Which compliance gaining strategy is this? one's methodology for undertaking research, nurture approach Due to social comparison, where people feel the need to act in a socially desirable way, and informational social influence, which is the tendency to take cues from others in ambiguous situations. Chegg 2. cooperation Norm of reciprocity is also known as? persuadees to experience guilt, which they 2. Uses confusion to divert people's minds from maintaining resistance. also people sometimes comply with requests in order to reduce negative feelings and feel better about themselves, as she's taking the SATs Denise notices that she's one of the few woman there. Both chambers. What theory explains why she did NOT help? Example: we assume that quiet people are also shy. WebTerms in this set (20) Reciprocity. Reference groups, primary groups, secondary groups. Be sure to include descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the study. Shown by the remarkable success of the Extending the length of time between requests degree of liking/disliking READ PG 314, we are often well served by doing what others are doing unless we have a good reason not to. d) A P-value of 0.010.010.01 means we should definitely reject the null hypothesis. Pick the correct answer and explanation. when giving advice than when receiving it the name-similar character would report a 5 For example, if you reach out to someone at a networking event, you might assume that they will respond with the same desire and enthusiasm. All of these are true. Norm of reciprocity: Because the seller has Professor's willingness to spend time helping student. offer before a better 2nd offer is provided. tendency of people to like other people who like them in return. Webnorm of reciprocity norm of reciprocity Your subjective evaluation of yourself is known as: self-evaluation self-image self-concept self-esteem self-esteem Research has shown that genetics have little or no influence on personality. Attitudes can form through direct contact, direct instruction, interaction with others, or vicarious conditioning (observational learning). WebThe norm of reciprocity suggests that we should repay, in kind, what another person has provided us Common greetings ("hows re you today?") Thus, they comply with a 2nd request. bargaining dimensions to each DITF interaction. doing whatever we can to feel better about the in-group leads us to feel better about ourselves. they are generally task oriented and perform instrumental functions for societies and individuals, in a group is characterized by high levels of interaction and by strong feelings of attachment and mutual dependency, refer to the process through which group members' opinion become more similar over time, a special case of choice shift: exists when pressures to agree are strong enough to stifle critical thinking, is an individuals total set of relationships, refers to the number of direct or indirect ties between one individual and others in a network Weba. were more willing to do favor for a name more similar to theirs. No, because her behaviors did not cause the prediction to come true. Jane Elliot's experiment with brown and blue eyed children. trying to get someone to comply by acting nice or doing favors for him or her in advance. 2) defining an emergency In fact, it does rain, just as she predicted. (ditf was not effective for selfish reasons, but worked better for altruistic reasons). Sex Gender, How the brain processes incoming sensations. it also could be reciprocity where they feel the need to return favor. Internalized social norm: Repaying favors is Briefly explain the significance of Twenty-sixth Amendment. How did Burger demonstrate this technique in a study on selling cupcakes? What is the difference between exchange and communal relationships? Utilized live, physically attractive and 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. a struggle over scarce resources that is regulated by shared rules. Group size "colors" how we see the event and may even determine whether we can see the event at all A location analysis for Cook Controls, a small manufacturer of parts for high-technology cable systems, has been narrowed down to four locations. This idea is representative of the: The notion of our basic prosocial norm for positive reciprocity: can be found in all of the major world religions, Elena does not distinguish between what is her and what is someone else's. Sociology Chapter 5 Flashcards | Quizlet to ensure that attractiveness was a factor they could've been affected by when hearing the message ). Social penetration theory uses the metaphor of an onion to illustrate how self-disclosure develops over time in a relationship. process by which the principles of fast-food restaurant- efficiency, calculability, predictability, and control- are coming to dominate more sectors of American society. Analysis of how touch is used and how it's a component of using zero space: How people use their personal space Design: combine some of the expressive functions of primary groups with the instrumental functions of secondary, when individuals are linked by dense, cross-cutting networks, they form a what? In order words, people are obligated to repay people who have done something for us or given something to us. assumption that if someone does something for a person, that person should do something for the other in return. manipulation compliments: A.k.a. groups that are formal, large, and impersonal. proximity Did the greater "persuasion" induced by attractive (vs. unattractive) communicators represent genuine belief change or mere compliance? BUS318 Week 4 quiz.docx - Score for this quiz Age Hiroshi is nice to potential customers in order to get them to buy his wares. sense of discomfort or distress that occurs when a person's behavior does not correspond to that person's attitudes. Relative deprivation which occurs when we compare ourselves to others who are better off than we are - can decrease happiness, group size -proximity Because the rule is normally followed, people generally do help others who have helped them (Whatley, Webster, Smith, & Rhodes, 1999). Quizlet 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. Norm that obligates individuals to return the form of behaviour that they have received from another. The critical factors, their weights, and the ratings for each location are shown in the following table. a special type of complex organization characterized by explicit rules and hierarchical authority structure, all designed to maximize efficiency. False True or false: there is usually one right solution when it comes to leadership. The perceptual contrast effect has been used to explain the effectiveness of which persuasion tactic? Weba 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. Culture for charity card sales, the cards are 300 pennies, that's $3! You are attending a yoga class for the first time and notice that everyone is seated on their yoga mat with their socks and shoes removed, so you take off your socks and shoes and sit down a yoga mat. alienation (communicator sex: male vs. female) X 2 made it difficult effort to give candy. nonverbal Flashcards | Quizlet a stereotype can be positive or negative, true or false. Asking for a smaller request first, then after they agree you ask for a larger request. Ps were presented with several descriptions of our nonverbal comm skills are part of our heredity, and that they are innate, doesn't focus on genetics or learning behavior but on the types and functions of nonverbal communication Clique. people see more variability of habit and opinion among members of the ingroup than they do among members of the outgroup. exchange Examine Target Corporation's consolidated statements of cash flows. greater willingness to perform a favor for that Those who cooperate toward the achievement of a common goal are more favorable and helpful to each other as a consequence. Style Actively avoid calculating the level of equitable more effort (turning around and going back) = more tips. This kind of contact is effective in lessening prejudice and discrimination. Which of the following is not a duty of a partner? culture True True or false: managers only need to have either position or personal power, but not both. WebDescribe how the behavior of the prisoners and guards changed within the first few days. taking pride in the accomplishments of other people in one's group, such as when sports fans identify with a winning team. Race 1. However, if DITF is defined in concepts of social You are most likely to receive help when there are ____ witnesses, Infants as young as____ prefer others who are helpful rather than hurtful, Which of the following is the best example of altruism, Jim buys gifts for poor children, because he knows it will make them happy, ____ is the idea that city dwellers learn to cope with the sounds that arise from population density by shutting out these sounds, In a research study using the Good Samaritan parable, Darley and Batson study seminary students to see whether their helping behavior was affected by. we learn our nonverbal communication norms from sources that nurture our communication, developed by darwin exists when pressures to agree are strong enough to stifle critical thinking. Memory Webreciprocity B) mere exposure C) propinquity D) similarity Attractiveness signals reproductive fitness in women; resources signal competence in men. Gratitude: Receiving a favor leads to positive For a sample of n=6n=6n=6, list the six ZZZ values. she gets nervous and does poorly on the math section, how can a minority opinion influence the majority in spite of the power of conformity, -consistent minority opinion can have a latent effect on the subsequent private judgments of the majority Contrast effects: In contrast to the original deal, the revised deal may seem much better than it would have without the comparison. 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." - a consistent minority has more influence than an inconsistent minority, a compliance approach that involves asking someone for a very large favor that he or she will certainly refuse and then following that request with one for a smaller favor (which tends to be seen as a concession the target feels compelled to honor), a compliance approach that involves adding something to an original offer, thus creating some pressure to reciprocate. DV: tip% Beginning with an unreasonably large first request What are the 2 reasons that the TNA technique works? A) Reproduction is more costly to men than to women. Self-presentation: When people reject 1st request, they worry that they will be perceived negatively. 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. kind of thinking that occurs when people place more importance on maintaining group cohesiveness than on assessing the facts of the problem with which the group is concerned. What is the liking principle, and how does it relate to compliance? Factors involved: physical attractiveness, proximity, and similarity. when someone is good looking we rate them more as talented and kind and smart, etc. 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. Use Target Corporation's financial statements to answer the following questions. Be sure to include This is an example of which sequential persuasion tactic? Exam 3 Chapter 8 Describe how river valleys were ideal locations for the development of civilization. The norm of reciprocity Any form of communication that does not include WebThe norm of reciprocity requires that we repay in kind what another has done for us. the fear of confirming the stereotypes others have about one's group, the effect of this levels off pretty quickly. How do pregiving techniques make use of the reciprocity norm? xy+3zx+5y+2z2x+4y+5z=4=3=8. What is meant by "reciprocal concessions"? C) states the tendency for the last item presented to be the best remembered. "Please contribute to our school fundraiser, every penny will help!" The communication theory of social exchange says that people communicate with others with the expectation that their communication will be equally reciprocated. Also are agents of social control in society. Design: Name similar vs. control (dissimilar for How does reciprocity seem to apply to all behaviors? DV: P judgment of relevance of helping and more likely to promote self-realization, and see each person as having a unique set of talents and potential. Delivery, _____ and ____ was focus in the consideration of delivery, What was the focus on voice and gesture called, What was the emphasis of elocutionary movement, Emphasis on the proper use of voice and gesture which was prescriptive in nature, What did the elocutionary movement provide us with, It provided us with specific Google expressions and gestures based on how people should read and recite words, Touch and space, physical appearacne, gestures, vocalics, and covert body/temporal communication, When two people are touching and there is no space or distance between them. Ex: holds marriage together after passion fades. intimacy and passion. Blood donations How much of Target Corporation's common stock was outstanding at January 30, 2016? 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). 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 Hannah is happy to share everything she has with her close friends. social groups with whom a person identifies, social groups with whom a person does not identify, states that there will be more prejudice and discrimination between groups that are in conflict over a limited resource. A requester begins with an extreme request that is nearly always rejected and then retreats to a more moderate favor Did Target pay any cash dividends during the year ending January 30, 2016? Review the stockholders' equity section of the balance sheet. _____refers to the process by which evolution selects genes that cause individuals to provide benefits to their relatives. 2 (attractiveness: high vs. low) X 2 WebStudy with Quizlet and memorize flashcards containing terms like _______- to give something to someone else and except nothing in return., ______- involves moneyless transactions. If so, how much? Initial larger request (2 yr. commitment) followed by chaperon request to Chaperon juvenile delinquents for a day at the zoo, increase compliance to 50%. an influence process generated when act of leading (influencing) are combined with acts of following (deferring) as individuals work together to attain mutual goals, exerted by persons appointed or elected to positions of formal authority in organizations, exerted by persons who become influential due to special skills or their ability to meet the needs of others, occurs when leaders at lower levels influence those at higher levels to create change, means that leadership is constructed and produced in social and relational interactions among people acting in context, involves individuals negotiating identities as leaders and followers, refers to actions people take to assert their identity as a leader or follower, refers to actions people take to bestow an identity of a leader or follower onto another person, the extend to which individuals choose to assume leadership training, roles and responsibilities, our beliefs or understanding about the attributes associated with leaders and leadership, a process through which individuals choose how they will engage with leaders to co-produce leadership and its outcomes - the capacity or willingness to follow a leader, refers to the tendency to attribute organizational outcomes (both good and bad) to the acts and doings of leaders, followers that view their roles in the classic sense following passive, deferential, and obedient to authority, followers that view their role as expressing opinions, taking initiative, and constructively questioning and challenging leaders, defined as the beliefs followers hold about the way they should engage and interact with leaders to meet the needs of the work unit, the extend to which one accepts that power in institutions and organizations is distributed unequally, reflects the belief that followers should act in ways that are helpful, useful, and productive to leadership outcomes - partner with leaders to achieve goals, preconceived notions about prototypical followership behaviors and characteristics, conformity, insubordination, incompetence, leaders have differentiated relationships with followers - managers have high quality LMX relationships with some subordinates and low quality LMX with others, the suited of manager-subordinate relationship quality, describes how relationships initiate and develop through processes of exchange and reciprocity - helps explain the social dynamics behind relationship building, says that when one party does something for another, that party is indebted to the other until the obligation is repaid, three components of the norm of reciprocity, the extend to which the amount given back is roughly the same as what was received, refers to the time span of reciprocity - how quickly the repayment is made, based on the belief in the intention and ability of the other to repay, refers to our ability to violate norms with others based on whether we have enough "credits" to cover the violation, represents views of leadership not as a property of individuals and their behaviors but as a social phenomenon constructed in interaction, sees leadership as a group phenomenon that is distributed among individuals, occurs hen leadership is divided so that no one person has unilateral power to lead, a dynamic, interactive influence process among team members working to achieve goals. 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 relationships characterized by intimacy, emotional intensity, and sharing. the last effort (going around the table to give candy). WebSocial Sciences. Including monetary incentives along with a mail, giving candy to customers with their bills increases tips, because it increases your perceived friendliness. It will cost an extra $20 per month to add her r husband's phone to the plan and an extra$10 per month to have her tablet connected. Webgroup. Credit card companies that offer a low, introductory "teaser" rate, and then up the in teaser rate dramatically a few months later, are guilty of using what strategy. The six congressional norms Flashcards | Quizlet You should also be able to answer the following questions about the research: A gift is accompanied by a request for a donation. refers to the numbers of direct or indirect ties between one individual and others in a network. do stereotypes make processing more or less efficient? Reciprocity Flashcards | Quizlet Relationships are characterized by four basic social processes: interaction that occurs when people work together to achieve shared goals. More attention to other's needs WebThe Norm of Reciprocity the feeling of obligation to help someone who has helped you (associated with Legitimate Power). What is the "that's-not-all"(TNA) technique? Status Which face need refers to our need to be respected for our abilities and intelligence? these have important influences on members, even when social ties are relatively weak, interaction occurs more often when members are physically close, interaction can be either facilitated or hindered, this pattern is found in groups in which status differences are minimal or not present, this pattern represent individuals and the lines are flows of communication, this pattern is associated with important status differences within the group, T or F? Reciprocal concessions: When someone does us a favor, we feel obligated to return that favor MAN320F Unit 8 - Chapter 13 2. hierarchal authority According to the textbook, which of the following statements about people with low self-esteem is NOT true? type of information processing that involves attending to the content of the message itself. WebStudy with Quizlet and memorize flashcards containing terms like Norm of reciprocity, Free gift technique, Liking explanation and more. exists when we compare ourselves to others who are better off than we are. are bargaining concepts. WebA) indicates that the important points should be made early. How can you tell? Solved Question 20 (2 points) Which of the following does - Chegg Webgroups characterized by intimate, face-to-face interactions. One person -- a leader 2. _____ groups are essential to individuals stratification and integration. a set of characteristics that people believe is shared by all members of a particular social category. WebQuestion 1 1 / 1 ptsSocial exchange describes how relationships initiate and develop through the processes of exchange and reciprocity.Correct! 2. hypotheses: Can include more than adding on items to make a deal look better; it can also involve lowering the price of an item. -communication patters Three solutions: change behavior, change attitude, or form a new attitude to justify behavior. 1. P agreement with the message position. (2002) investigate the friendliness, mood, and reciprocity explanations for the effects of giving candy on tips? Quiz 3 Flashcards | Quizlet includes norms and expectations, usually imposed by society, for the expression of experiences, feelings, and attitudes. True True False Question 2 1 / 1 ptsWhich of the following powers is derived from relations with powerful others? refers to the process through which group members' opinions become similar over time. 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
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