Groups seeking donations routinely send address labels and other small gifts with their pleas.This approach illustrates which of the following social influence techniques?
A) lowball technique
B) highball technique
C) foot-in-the-door technique
D) reciprocity norm

Question

Quizplus · Accepted Answer

The approach of providing small gifts along with the plea for donations is an example of the reciprocity norm, which is the expectation that people will respond favorably to others who have provided them with something, such as a gift or favor. The organization is trying to create a sense of obligation in potential donors by giving them something small in the hope that they will reciprocate by donating money.

Groups Seeking Donations Routinely Send Address Labels and Other Small