Groups seeking donations routinely send address labels and other small gifts with their pleas. Which of the following social influence techniques is illustrated by this approach?

Question

Quizplus · Accepted Answer

The group is using the reciprocity norm by providing a small gift with the hope that the recipient will feel obligated to donate in return. This technique plays on the social norm that when someone does something nice for us, we feel obligated to do something nice in return.

Groups Seeking Donations Routinely Send Address Labels and Other Small