Professional persuaders often manipulate people's attitudes and behavior using techniques based on two social norms, the rule of reciprocity and the rule of commitment.

Question

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Professional persuaders often use the rule of reciprocity (the expectation that one should give back to others what they have received) and the rule of commitment (the principle that people are more likely to follow through on commitments they have made) to influence people's attitudes and behavior.

Professional Persuaders Often Manipulate People's Attitudes and Behavior Using Techniques