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 concept the consultant is describing is the norm of reciprocity, which is the social norm of responding to a positive action with another positive action. In sales, this can be used by offering something small for free or at a low cost, creating a sense of obligation for the customer to reciprocate by making a purchase.

A Consultant Was Telling Newly Hired Salespeople About Techniques They