The "norm of reciprocity" has been used to explain the effectiveness of which of the following sequential persuasion tactics?

Question

Quizplus · Accepted Answer

The norm of reciprocity suggests that when someone does something for us or gives us something, we feel obligated to return the favor. Pregiving, where the persuader gives a small gift or favor before asking for something in return, is effective because it activates the norm of reciprocity and increases the likelihood of compliance. The other tactics (foot in the door, disrupt then frame, lowball) do not rely on the norm of reciprocity as the primary explanation for their effectiveness.

The "Norm of Reciprocity" Has Been Used to Explain the Effectiveness