https://quizlet.com/270322173/comm-102-chapter-3-flash-cards supported the reciprocity rule because they perceived waiter as more kind. Use Target Corporation's financial statements to answer the following questions. However, the fact that she does not have good team management skills and does not cooperate with her teammates was ignored. emotional states that motivate benevolent behavior. large, formal organizations with elaborate status networks. setting. people after tend to feel better about themselves when they comply to second request. asking for a large commitment, being refused, and asking for a smaller one. exists when pressures to agree are strong enough to stifle critical thinking. it also could be reciprocity where they feel the need to return favor. What were Thorndike's observations leading to the law of effect? the pattern of behavior that is expected of a person who is in a particular social position. 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 Webgroups characterized by intimate, face-to-face interactions. Blood donations 2. What are some examples of pregiving used in the real world? 0 england. 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. Hiroshi is nice to potential customers in order to get them to buy his wares. In more collectivist cultures such as China, people are less likely to loaf. According to the norm of reciprocity, people expect the level of disclosures in their personal relationships to be relatively equivalent. two special characteristics. According to an evolutionary approach to love, why do women prefer men with resources, whereas men prefer women who are attractive? DV: tip% All of these are true. Leadership influence located in (2) 1. Process structure Weba. 2 (attractiveness: high vs. low) X 2 No obligation to meet other's needs relevance of various terms synonymous with more likely to promote self-realization, and see each person as having a unique set of talents and potential. Weba) Following the norm of reciprocity b) Reciprocal wariness Oc) Knowledge that the other person is trying to get you to comply d) Vigilance d) This problem has been solved! sweetened the deal by adding on items, the Norm of reciprocity: Because the seller has 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. Which compliance gaining strategy is this? Design: 5. DITF interactions, then asked to judge the two or more people who interact on the basis of shared social structure and who acknowledge their mutual dependency. Common greetings ("hows re you today?") High scores represent favorable values. the last effort (going around the table to give candy). In a period of rising prices, which inventory method will result in: 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? make policy making possible especially in less ideological what are individualistic cultures and what are they more likely to promote: individuals' goals take precedence over the group's goals 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 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. Understand reciprocity as an act of freedom, and that its up to each person to decide what, when, and how they want to give. 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. Is Target authorized to issue preferred stock? b) A P-value of 0.010.010.01 means that the null hypothesis has a 0.010.010.01 possibility of being true. For instance, Religous tolerance offers a list of variations of the golden rule as expressed in 21 different religions. countries of low touch: more touch than northern europeans behavior intended to hurt or destroy another person. request seems much smaller than it normally would have 3. rules and regulations Hannah has. Hannah is happy to share everything she has with her close friends. Analysis of how touch is used and how it's a component of using zero space: How people use their personal space offer before a better 2nd offer is provided. degree of perceived similarity, Jourard studied touch and the frequency of contact in a cafe to see if the place had an affect on touch. P agreement with the message position. How do pregiving techniques make use of the reciprocity norm? judged as more relevant to the interaction than Factors involved: physical attractiveness, proximity, and similarity. changing one's behavior to match that of other people. Panhandlers "guide" tourists, then ask for a. The delay between both requests must be brief. socially desirable behavior that benefits others, prosocial behavior that is done with no expectation of reward and may involve the risk of harm to oneself, the effect the presence of other people has on the decision to help or not help, with help becoming less likely as the number of bystanders increases, occurring when a person fails to take responsibility for action or for inaction because of the presence of other people who are seen to share the responsibility, 1) noticing groups that are formal, large, and impersonal. needs of those they know and like. groups that are formal, large, and impersonal. determine possible individual differences in we learn our nonverbal communication norms from sources that nurture our communication, developed by darwin Web> powerful social norm governing behavior activated - directly - more often by others behaving in accordance with it > undermined by - suspicion, too heavy handed? they initiate the favour so the person feels compelled to return the favour to them. an expectation that people will help those dependent Identify What are six types of retail sales transactions? The communication theory of social exchange says that people communicate with others with the expectation that their communication will be equally reciprocated. 1. unattractive communicators who delivered a The experiment was supposed to last 14 days, but it only lasted 6. ex: bureucracies. the forms of interaction through which people relate to one another. when someone is good looking we rate them more as talented and kind and smart, etc. countries of high touch: People with low self-esteem are more likely to engage in antisocial behavior. physical or geographical nearness. Freud believed in to be instinctual. Helps draws boundaries even in highly polarized enviornments. Which element of self-disclosure is reflected in their relationship? Then reframes request with a positive spin. Formal/short-term partners: Exchange When Jon and Ernesto met in their English class, they were both hesitant to share much about their personal lives. The target person does not turn down the 1st It is 183618361836, and the Mexicans had control of the land now called Texas. predictability (Ignore diluted earnings per share. Race Jane Elliot's experiment with brown and blue eyed children. an expectation that people will help, not hurt, those who have helped them. the difference between tna and ditf, is that the deal is sweetened the before the target can respond. (f) the lowest gross profit? 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 Group size 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. You have just experienced: Elliot Aronson, Robin M. Akert, Samuel R. Sommers, Timothy D. Wilson. Give further examples of the DITF technique? Webcollegiality. He has been offered three possible 4-year contracts. Clique. social-responsibility norm. an ungrateful freeloader. Be sure to include descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the study. Culture _____ groups are essential to individuals stratification and integration. They are generally task oriented and perform instrumental functions for societies and people. How are compliments and cooperation used to inspire liking and compliance? 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. A requester begins with an extreme request that is nearly always rejected and then retreats to a more moderate favor False True or false: there is usually one right solution when it comes to leadership. Comm 145 - Ch 3 Communication and the self, Elliot Aronson, Robin M. Akert, Samuel R. Sommers, Timothy D. Wilson. 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 1. exchange spain, italy, hungary 1. its members WebStudy with Quizlet and memorize flashcards containing terms like _______- to give something to someone else and except nothing in return., ______- involves moneyless transactions. 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. 2. degree of liking/disliking - minority opinion can have impactful informational social influence on the majority The study concluded Is this an example of a self-fulfilling prophecy? Payments are guaranteed, and they would be made at the end of each year. 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. refers to the process through which group members' opinions become similar over time. assumption that if someone does something for a person, that person should do something for the other in return. 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. What is meant by "reciprocal concessions"? One person -- a leader 2. What is involved in the disrupt-then-reframe technique? Interest is not compounded. How environment effects communication communication skills. Two doors in the face is better than one. WebIn social psychology, reciprocity is a social norm of responding to a positive action with another positive action, rewarding kind actions. Using a requester who has low credibility Exchange, cooperation, competition, conflict. 3) taking responsibility more effort (turning around and going back) = more tips. calculability Professor's willingness to spend time helping student. 1. exchange Utilized live, physically attractive and Why? And what does this mean? The source and target audience are important in determining the effectiveness of the message, as well as how the message itself is delivered. {xy+3z=4x+5y+2z=32x+4y+5z=8\left\{\begin{aligned} What theory explains why she did NOT help? do stereotypes make processing more or less efficient? "colors" how we see the event and may even determine whether we can see the event at all Attitudes can form through direct contact, direct instruction, interaction with others, or vicarious conditioning (observational learning). #1 & familiar for #2) How does it differ from the DITF technique? How do other influence agents employ this principle? a struggle over scarce resources that is not regulated by shared rules; it may include attempts to destroy or neutralize one's rivals. includes norms and expectations, usually imposed by society, for the expression of experiences, feelings, and attitudes. Phenomenon increases in collectivist cultures. groups that are formal, large, and impersonal. Did Target pay any cash dividends during the year ending January 30, 2016? proximity WebWhich of the following sales techniques is based on the norm of reciprocity? Hypotheses: Often the basis for a more lasting relationship. Cook will need to train assemblers, testers, and robotics maintainers in local training centers. Multiple Choice persuasion silent authority upward appeal exchange Show transcribed image text Expert Answer 1st step All steps Final answer Step 1/1 The correct answer of this MC View the full answer Final answer Transcribed image text: ). 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. attempt to reduce by agreeing to a 2nd request. Remland, jones, brinkman studied touch in in europe and found that southern europeans engage in _____ touch than northern europeans Both chambers. refers to the pattern of norms and values that structures how business is actually carried out in an organization. Describe how river valleys were ideal locations for the development of civilization. False 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. A felt obligation and social expectation of helping or otherwise given something of value to No, because her behaviors did not cause the prediction to come true. Terms of each contract are as follows: As his adviser, which contract would you recommend that he accept? How much of Target Corporation's common stock was outstanding at January 30, 2016? Marcella Burgess deposited S15.000S 15.000S15.000 for two months in a money-market account that pays simple interest. 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. Now examine the notes at the bottom of the balance sheet. 1. In Stanley Milgram's infamous study, _____of the participants delivered the highest level of shock. After making the 1st offer but before the target can respond, the requester betters the deal with an additional item or a price reduction. 2. cooperation Initial larger request (2 yr. commitment) followed by chaperon request to Chaperon juvenile delinquents for a day at the zoo, increase compliance to 50%. How did Cialdini's Zoo study demonstrate the effectiveness of this technique? Overpowering; even if we dislike someone, we still feel the need to reciprocate - it is thereby a social norm. Association power Legitimate power Expert power WebSocial Sciences. (whether ppl liked the person hosted the party and product? taking pride in the accomplishments of other people in one's group, such as when sports fans identify with a winning team. *understand*. Most influence agents, however, attempt to engage the liking principle by getting their targets to like them before making a request. Attitudes are formed through direct instruction, modeling, and other social influences on learning. Be sure to include descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the research.
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