More attention to other's needs What theory explains why she did NOT help? Common greetings ("hows re you today?") This is an example of which sequential persuasion tactic? Reciprocity. Remland, jones, brinkman studied touch in in europe and found that southern europeans engage in _____ touch than northern europeans (also alludes to "contrast" effect. 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 3) taking responsibility Those who cooperate toward the achievement of a common goal are more favorable and helpful to each other as a consequence. WebWhich of the following sales techniques is based on the norm of reciprocity? asking for a large commitment, being refused, and asking for a smaller one. Hannah is happy to share everything she has with her close friends. groups characterized by intimate, face-to-face interactions. groups that are formal, large, and impersonal. Today, these groups have weakened. Norm that obligates individuals to return the form of behaviour that they have received from another. countries of low touch: more touch than northern europeans 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. 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. calculability goal is to maximize efficiency. ). 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 exists when pressures to agree are strong enough to stifle critical thinking. Benefits both parties and could achieve a common goal ex: bureucracies. Social penetration theory uses the metaphor of an onion to illustrate how self-disclosure develops over time in a relationship. Process structure WebTerms in this set (20) Reciprocity. Three solutions: change behavior, change attitude, or form a new attitude to justify behavior. 2 (attractiveness: high vs. low) X 2 the expectation that people will return favors and strive to maintain a balance of obligation in social relationships. What total interest did Marcella earn in two months? desirable because it makes people feel good about themselves when they do the right thing. Web> powerful social norm governing behavior activated - directly - more often by others behaving in accordance with it > undermined by - suspicion, too heavy handed? communication skills. - minority opinion can have impactful informational social influence on the majority The source and target audience are important in determining the effectiveness of the message, as well as how the message itself is delivered. physical or geographical nearness. groups that are formal, large, and impersonal. The obligation to make a concession to someone Guilt-based account: Refusing 1st request leads 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, Which of the following is true? WebTrue or false: The norm of reciprocity says that when one party does something for another, that party is indebted to the other until the obligation is repaid. This strategy is known as. 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. its members If false, describe briefly. a small,exclusive group that restricts who can join. What will her average cost per month be after being on the plan for 3 months? Can influence a person's behavior. perhaps it increases their mood changing one's behavior at the command of an authority figure. This can lead to conformity and consensus among group members, sometimes around obviously incorrect decisions, nonprofit groups that bring together people with shared interests. Self-presentation: When people reject 1st request, they worry that they will be perceived negatively. DV: tip% Works to eliminate prejudice and discrimination by forcing people of different backgrounds to cooperate to achieve a common goal. 3. supported the helping hypothesis, that individuals see it more as helping than bargaining for the ditf. Relationships are characterized by four basic social processes: interaction that occurs when people work together to achieve shared goals. Payments are guaranteed, and they would be made at the end of each year. it can also the way they look at waiters performance more kindly. 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. [1] It can be understood as the expectation that people will respond favorably to each other by returning benefits for benefits, and responding with either indifference or hostility to harms. 1. WebQuestion 1 1 / 1 ptsSocial exchange describes how relationships initiate and develop through the processes of exchange and reciprocity.Correct! 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? Show how Target Corporation computed basic earnings per share of $5.35 for fiscal year 2015. "Please contribute to our school fundraiser, every penny will help!" How do our distributive justice norms differ depending on the type of relationship involved? After making the 1st offer but before the target can respond, the requester betters the deal with an additional item or a price reduction. one's methodology for undertaking research, nurture approach two or more people who interact on the basis of shared social structure and who acknowledge their mutual dependency. WebThe Norm of Reciprocity the feeling of obligation to help someone who has helped you (associated with Legitimate Power). This kind of contact is effective in lessening prejudice and discrimination. people who take particularly strong pride in their group affiliations are more prone to in-group favoritism when placed in minimal group situation. How is liking associated with the Tupperware Corporation's home party concept's success? 2. cooperation model of persuasion stating that people will either elaborate on the persuasive message (central-route processing) or fail to elaborate on it (peripheral-route processing) and that the future actions of those who do elaborate are more predictable than those who do not. we learn our nonverbal communication norms from sources that nurture our communication, developed by darwin According to an evolutionary approach to love, why do women prefer men with resources, whereas men prefer women who are attractive? People are more favorably inclined toward the Freud believed in to be instinctual. Discuss the contemporary research conducted by Garner (2005) entitled "What's in a Name? Group size x+5 y+2 z &=3 \\ Intimate/long-term partners: Communal communication patterns persuasive message to targets in a field Discuss the various reactions to or benefits of physical attractiveness that we discussed in class? Did Target have any preferred stock at January 30, 2016? a tendency to respond positively or negatively toward a certain person, object, or situation. a group is characterized by high levels of interaction and by strong feelings of attachment and mutual dependency. -communication patters Desta wants to purchase "The Ultimate Plan" from her cell phone provider. P perceptions of communicator friendliness, How did Burger demonstrate this technique in a study on selling cupcakes? are bargaining concepts. Norm of reciprocity: Because the seller has Association power Legitimate power Expert power 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. type of information processing that involves attending to factors not involved in the message, such as the appearance of the source of the message, the length of the message, and other non-content factors. 5. offer before a better 2nd offer is provided. 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 (base form). a special type of complex organization characterized by explicit rules and hierarchical authority structure, all designed to maximize efficiency. How did Strohmetz et al. Analysis of how touch is used and how it's a component of using zero space: How people use their personal space a group is characterized by high levels of interaction and by strong What are the drawbacks of including free gifts with purchase? Cook will need to train assemblers, testers, and robotics maintainers in local training centers. Change the italicized verb in each sentence to the form indicated in parentheses. *understand*. As the semester progressed and they became better friends, they felt comfortable sharing more and more with each other. Relative deprivation which occurs when we compare ourselves to others who are better off than we are - can decrease happiness, group size sets of assumptions about how different types of people, personality traits and actions are related to each other. refers to the pattern of norms and values that structures how business is actually carried out in an organization. a struggle over scarce resources that is regulated by shared rules. 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 4) planning a course of action Leadership influence located in (2) 1. 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. Liking: People who give something to others are Example: we assume that quiet people are also shy. A statement about the value of a population parameter that always includes the equal sign is called the _____. when in the dominant position, hair stylist our approach involves some research methodology as a way of understanding what we see based on that classification Tupperware Corporation and their "home party" concept What are some techniques that make use of similarity? Design: -proximity 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 Memory bargaining dimensions to each DITF interaction. were more willing to do favor for a name more similar to theirs. How does the use of unsolicited gifts employ the norm of reciprocity? The "norm of reciprocity" has been used to explain the effectiveness of which sequential persuasion tactics? Gratitude: Receiving a favor leads to positive Changing requesters in midsequence type of touch Is this an example of a self-fulfilling prophecy? This technique relies on the norm of reciprocity: after refusing the large commitment, the person feels like they should accept the smaller one. who has made a concession to us. request seems much smaller than it normally would have 2) defining an emergency ). In Stanley Milgram's infamous study, _____of the participants delivered the highest level of shock. the pattern of behavior that is expected of a person who is in a particular social position. Women report being more attracted to men who: The third step on the path to helping is to: If you "do unto others as you would have them do onto you", then they may help you in return someday. d) A P-value of 0.010.010.01 means we should definitely reject the null hypothesis. Might a more cooperative learning environment improve academic performance and intergroup relations in integrated settings? nonverbal code is less ______ and is more _____ in nature. relationships characterized by intimacy, emotional intensity, and sharing. In fact, it does rain, just as she predicted. Utilized live, physically attractive and a mutual exchange in which each person gives as well as receives. - 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. Give further examples of the DITF technique? Attitudes can form through direct contact, direct instruction, interaction with others, or vicarious conditioning (observational learning). Extending the length of time between requests If so, how much? groups characterized by intimate face to face interaction verbal code is quite ____ about what it represents, meaning it is more ______ or ______, whereas nonverbal comm is more ______, meaning more ____ or ______. https://quizlet.com/270322173/comm-102-chapter-3-flash-cards 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. Panhandlers "guide" tourists, then ask for a. 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 Asch's study with the lines of different lengths. \end{aligned}\right. Can result in a stereotype. Most research supports the notion that low self-disclosure is the underlying cause of juvenile delinquency and anti-social behavior. True False False Which of the following claims about self-disclosure is true? 1. Internalized social norm: Repaying favors is 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. nature approach a special type of complex organization characterized by explicit rules and hierarchal authority structure, all designed to maximize efficiency WebNorm of social reciprocity definition the shared view that we are obligated to return to others the goods, services, and concessions they offer us Social reciprocity benefits to an One person -- a leader 2. nonprofit organizations designed to allow individuals an opportunity to pursue their shared interests collectively. they initiate the favour so the person feels compelled to return the favour to them. Which compliance gaining strategy is this? Thus, they comply with a 2nd request. relevant to the interaction than helping concepts. 1. True True False Question 2 1 / 1 ptsWhich of the following powers is derived from relations with powerful others? 3. competition the norm of reciprocity social exchange theory the empathy-altruism model kin. essential to individual satisfaction and integration and also are primary agents of social control in society. religion You should also be able to answer the following questions about the research: A gift is accompanied by a request for a donation. True True or false: managers only need to have either position or personal power, but not both. treating people differently because of prejudice toward the social group to which they belong. 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? WebA) indicates that the important points should be made early. The study concluded What is the door-in-the-face (DITF) technique and how does it make use of reciprocal concessions? c) A P-value of 0.010.010.01 is proof against the null hypothesis. 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 What four things effects group interactions? The perceptual contrast effect has been used to explain the effectiveness of which persuasion tactic? 5. careers, tenure, and technical qualifications Helps draws boundaries even in highly polarized enviornments. Psychology questions and answers. Organization The retreat from extreme to moderate request will spur the target person to make a reciprocal concession-moving from rejection to acceptance control. Two doors in the face is better than one. Overpowering; even if we dislike someone, we still feel the need to reciprocate - it is thereby a social norm. 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. groups that are formal, large, and impersonal. Similarity in dress. In the following sentences, underline the predicate adjectives. WebNorm of Reciprocity A feeling of obligation to help someone who has helped you. The plan consists of unlimited talk and text and 18GB of data for$100 per month. 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. A location analysis for Cook Controls, a small manufacturer of parts for high-technology cable systems, has been narrowed down to four locations. 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. influenced how much products people bought. _____refers to the process by which evolution selects genes that cause individuals to provide benefits to their relatives. You should also be able to answer the following questions about the research: 0 england. -cohesion. 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. Did Target pay any cash dividends during the year ending January 30, 2016? one's field of study or discipline degree of liking/disliking the forms of interaction through which people relate to one another. behavior intended to hurt or destroy another person. Webnorm of reciprocity assumption that if someone does something for a person, that person should do something for the other in return. -Information is a resource, so those who need it are dependent on the gatekeeper to provide it. Initial larger request (2 yr. commitment) followed by chaperon request to Chaperon juvenile delinquents for a day at the zoo, increase compliance to 50%. ____ touches in puerto rico, _____ touches in france, _____ touches in florida ____ touches in england, 180 touches puerto rico 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 Psychology. Hiroshi is nice to potential customers in order to get them to buy his wares. A) Reproduction is more costly to men than to women. 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. "colors" how we see the event and may even determine whether we can see the event at all compliance, Discuss the seminal research conducted by Shelly Chaiken (1979) entitled "Communicator Physical Attractiveness and Persuasion". How are people who violate this norm perceived by others? exists when we compare ourselves to others who are better off than we are. Predicted that attractive communicators would Clique. indepedent variable was candy with the bill. Sex an expectation that people will help those dependent 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. Culture A boutique offers shoppers a glass of wine or a cup of coffee when you enter the store. All of these are true. (Ignore diluted earnings per share. Terms of each contract are as follows: As his adviser, which contract would you recommend that he accept? exchange 1. exchange Attitudes are formed through direct instruction, modeling, and other social influences on learning. Control over the flow of information is another type of Legitimate Power. when giving orders than when receiging it Discuss the seminal research conducted by Dennis Regan (1971) entitled "Effects of a Favor and Liking on Compliance". cohesion a compliance approach that involves making an initial small request with which nearly everyone complies, followed by a larger request involving real behavior of interest. more likely to promote self-realization, and see each person as having a unique set of talents and potential. 1. division of labor Most influence agents, however, attempt to engage the liking principle by getting their targets to like them before making a request. No obligation to meet other's needs the last effort (going around the table to give candy). 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. WebNorms of Reciprocity Compliance Strategy - One of the compliance strategies used to get others to comply - Occurs when people think they ought to do something nice for You agree, and then she also asks if you can bring in the newspaper and mail and drop off a package at the post office for her. How much of Target Corporation's common stock was outstanding at January 30, 2016? A.k.a. What are some examples of pregiving used in the real world? _____ groups are large, formal, and impersonal. For instance, Religous tolerance offers a list of variations of the golden rule as expressed in 21 different religions. Does giving candy to customers with their bill really increase tips? How can you tell? Groups such as Alcoholics Anonymous encourage people to share about problems they are facing. The norm of reciprocity is universal all cultures follow this norm, or rule, or some extent. 6. efficiency, this is key to successful organizational culture, rituatlism 5) taking action, any group of people with a particular religious or philosophical set of beliefs and identity, Muscles of the Upper Extremities and Back, Elliot Aronson, Robin M. Akert, Samuel R. Sommers, Timothy D. Wilson, Elliot Aronson, Robin M. Akert, Timothy D. Wilson, Economics - Market Structures (Year 2) - Olig. 2. hierarchal authority the idea that a person's self-concept and self-esteem derive not only from personal identity and accomplishments, but also from the status and accomplishments of the various groups to which the person belongs. He has been offered three possible 4-year contracts. Ex: holds marriage together after passion fades. refers to the process through which group members' opinions become similar over time. Hannah has. b. 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. perceived as kind and good Hint: Think about how Ps responded, We like people who are similar to us and we grant them favorable treatment. You have just experienced: Elliot Aronson, Robin M. Akert, Samuel R. Sommers, Timothy D. Wilson. 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. No, because her behaviors did not cause the prediction to come true. Professor's willingness to spend time helping student. The experiment was supposed to last 14 days, but it only lasted 6. when giving advice than when receiving it 3. rules and regulations What distance represents 500500500 million years? What are the 2 reasons that the TNA technique works? 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. People with low self-esteem are more likely to engage in antisocial behavior. Webreciprocity norm. #1 & familiar for #2) B) should be used when the topics are familiar, interesting, or controversial to the receiver. Design: Within-subjects rating task with no IV 4. According to the _____, people aggress when their goals are thwarted. Webreciprocity B) mere exposure C) propinquity D) similarity Attractiveness signals reproductive fitness in women; resources signal competence in men. theoretical approach How does reciprocity seem to apply to all behaviors? And what does this mean? WebDescribe how the behavior of the prisoners and guards changed within the first few days.

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