more sense. This confounding phenomenon is now known as the Benjamin (Ben) Franklin Effect, based on this very anecdote.

"He that has once done you a kindness will be more ready to do you another, than he whom you yourself have obliged." - Benjamin Franklin (in his autobiography)

What is the Ben Franklin Effect?

The Ben Franklin Effect refers to the psychological phenomenon where a person who has done a favour for someone is more likely to do another favour for that person than if they had received a favour from them. This counterintuitive concept challenges conventional ideas of reciprocity, suggesting that doing a favour for someone can positively change our attitude toward them and increase the likelihood of further cooperation.

The human mind is truly fascinating. Sometimes, social dynamics seem almost counterintuitive, and this is one such phenomenon. It challenges our understanding of reciprocity and interpersonal relationships. Here, we’ll explore how and why it occurs, and where we can see it play out in real life.

Psychological Underpinnings

The psychological roots of the Ben Franklin Effect can be traced back to cognitive dissonance theory and self-perception theory.

Cognitive dissonance theory posits that people feel uncomfortable when holding two or more contradictory thoughts or beliefs at the same time. We seek consistency in our beliefs and attitudes. When there’s a mismatch between actions and beliefs, we are motivated to reduce this discomfort by aligning our attitudes with our actions.

In this case, doing a favour for someone you don’t particularly like creates a dissonance: your feelings for that person are negative, but your actions are positive. To resolve this discomfort, your mind justifies the action, convincing you that you must like the person, otherwise you wouldn’t have helped them. In the context of the Ben Franklin Effect, performing a favour may lead to a shift in attitude to match the action.

Self-perception theory also helps explain this strange effect. It suggests that we infer our beliefs from our behaviour—that we don’t always have preexisting attitudes or beliefs, but instead interpret them from our own actions. So when we help someone we don’t have a strong relationship with, we observe ourselves behaving positively and conclude that we must feel positively about them too.

There are also other factors that can contribute to this effect. For instance, when someone is asked to do a favour, it may make them feel needed, respected, and acknowledged, leading to more positive feelings toward the person making the request.

Real-Life Applications

1. Networking and Relationship Building

   The Ben Franklin Effect can be harnessed in professional settings. Seeking opportunities to ask for small favours or assistance can actually strengthen relationships. The act of helping can foster camaraderie and build a stronger professional bond.

2. Conflict Resolution

   In situations of conflict or disagreement, employing the Ben Franklin Effect can be strategic. Rather than focusing on getting concessions, asking for or offering small favours or compromises may lead to more cooperative and harmonious outcomes.

3. Influence in Sales and Marketing 

   Businesses can use the Ben Franklin Effect in sales and marketing strategies. By offering potential customers helpful information or resources before asking for a purchase, companies may increase the chances of engagement and conversion.

Overcoming the Ben Franklin Effect

This effect can be used for good—like rapport building, friendship, and conflict resolution—but it can also be used manipulatively. Here are a few tips to avoid being taken advantage of:

• Be self-aware: Recognising when the Ben Franklin Effect is influencing you is the first step. Awareness helps you assess your motivations and make sure your actions come from genuine goodwill, not just subconscious justification.

• Foster authentic connections: Helping others should come from sincerity, not the hope of getting something in return. Genuine kindness builds trust and stronger relationships beyond transactional exchanges.

• Perform diverse acts of kindness: Instead of relying on one repeated pattern, diversify your acts of goodwill. This keeps your actions authentic and less tied to the expectations of specific reciprocation.

Conclusion

The Ben Franklin Effect offers a fascinating lens through which we can understand the intricacies of human psychology and social behaviour. By understanding how it works, recognising when it occurs, and approaching relationships with authenticity, we can build more meaningful connections. Ultimately, a sincere spirit of generosity fosters not just cooperation but also a more positive and trusting social environment.