A consultant was telling newly hired salespeople about techniques they can use to increase sales.At one point he was talking about increasing compliance by creating a sense of obligation.Because one of the last classes you took before you graduated was Social Psychology,you recognize the concept as:

Question

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The norm of reciprocity is the social expectation that people will respond favorably to each other's actions by returning the favor. In sales, creating a sense of obligation through offering something for free or doing a small favor can increase compliance in customers. Therefore, the concept being referred to in this situation is the norm of reciprocity.

A Consultant Was Telling Newly Hired Salespeople About Techniques They