When Liu answers the doorbell,she encounters a young person who hands her a free laminated bookmark and then asks if she would be interested in subscribing to some magazines.What concept lies at the root of this sales technique?

Question

Quizplus · Accepted Answer

The sales technique described in the scenario is based on the concept of reciprocity, which suggests that people feel a social obligation to return a favor when someone does something kind for them. By giving Liu a free bookmark, the young person is tapping into this tendency and hoping to gain her interest in subscribing to magazines as a form of reciprocation.

When Liu Answers the Doorbell,she Encounters a Young Person Who