The local animal shelter sends you cute return address labels with cuddly kittens on them. They are hoping that you will send a donation based on the effects of

Question

Quizplus · Accepted Answer

The shelter is using the reciprocity norm as a persuasion technique. By sending cute return address labels, they are creating a sense of obligation for the recipient to donate because they have received something for free. The reciprocity norm is the social norm that people feel obliged to repay others in-kind for what they have received from them.

The Local Animal Shelter Sends You Cute Return Address Labels