involves the perception of safety and belonging in communication.

is the perception of inadequate supply or a limited resource.

is the mutual expectation for exchange of value or service.

means ensuring that you follow through on what you say you will do$.$

involves referencing experts and expertise.

is the tendency of the individual to follow the group.

$1.$

Reciprocity

$2.$

Scarcity

$3.$

Authority

$4.$

Commitment

$5.$

Consensus

$6.$

Liking