The Copy Machine Study
This is how the research study worked…
A researcher would spot someone waiting at the library copy machine and walk over with the intention of cutting the person in line. Then, the researcher would look at the innocent bystander and ask them one of three questions.
- Version 1 (request only): “Excuse me, I have 5 pages. May I use the Xerox machine?”
- Version 2 (request with a real reason): “Excuse me, I have 5 pages. May I use the xerox machine, because I'm in a rush?”
- Version 3 (request with a fake reason): “Excuse me, I have 5 pages. May I use the xerox machine, because I have to make copies?”
You'll notice that Version 3 didn't make much sense. Using the phrase “because I have to make copies” was a fairly useless reason for skipping the line. Everyone waiting at the photocopier needed to make copies. The phrase contained no new information, but the researcher was trying to use it to justify the favor anyway.
Surprisingly, this senseless reason performed well. When the researchers analyzed the data, they found the following.
- Version 1: 60 percent of people let the researcher skip the line.
- Version 2: 94 percent of people let the researcher skip ahead in line.
- Version 3: 93 percent of people let the researcher skip ahead in line.