When Jeff went shopping for a new living room set, the saleswoman offered him a cup of coffee and promised to waive the delivery charge if he bought a living room set from her that day. The saleswoman was hoping to capitalize on the rule of reciprocity.

Question

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The rule of reciprocity suggests that individuals are more likely to comply with requests from others who have previously done something for them or shown them a favor or kindness. In this case, the saleswoman offering Jeff a cup of coffee and waiving the delivery charge is an example of a favor or kindness, in the hopes that he will reciprocate by buying a living room set from her that day.

When Jeff Went Shopping for a New Living Room Set