Mail surveys and solicitations sometimes try to boost response rates by including a small gift (e.g.,greeting cards).This strategy is based on
A)altruistic motives.
B)the social responsibility norm.
C)the reciprocity norm.
D)the door-in-the-face technique.

Question

Quizplus · Accepted Answer

The strategy of including a small gift is based on the reciprocity norm, which suggests that people are likely to respond positively to a request if they feel they owe something in return. In this case, the small gift serves as a reminder of the company's generosity, and therefore increases the likelihood that the recipient will respond to the survey or solicitation.

Mail Surveys and Solicitations Sometimes Try to Boost Response Rates