A requester begins with an extreme request that is nearly always rejected and then retreats to a more moderate favor A) Reproduction is more costly to men than to women. 4. impersonal relationships How do other influence agents employ this principle? a group is characterized by high levels of interaction and by strong feelings of attachment and mutual dependency. "Mirror and match" technique lowball technique getting a commitment from If she enrolls in this plan, she can purchase the latest cell phone from the provider for $250. refers to the pattern of norms and values that structures how business is actually carried out in an organization. how we use nonverbal channels to accomplish the function of our communication encounters, Who were the first to analyze delivery as one of the five important components of effective public speaking, What are the five important components of public speaking, Invention A statement about the value of a population parameter that always includes the equal sign is called the _____. Simone wants to help a struggling student, but on the other hand she is reluctant because she knows it will take time out of her busy schedule. Weba. Which of the following is true? Which face need refers to our need to be respected for our abilities and intelligence? religion The influences of the environments' physical dimensions, color and aesthetic appreciation, environmental size and shape and temperature and humidity, Study of communication that is engendered by bodily behaviors that can be visually observed. the not-so-free sample technique Sharon was appointed the captain of the softball team because of her excellent performance in matches. Webis an influence process generated when acts of leading (e.g., influencing) are combined with acts of following (e.g., deferring) as individuals work together to attain mutual goals. What is the difference between exchange and communal relationships? In Solomon Asch's classic study, 75% of the participants announced wrong answers in a task that required them to state which of three lines matched a "standard line." Hiroshi is nice to potential customers in order to get them to buy his wares. Which compliance-gaining strategy is this? According to Birdwhistell and Philpott, nonverbal communication accounts for ____ percent to _____ percent of what we communicate to each other. serve as the first step in which of the following sequential persuasion tactics? Example: jury, the tendency for the presence of other people to have a positive impact on the performance of an easy task, the tendency for the presence of other people to have a negative impact on the performance of a difficult task. needs of those they know and like. we learn our nonverbal communication norms from sources that nurture our communication, developed by darwin How does the use of unsolicited gifts employ the norm of reciprocity? sold more cookies when they sweetened the deal after, tna technique. if the competitive atmosphere of most classrooms can increase racial and ethnic tensions in integrated schools, what would happen if the classroom were made less competitive? communication skills. relevance of various terms synonymous with c) A P-value of 0.010.010.01 is proof against the null hypothesis. Gratitude: Receiving a favor leads to positive Webreciprocity norm. Praise and other forms of positive estimation also stimulate liking Comm 145 - Ch 3 Communication and the self, Elliot Aronson, Robin M. Akert, Samuel R. Sommers, Timothy D. Wilson. Professor's willingness to spend time helping student. the tendency for people to put less effort into a simple task when working with others on that task because the focus of the evaluation is not directly on a single individual. WebA) indicates that the important points should be made early. Witoad of helping other out of concern for their wel bene, sometimes we offer anakutance simply to avoid lookin bod When people are in a situation in which they feel that they have received more True False False Which of the following claims about self-disclosure is true? Harassment. Suppose you represent the entire history of Earth with a 100100100-meter-long timeline, with the birth of Earth on one end and today at the other end. Why would it be worthwhile demonstrating that the target-subjects (in addition to the judges) perceived the physically attractive (vs. unattractive) communicators as more attractive? She earned 3.47%3.47 \%3.47% annual interest for the second month. 1. division of labor a struggle over scarce resources that is not regulated by shared rules; it may include attempts to destroy or neutralize one's rivals. it can also the way they look at waiters performance more kindly. What are the 2 reasons that the TNA technique works? False However, the fact that she does not have good team management skills and does not cooperate with her teammates was ignored. P agreement with the message position. The target person does not turn down the 1st the influence of other people that results from taking their comments or actions as a source of information about what is correct, a norm dictating that people should provide benefits to those who benefit them, the many ways people affect one another, including changes in attitudes, beliefs, feelings and behavior resulting from the comments, actions or even the mere presence of others, changing one's behavior or beliefs in response to explicit or implicit pressure (real or imagined) from others, responding favorably to an explicit request by another person, in an unequal power relationship, submitting to the demands of the person in authority, the phenomenon whereby merely thinking about a behavior makes performing it more likely, is based on the fact that the brain regions responsible for perception overlap with those responsible for action, prejudice directed at the racial groups that exists alongside the rejection of explicitly racist beliefs, a technique for revealing non conscious attitudes toward different stimuli, particularly groups of people, a theory that group conflict, prejudice and discrimination are likely to arise over competition between groups for limited resources, an experimental paradigm in which researchers create groups based on arbitrary and seemingly meaningless criteria and then examine how the members of these "minimal groups" are inclined to behave toward one another. This example provides support for, Research by batson and colleagues (1981) indicates that people low in empathy will only help someone if they, pluralistic ignorance is an example of the power of ___ to inhibit helping. Using a requester who has low credibility groups characterized by intimate face to face interaction How did Burger demonstrate this technique in a study on selling cupcakes? Three components: affective (emotion), behavior (actions), and cognitive (thoughts and beliefs). the tendency for members involved in a group discussion to take somewhat more extreme positions and suggest riskier actions when compared to individuals who have not participated in a group discussion. Expert power Referent power Correct! degree of liking/disliking 110 france predictability According to modern science, Earth is about 4.54.54.5 billion years old, and written human history extends back about 10,00010,00010,000 years. - minority opinion can have impactful informational social influence on the majority the last effort (going around the table to give candy). This kind of contact is effective in lessening prejudice and discrimination. ). a small,exclusive group that restricts who can join. norm of equity b. norm of reciprocity c. normative influence model d. normal distribution model e. emotional equity model b. norm of reciprocity In Solomon Asch's classic study, exists when we compare ourselves to others who are better off than we are. Did Target pay any cash dividends during the year ending January 30, 2016? (f) the lowest gross profit? Liking: People who give something to others are Why? a process of creating meaning in the minds of receivers whether intentionally or unintentionally, by use of actions other than, or in combination with, words or language. 4. conflict, ____________ differ from crowds and categories in that __________ members take one another into account, and their interactions are shaped by shared expectations and interdependency, groups that individuals compare themselves to regularly. Remland, jones, brinkman studied touch in in europe and found that southern europeans engage in _____ touch than northern europeans Can include more than adding on items to make a deal look better; it can also involve lowering the price of an item. Social responsibility: We comply because of Can influence a person's behavior. person. bargaining dimensions to each DITF interaction. so levels of attractiveness wouldnt affect one participant more than the other. B) How do our distributive justice norms differ depending on the type of relationship involved? WebIn social psychology, reciprocity is a social norm of responding to a positive action with another positive action, rewarding kind actions. What is the "that's-not-all"(TNA) technique? P perceptions of communicator friendliness, Pick the correct answer and explanation. goal is to maximize efficiency. As a social construct, reciprocity means that in response to friendly actions, people are frequently much nicer and much more cooperative than predicted by the self-interest model; conversely, in response to hostile actions they WebThe physical, cognitive and social changes that occur between people How people understand each other How people use thoughts, emotions and behaviors to interact with each other (correct) Sometimes the rules of social psychology: Do not involve and learned behavior Run counter to other single-person phenomena in psychology According to the norm of reciprocity, people expect the level of disclosures in their personal relationships to be relatively equivalent. This can lead to conformity and consensus among group members, sometimes around obviously incorrect decisions, nonprofit groups that bring together people with shared interests. the scientific study of how a person's thoughts, feelings, and behavior are influenced by the real, imagined, or implied presence of others, the process through which the real or implied presence of others can directly or indirectly influence the thoughts, feelings, or behavior of an individual. WebQuestion: Question 16 1 pts Which of the following observations best illustrates the conclusion that the norm of reciprocity can influence helping behavior? Reciprocity. Beginning with an unreasonably large first request ex: bureucracies. people see more variability of habit and opinion among members of the ingroup than they do among members of the outgroup. No, because her behaviors did not cause the prediction to come true. when in the dominant position, hair stylist Thus, they comply with a 2nd request. descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the research. our approach involves some research methodology as a way of understanding what we see based on that classification WebThe Norm of Reciprocity the feeling of obligation to help someone who has helped you (associated with Legitimate Power). Scapegoats are often people in society with the least power, such as new immigrants. WebNorm of reciprocity: Because the seller has sweetened the deal by adding on items, the customer may feel obligated to buy the product, thereby reciprocating the seller's action. Guilt-based account: Refusing 1st request leads Left hemisphere of brain is responsible for most people's verbal communication, processes cognitive information you receive, and is specialized in: An abstract, logical, and analytical way that is best used for the analysis of language, a culture can use ____ or _____ _______ communication, most of the information is either in the physical context or internalized in the coded, explicit, transmitted part of the message we typically have much more contact with fellow members of an in-group than with outgroup members, so we have more opportunity to encounter evidence of divergent opinions and habits among ingroup members. Exception: when someone has low self-esteem, they may question the motives of the person who supposedly likes them and distrust may ensue. \end{aligned}\right. the greater number of ties, the greater an individuals centrality, relationships characterized by intimacy, emotional intensity, and sharing, relationships characterized by low intensity and lack of intimacy, are nonprofit organizations designed to allow individuals an opportunity to pursue their shared interests collectively, large, formal organizations with elaborate status networks Did Target have any preferred stock at January 30, 2016? Milgram experiment, T or F? 3 Advanced tips to instantly increase engagem, Strategies behind building 6-figure funnels, Physical Ergonomics and Human-Computer Intera, Consumer Behavior: Buying, Having, and Being, Global Edition. Social penetration theory uses the metaphor of an onion to illustrate how self-disclosure develops over time in a relationship. people who take particularly strong pride in their group affiliations are more prone to in-group favoritism when placed in minimal group situation. Including monetary incentives along with a mail, giving candy to customers with their bills increases tips, because it increases your perceived friendliness. A rookie quarterback is negotiating his first NFL contract. more likely to promote self-realization, and see each person as having a unique set of talents and potential. The delay between both requests must be brief. greater willingness to perform a favor for that Design: Name similar vs. control (dissimilar for (whether ppl liked the person hosted the party and product? A boutique offers shoppers a glass of wine or a cup of coffee when you enter the store. The foot in the door tactic is more effective when used for _____________ than when used for ______________. What are the 4 explanations for the effectiveness of the DITF technique? 60% to 70% which is about 2/3 of what we communicate to each other is nonverbal interaction. Often stems from frustration, or is a learned behavior (violent video games correlate with higher aggression). Give further examples of the DITF technique? groups that are formal, large, and impersonal. Tit-for-tat strategy; serve to balance inputs & outcomes _____ groups are large, formal, and impersonal. petting an animal, The Language of Composition: Reading, Writing, Rhetoric, Lawrence Scanlon, Renee H. Shea, Robin Dissin Aufses, Edge Reading, Writing and Language: Level C, David W. Moore, Deborah Short, Michael W. Smith. Be sure to include descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the study. Clique. the difference between tna and ditf, is that the deal is sweetened the before the target can respond. theoretical approach Identify What are six types of retail sales transactions? This strategy is known as. Webgroups characterized by intimate, face-to-face interactions. ). WebStudy with Quizlet and memorize flashcards containing terms like Norm of reciprocity, Free gift technique, Liking explanation and more. You should also be able to answer the following questions about the research: (2002) investigate the friendliness, mood, and reciprocity explanations for the effects of giving candy on tips? a special type of complex organization characterized by explicit rules and hierarchical authority structure, all designed to maximize efficiency. How does it differ from the DITF technique? Culture After making the 1st offer but before the target can respond, the requester betters the deal with an additional item or a price reduction. Benefits both parties and could achieve a common goal Shown by the remarkable success of the two or more people who interact on the basis of shared social structure and who acknowledge their mutual dependency. This type of disclosure is based theoretically on which of the following principles? What is the liking principle, and how does it relate to compliance? Individuals will conform to group pressure even when other group members are strangers Describe how river valleys were ideal locations for the development of civilization. the process of explaining one's own behavior and the behavior of others, the theory of how people make attributions: there are two explanations-situational or dispositional, cause of behavior attributed to external factors, such as delays, the action of others, or some other aspect of the situation, cause of behavior attributed to internal factors such as personality or character, the tendency to overestimate the influence of internal factors in determining behavior while underestimating situational factors, negative attitude held by a person about the members of a particular social group. nonprofit organizations designed to allow individuals an opportunity to pursue their shared interests collectively. a person or group, typically a member or members of an out-group, who serves as the target for the frustrations and negative emotions of members of the in-group. Age offer before a better 2nd offer is provided. A groups -- collective leadership (more self-managing) Formal leadership structured inequality, rule becomes and end itself, rather than a means to an end, the emphasis on impersonal rules and hierarchies reduces cohesion, concentration of power in the hands of a few people, efficiency How does reciprocity seem to apply to all behaviors? Hypothesis: Ps who read a scenario containing groups that individuals compare themselves to regularly. Organization 2. x+5 y+2 z &=3 \\ make policy making possible especially in less ideological calculability (ditf was not effective for selfish reasons, but worked better for altruistic reasons). {xy+3z=4x+5y+2z=32x+4y+5z=8\left\{\begin{aligned} The study concluded for charity card sales, the cards are 300 pennies, that's $3! when someone is good looking we rate them more as talented and kind and smart, etc. one's methodology for undertaking research, nurture approach The _____predicts that, when people are kind to us, we will return their kindness. Blood donations Psychology. For the first month, Marcella earned 3.87%3.87 \%3.87% annual interest. are bargaining concepts. 5. careers, tenure, and technical qualifications Intimate/long-term partners: Communal -Information is a resource, so those who need it are dependent on the gatekeeper to provide it. The obligation to make a concession to someone treating people differently because of prejudice toward the social group to which they belong. Race Memory In order words, people are obligated to repay people who have done something for us or given something to us. What is accurate about sequential strategies? Example: Bush administration's decision to invade Iraq was controversial, but advisers would not step up and speak out against it because they wanted to the government to look and act like a cohesive unit. Webnorm of reciprocity a felt obligation and social expectation of helping or otherwise giving something of value to someone who has already helped or given something value to you Referent power The capacity to influence others on the basis of an identification with and respect for the power holder charisma No obligation to meet other's needs an increase in conformity as the size of the group increases, but only to a group size of three or four; after that, the amount of conformity levels off. What is meant by "reciprocal concessions"? Asking for a smaller request first, then after they agree you ask for a larger request. From the example above, The wife did the husband a favor by taking two jobs and provide a Similarity in dress. His opportunity cost is 7 percent. The norm of reciprocity suggests that we should, repay, in kind, what another person has provided us. relationships characterized by low intensity and lack of intimacy. determine possible individual differences in WebThe reciprocity norm forms the basis of human cooperation and is found in every culture. It is 183618361836, and the Mexicans had control of the land now called Texas. refers to the pattern of norms and values that structures how business is actually carried out in an organization, is the process by which the principles of the fast food restaurant - efficiency, calculability, predictability and control - are coming to dominate more sectors of American society, _____________ are characterized by four basic social processes a group is characterized by high levels of interaction and by strong The source and target audience are important in determining the effectiveness of the message, as well as how the message itself is delivered. Contrast effects: In contrast to the original deal, the revised deal may seem much better than it would have without the comparison. sets of assumptions about how different types of people, personality traits and actions are related to each other. Attitudes can form through direct contact, direct instruction, interaction with others, or vicarious conditioning (observational learning). Both chambers. All of these are true. Works to eliminate prejudice and discrimination by forcing people of different backgrounds to cooperate to achieve a common goal. Phenomenon increases in collectivist cultures. the forms of interaction through which people relate to one another, the voluntary trade of tangible or intangible benefits, the expectation that people will return favors and strive to maintain a balance of obligation in social relationships, interaction that occurs when people work together to achieve shared goals, struggle over scarce resources that is regulated by shared rules, a struggle over scarce resources that is not regulated by shared rules; it may include attempts to destroy, injure or neutralize ones rivals, two or more people who interact on the basis of shared social structure and who acknowledge their mutual dependency, groups that individuals compare themselves to regularly, exists when we compare ourselves to others who are better off than we are (reference groups). Predicted that attractive communicators would trying to get someone to comply by acting nice or doing favors for him or her in advance. Marcella Burgess deposited S15.000S 15.000S15.000 for two months in a money-market account that pays simple interest. # Ps signing the petition compliments: In more collectivist cultures such as China, people are less likely to loaf. Relationships are characterized by four basic social processes: interaction that occurs when people work together to achieve shared goals. 4. How far from the end of the timeline does writing human history begin? Webnorm of reciprocity a norm dictating that people should provide benefits to those who benefit them social influence the many ways people affect one another, including changes cooperation: high context comm is more indirect, ambiguous, and far more dependent on the nonverbal code, seen when the mass of the information is vested in the explicit code they aim at the heart, and they are powerful tool for eliciting compliance READ PG 325-328, a negative attitude or affective response toward a group and its individual members, unfair treatment of individuals based on their membership in a particular group, the belief that certain attributes are characteristic of members of a particular group.

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