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 saleswoman offered Jeff something (a cup of coffee) and promised something in return (waiving the delivery charge) in order to create a sense of obligation, which is a tactic used in the rule of reciprocity.

When Jeff Went Shopping for a New Living Room Set