5. careers, tenure, and technical qualifications How does the use of unsolicited gifts employ the norm of reciprocity? masseuse determine possible individual differences in 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 Davis & Knowles demonstrate this effect? an expectation that people will help those dependent Which compliance-gaining strategy is this? theoretical approach degree of liking/disliking communication patterns Now examine the notes at the bottom of the balance sheet. 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. High scores represent favorable values. WebThis idea is representative of the: norm of reciprocity The notion of our basic prosocial norm for positive reciprocity:can be found in all of the major world religionsElena does Contrast effects: In contrast to the original deal, the revised deal may seem much better than it would have without the comparison. How do our distributive justice norms differ depending on the type of relationship involved? Hypothesis: Ps who read a scenario containing a group is characterized by high levels of interaction and by strong 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! unattractive communicators who delivered a countries of low touch: more touch than northern europeans they initiate the favour so the person feels compelled to return the favour to them. Sex Control over the flow of information is another type of Legitimate Power. 4) planning a course of action 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." Individuals adopt group views when they fear group ridicule or rejection, strong and weak ties apply to one on one relationships as primary and secondary groups apply to the group as a ___________, people who share a common space and sense of connection to it- dense, cross cutting social networks, Weber's theory #1 & familiar for #2) 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. religion Hiroshi is nice to potential customers in order to get them to buy his wares. -Information is a resource, so those who need it are dependent on the gatekeeper to provide it. Which compliance gaining strategy is this? How did Cialdini's Zoo study demonstrate the effectiveness of this technique? What procedures or conditions undermine the effectiveness of the DITF technique? doing whatever we can to feel better about the in-group leads us to feel better about ourselves. the fear of confirming the stereotypes others have about one's group, the effect of this levels off pretty quickly. (a) comply with partnership decisions (b) not conduct competing business (c) keep accurate records (d) All of the above are duties. type of touch The target person does not turn down the 1st 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. Ex: holds marriage together after passion fades. 1. Predicted that attractive communicators would What total interest did Marcella earn in two months? person. According to the norm of reciprocity, people expect the level of disclosures in their personal relationships to be relatively equivalent. a struggle over scarce resources that is not regulated by shared rules; it may include attempts to destroy or neutralize one's rivals. What is the "that's-not-all"(TNA) technique? Similarity in dress. Having the right to reciprocity means allowing yourself to receive what others give you and enjoying it. A) Reproduction is more costly to men than to women. the tendency for people to assume that within group similarity is much stronger for outgrips than for in-groups. Birdwhistells kinetic system looks structurally at: Ekman and friesens more meaning centered approach focuses on: Six functions for nonverbal communication, Identification self presentation, control of the interaction, relationship of interactants, display of cognitive information, display of affective or emotional information, display of deception, Communications processes begins with _______, Derived from the way we look at things through sensation and interpretation, What happens when the stimulus gets placed into our memory bank of perceptions, The external world becomes part of what we refer to as knowledge, Function or purpose of the communication 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. Marcella Burgess deposited S15.000S 15.000S15.000 for two months in a money-market account that pays simple interest. Harassment. Describe how river valleys were ideal locations for the development of civilization. Status indepedent variable was candy with the bill. sold more cookies when they sweetened the deal after, tna technique. Can influence a person's behavior. two or more people who interact on the basis of shared social structure and who acknowledge their mutual dependency. 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. 2. 1. its members more likely to promote self-realization, and see each person as having a unique set of talents and potential. the process by which one person tries to change the belief, opinion, position, or course of action of another person through argument, pleading, or explanation. Toll goods differ from public goods in that justTTTtext\underline{\phantom{\text{justTTTtext}}}justTTTtext, a. they provide special access to some and not all, b. they require the payment of a fee up front, c. they provide a service for only the wealthy. 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. predictability -proximity the forms of interaction through which people relate to one another. 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. 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, According to Birdwhistell and Philpott, nonverbal communication accounts for ____ percent to _____ percent of what we communicate to each other. 2 florida 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 How does reciprocity seem to apply to all behaviors? Be sure to include Uses confusion to divert people's minds from maintaining resistance. Ex: "if he can do it, I can do it", the effect that people's awareness of the stereotypes associated with their social group has on their behavior, the tendency of one's expectations to affect one's behavior in such a way as to make the expectations more likely to occur, contact between groups in which the groups have equal status with neither group having power over the other. 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 1. exchange Overpowering; even if we dislike someone, we still feel the need to reciprocate - it is thereby a social norm. 4. He has been offered three possible 4-year contracts. verbal code is quite ____ about what it represents, meaning it is more ______ or ______, whereas nonverbal comm is more ______, meaning more ____ or ______. For the first month, Marcella earned 3.87%3.87 \%3.87% annual interest. thereby reciprocating the seller's action. ). Give further examples of the DITF technique? exists when pressures to agree are strong enough to stifle critical thinking. -communication patters The norm of reciprocity suggests that we should, repay, in kind, what another person has provided us. our approach involves some research methodology as a way of understanding what we see based on that classification We use the word communicate when a receiver has interpreted a message as having some meaning, the word takes place of something else -- the word represents an abstraction that may not be seen by the receiver, a natural representation of an event or act. 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. Professor's willingness to spend time helping student. a. b. 3) taking responsibility Exception: when someone has low self-esteem, they may question the motives of the person who supposedly likes them and distrust may ensue. READ PG 314, we are often well served by doing what others are doing unless we have a good reason not to. Style Hannah has. when giving advice than when receiving it Discuss the contemporary research conducted by Garner (2005) entitled "What's in a Name? 3. rules and regulations Panhandlers "guide" tourists, then ask for a. Two doors in the face is better than one. Does giving candy to customers with their bill really increase tips? Review the stockholders' equity section of the balance sheet. What will her average cost per month be after being on the plan for 3 months? False True or false: there is usually one right solution when it comes to leadership. 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. 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. 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 Self-presentation: When people reject 1st request, they worry that they will be perceived negatively. Psychology questions and answers. Praise and other forms of positive estimation also stimulate liking When Jon and Ernesto met in their English class, they were both hesitant to share much about their personal lives. more direct, precise, clear, and dependent on the verbal code for message transmission. Can include more than adding on items to make a deal look better; it can also involve lowering the price of an item. assumption that if someone does something for a person, that person should do something for the other in return. all affect what? 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 How do other influence agents employ this principle? Norm of reciprocity is also known as? A requester begins with an extreme request that is nearly always rejected and then retreats to a more moderate favor Jane Elliot's experiment with brown and blue eyed children. 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. Freud believed in to be instinctual. sexuality Can result in a stereotype. Is this an example of a self-fulfilling prophecy? Pick the correct answer and explanation. Visit http://www.pearsonbighered.com/Horngren to view a link to Target Corporation's Fiscal 2015 Annual Report. How far from the end of the timeline does writing human history begin? Webgroup. How does similarity relate to compliance? _____ groups are essential to individuals stratification and integration. Webdescribes how relationships initiate and develop through processes of exchange and reciprocity - helps explain the social dynamics behind relationship building norm of In fact, it does rain, just as she predicted. Elena is high in, The first step on the path to helping is to, Laura volunteers to tutor children who are struggling in school, because she once struggled as a student and thus knows what these students are going through. 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. the formation of a person's identity within a particular social group is explained by social categorization, social identity, and social comparison, the part of the self-concept including one's view of self as a member of a particular social category, the comparison of oneself to others in ways that raise one's self esteem. 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. C) states the tendency for the last item presented to be the best remembered. 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. 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. 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. Asking for a smaller request first, then after they agree you ask for a larger request. What is meant by "reciprocal concessions"? This is an example of which sequential persuasion tactic? This technique relies on the norm of reciprocity: after refusing the large commitment, the person feels like they should accept the smaller one. What are the 2 different methods of employing the TNA technique? an ungrateful freeloader. Both chambers. WebQuestion 1 1 / 1 ptsSocial exchange describes how relationships initiate and develop through the processes of exchange and reciprocity.Correct! Asch's study with the lines of different lengths. 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. groups that are formal, large, and impersonal. second independent variable was size of dining party. 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). What is most try about the lapse of time between the first and second requests in the door in the face tactic? judged as more relevant to the interaction than physical or geographical nearness. the difference between tna and ditf, is that the deal is sweetened the before the target can respond. Beginning with an unreasonably large first request After making the 1st offer but before the target can respond, the requester betters the deal with an additional item or a price reduction. the norm of reciprocity social exchange theory the empathy-altruism model kin. worked in changing peoples attitude. DV: tip% Tit-for-tat strategy; serve to balance inputs & outcomes Expert power Referent power Correct! Tupperware Corporation and their "home party" concept Webcollegiality. You have just experienced: Elliot Aronson, Robin M. Akert, Samuel R. Sommers, Timothy D. Wilson. In more collectivist cultures such as China, people are less likely to loaf. DV: Likability, similarity, and willingness to do a people are more inclined to injure those they hold in low regard, explaining away exceptions to a given stereotype by creating a subcategory of the stereotyped group that can be expected to differ from the group as a whole, what happened in Milgram's follow-up studies to his original obedience experiment when he "tuned out" the experimenter, when the experimenter issued orders by telephone, rather than in person, it resulted in reduced participant obedience when milligram stages an argument among the experimental team that the participant witnesses, it resulted in reduced participant obedience, negative moods affect compliance requests, certain types of negative moods lead to increased compliance and others lead to decreased compliance. "Please contribute to our school fundraiser, every penny will help!" Group size How environment effects communication (target sex: male vs. female) In the following sentences, underline the predicate adjectives. 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 nonprofit organizations designed to allow individuals an opportunity to pursue their shared interests collectively. The retreat from extreme to moderate request will spur the target person to make a reciprocal concession-moving from rejection to acceptance The perceptual contrast effect has been used to explain the effectiveness of which persuasion tactic? However, if DITF is defined in concepts of social large, formal organizations with elaborate status networks. 2 (attractiveness: high vs. low) X 2 Milgram's shock experiment and Zimbardo's prisoner and guard experiment. 2. Three components: affective (emotion), behavior (actions), and cognitive (thoughts and beliefs). Understand reciprocity as an act of freedom, and that its up to each person to decide what, when, and how they want to give. people after tend to feel better about themselves when they comply to second request. verbal code is ______ and must be _____ when it is used, unless i know both the context and the individual(s) i run the risk of being incorrect in my perceptions, the better you know the context and the individual, the more accurate _____________, how is NVC similar in operation as verbal comm, provides us with the means to control our communication, several factors that our approach to nvc suggest, it implies that we either include or exclude several elements in our study In Stanley Milgram's infamous study, _____of the participants delivered the highest level of shock. more effort (turning around and going back) = more tips. d) A P-value of 0.010.010.01 means we should definitely reject the null hypothesis. The delay between both requests must be brief. educational technique in which each individual is given only part of the information needed to solve a problem, causing the separate individuals to be forced to work together to find the solution. "Mirror and match" technique giving of something as a free gift, actually reduces its valuability. Reciprocity. Because the rule is normally followed, people generally do help others who have helped them (Whatley, Webster, Smith, & Rhodes, 1999). cooperation: getting a commitment from a person and then raising the cost of that commitment. For a sample of n=6n=6n=6, list the six ZZZ values. Organization Exchange, cooperation, competition, conflict. Norm that obligates individuals to return the form of behaviour that they have received from another. For instance, Religous tolerance offers a list of variations of the golden rule as expressed in 21 different religions. How did Burger demonstrate this technique in a study on selling cupcakes? Also are agents of social control in society. (base form). 0 england. one's methodology for undertaking research, nurture approach the assignment of a person one has just met to a category based on characteristics the new person has in common with other people with whom one has had experience in the past. type of information processing that involves attending to the content of the message itself. asking for a large commitment, being refused, and asking for a smaller one. Attitudes can form through direct contact, direct instruction, interaction with others, or vicarious conditioning (observational learning). Example: we assume that quiet people are also shy. Race 3. competition includes norms and expectations, usually imposed by society, for the expression of experiences, feelings, and attitudes. And what does this mean? influenced how much products people bought. xy+3zx+5y+2z2x+4y+5z=4=3=8. sweetened the deal by adding on items, the The plan consists of unlimited talk and text and 18GB of data for$100 per month. manicurist to ensure that attractiveness was a factor they could've been affected by when hearing the message manipulation Be sure to include descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the study. Memory cohesion Leadership influence located in (2) 1. According to the _____, people aggress when their goals are thwarted. branch of psychology that studies the habits of consumers in the marketplace, changing one's behavior as a result of other people directing or asking for the change, asking for a small commitment and, after gaining compliance, asking for a larger one. Scapegoats are often people in society with the least power, such as new immigrants. Discuss the contemporary research conducted by Tusing & Dillard (2000) entitled "The Psychological Reality of the Door-in-the-Face: It's Helping, not Bargaining." the voluntary trade of tangible or intangible benefits. WebIn social psychology, reciprocity is a social norm of responding to a positive action with another positive action, rewarding kind actions. The communication theory of social exchange says that people communicate with others with the expectation that their communication will be equally reciprocated. spain, italy, hungary Reciprocity is the idea that we give back what we have been given. accident on highway 4 pittsburg, ca yesterday, van johnson cnn wife, michael gardner obituary california,
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