Aconsultant was telling newly-hired salespeople about techniques they can use to increase sales. at one point he was talking about increasing compliance by creating a sense of obligation. because one of the last classes you took before you graduated was social psychology, you recognize the concept as

The appropriate response is the norm of reciprocity. It can be comprehended as the desire that individuals will react positively to each other by returning advantages for advantages and reacting with either impassion or antagonistic vibe to hurts. The social standard of correspondence frequently takes diverse structures in various ranges of social life, or in various social orders.

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