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

Question

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The local animal shelter is using the reciprocity norm, which is the expectation that if someone gives you something, you are obligated to give something back in return. By sending the cute return address labels, they are hoping to create a positive feeling of indebtedness in the recipient, encouraging them to make a donation.

The Local Animal Shelter Sends You Cute Return Address Labels