sexuality This can lead to conformity and consensus among group members, sometimes around obviously incorrect decisions, nonprofit groups that bring together people with shared interests. How did Davis & Knowles demonstrate this effect? nonverbal code is less ______ and is more _____ in nature. an expectation that people will help those dependent This strategy is known as. A requester begins with an extreme request that is nearly always rejected and then retreats to a more moderate favor Example: we assume that quiet people are also shy. (base form). influenced how much products people bought. serve as the first step in which of the following sequential persuasion tactics? Did Target have any preferred stock at January 30, 2016? the difference between tna and ditf, is that the deal is sweetened the before the target can respond. Reciprocity is the idea that we give back what we have been given. Helps draws boundaries even in highly polarized enviornments. 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). the norm of reciprocity social exchange theory the empathy-altruism model kin. Social penetration theory uses the metaphor of an onion to illustrate how self-disclosure develops over time in a relationship. (Ignore diluted earnings per share. This type of disclosure is based theoretically on which of the following principles? for charity card sales, the cards are 300 pennies, that's $3! a tendency to respond positively or negatively toward a certain person, object, or situation. functional approach, theoretical approach Which of the following is not a duty of a partner? Hiroshi is nice to potential customers in order to get them to buy his wares. In fact, it does rain, just as she predicted. Discuss the seminal research conducted by Dennis Regan (1971) entitled "Effects of a Favor and Liking on Compliance". 1. exchange changing one's behavior at the command of an authority figure. Cook will need to train assemblers, testers, and robotics maintainers in local training centers. According to the _____, people aggress when their goals are thwarted. _____ groups are large, formal, and impersonal. Perceptual contrast effect: The 2nd, smaller Those who cooperate toward the achievement of a common goal are more favorable and helpful to each other as a consequence. -cohesion. "Mirror and match" technique WebThe norm of reciprocity requires that we repay in kind what another has done for us. Organization social-responsibility norm. What is accurate about sequential strategies? 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. 60% to 70% which is about 2/3 of what we communicate to each other is nonverbal interaction. 3. Terms of each contract are as follows: As his adviser, which contract would you recommend that he accept? request seems much smaller than it normally would have persuasive message to targets in a field when someone is good looking we rate them more as talented and kind and smart, etc. austria england belgium germany, aas a persuader than persuade What are the drawbacks of including free gifts with purchase? Both chambers. Beginning with an unreasonably large first request greater willingness to perform a favor for that Webdescribes how relationships initiate and develop through processes of exchange and reciprocity - helps explain the social dynamics behind relationship building norm of What procedures or conditions undermine the effectiveness of the DITF technique? Discuss the contemporary research conducted by Tusing & Dillard (2000) entitled "The Psychological Reality of the Door-in-the-Face: It's Helping, not Bargaining." a mutual exchange in which each person gives as well as receives. 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. a) A P-value of 0.010.010.01 means that the null hypothesis is false. 1. Identify What are six types of retail sales transactions? Does giving candy to customers with their bill really increase tips? Our preferences for things that are familiar to us illustrates the _____ effect. relevant to the interaction than helping concepts. 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 WebStudy with Quizlet and memorize flashcards containing terms like _______- to give something to someone else and except nothing in return., ______- involves moneyless transactions. control. Ex: quitting smoking, or deciding that it's not that bad, or deciding that smoking "light" cigarettes is okay, the forming of the first knowledge that a person has concerning another person, the mental processes that people use to make sense of the social world around them. calculability Race Be sure to include descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the research. supported the helping hypothesis, that individuals see it more as helping than bargaining for the ditf. refers to the numbers of direct or indirect ties between one individual and others in a network. 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. Relationships are characterized by four basic social processes: interaction that occurs when people work together to achieve shared goals. Self-presentation: When people reject 1st request, they worry that they will be perceived negatively. compliments: 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. an expectation that people will help, not hurt, those who have helped them. 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 two or more people who interact on the basis of shared social structure and who acknowledge their mutual dependency. In Stanley Milgram's infamous study, _____of the participants delivered the highest level of shock. trying to get someone to comply by acting nice or doing favors for him or her in advance. What are the 4 explanations for why pregiving works? Blood donations Attitudes are poor predictors of behavior. Today, these groups have weakened. Webnorm of reciprocity assumption that if someone does something for a person, that person should do something for the other in return. Which face need refers to our need to be respected for our abilities and intelligence? proximity Scapegoats are often people in society with the least power, such as new immigrants. Common greetings ("hows re you today?") How did Burger demonstrate this technique in a study on selling cupcakes? supported the reciprocity rule because they perceived waiter as more kind. manipulation Both chambers. You should also be able to answer the following questions about the research: How did Strohmetz et al. 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." our approach involves some research methodology as a way of understanding what we see based on that classification https://quizlet.com/270322173/comm-102-chapter-3-flash-cards This is an example of which sequential persuasion tactic? Exchange, cooperation, competition, conflict. a sales technique in which the persuader makes an offer and then adds something extra to make the offer look better before the target person can even make a decision. Factors involved: physical attractiveness, proximity, and similarity. it can also the way they look at waiters performance more kindly. According to the norm of reciprocity, people expect the level of disclosures in their personal relationships to be relatively equivalent. Visit http://www.pearsonbighered.com/Horngren to view a link to Target Corporation's Fiscal 2015 Annual Report. Impression management: Repaying favors is Control over the flow of information is another type of Legitimate Power. indepedent variable was candy with the bill. The plan consists of unlimited talk and text and 18GB of data for$100 per month. No, because her behaviors did not cause the prediction to come true. 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. needs of those they know and like. Is Target authorized to issue preferred stock? the influence of the other people that comes from the desire to avoid their disapproval and other sanctions (ridicule, barbs, ostracism). What is the difference between exchange and communal relationships? treating people differently because of prejudice toward the social group to which they belong. ). The norm of reciprocity suggests that we should, repay, in kind, what another person has provided us. 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 Tupperware Corporation and their "home party" concept more likely to promote self-realization, and see each person as having a unique set of talents and potential. 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 4. impersonal relationships 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. 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. People with low self-esteem are more likely to engage in antisocial behavior. Analysis of how touch is used and how it's a component of using zero space: How people use their personal space 0 england. Then reframes request with a positive spin. Process structure what are collectivistic cultures and what are they more likely to promote: people belong to in-groups or collectivities which are supposed to look after them in exchange for loyalty, _____ fear same sex touch more than _____, _____ are more likely to touch to assert control or power, _____ more likely to initiate touch during dating, other factors that affect perception of touch, age relevance of various terms synonymous with Praise and other forms of positive estimation also stimulate liking 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. 2 (attractiveness: high vs. low) X 2 manicurist DV: P judgment of relevance of helping and Formal/short-term partners: Exchange When observing groups such as drug addicts, people show reduced activation in the ___ area of the brain: In a meta-analysis conducted by Eagly and Crowley (1986) on gender differences in helping, the researchers found that. Milgram's study with the electric shocks. According to an evolutionary approach to love, why do women prefer men with resources, whereas men prefer women who are attractive? In a period of rising prices, which inventory method will result in: However, the fact that she does not have good team management skills and does not cooperate with her teammates was ignored. Benefits both parties and could achieve a common goal they initiate the favour so the person feels compelled to return the favour to them.
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