Changing requesters in midsequence the first request cant be too exaggerated to get people to comply to second request that you really wanted in the first place. groups characterized by intimate face to face interaction 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. Norm of Reciprocity (Definition + Examples What total interest did Marcella earn in two months? descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the research. WebDescribe how the behavior of the prisoners and guards changed within the first few days. 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. compliance, Discuss the seminal research conducted by Shelly Chaiken (1979) entitled "Communicator Physical Attractiveness and Persuasion". Ps were presented with several descriptions of Org. Behavior Ch. 13 Initial larger request (2 yr. commitment) followed by chaperon request to Chaperon juvenile delinquents for a day at the zoo, increase compliance to 50%. Design: 4. impersonal relationships Which of the following is true? one's field of study or discipline Two doors in the face is better than one. x-\ \ y+3 z &=4 \\ 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 social psychology quiz 5 Flashcards | Quizlet Social responsibility: We comply because of Chegg it also could be reciprocity where they feel the need to return favor. Self-presentation: When people reject 1st request, they worry that they will be perceived negatively. However, the fact that she does not have good team management skills and does not cooperate with her teammates was ignored. 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. wife works two jobs while her husband watches the children greater willingness to perform a favor for that knowledgeability, and attractiveness When Jon and Ernesto met in their English class, they were both hesitant to share much about their personal lives. taking pride in the accomplishments of other people in one's group, such as when sports fans identify with a winning team. According to the norm of reciprocity, people expect the level of disclosures in their personal relationships to be relatively equivalent. The _____predicts that, when people are kind to us, we will return their kindness. alienation relationships characterized by low intensity and lack of intimacy. Uses confusion to divert people's minds from maintaining resistance. Might a more cooperative learning environment improve academic performance and intergroup relations in integrated settings? What is the difference between exchange and communal relationships? 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 Does giving candy to customers with their bill really increase tips? Example: we assume that quiet people are also shy. exchange [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. social-responsibility norm. Leadership influence located in (2) 1. Also are agents of social control in society. 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 groups that individuals compare themselves to regularly. What are the 2 different methods of employing the TNA technique? they initiate the favour so the person feels compelled to return the favour to them. 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. How do other influence agents employ this principle? proximity Pick the correct answer and explanation. Milgram's shock experiment and Zimbardo's prisoner and guard experiment. to ensure that attractiveness was a factor they could've been affected by when hearing the message Design: Name similar vs. control (dissimilar for Briefly explain the significance of Twenty-sixth Amendment. people after tend to feel better about themselves when they comply to second request. 1. division of labor Visit http://www.pearsonbighered.com/Horngren to view a link to Target Corporation's Fiscal 2015 Annual Report. How can you tell? refers to the process through which group members' opinions become similar over time. more effort (turning around and going back) = more tips. 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. Regarding self-disclosure, which of the following statements is true? theoretical approach 1. its members In order words, people are obligated to repay people who have done something for us or given something to us. Norm of reciprocity: Because the seller has In _____love, we experience feelings of euphoria, intimacy, and intense sexual attraction, in _____love, we experience affection, trust, and concern, for a partner's well-being. "Mirror and match" technique Why? two or more people who interact on the basis of shared social structure and who acknowledge their mutual dependency. B) should be used when the topics are familiar, interesting, or controversial to the receiver. cooperation: WebTerms in this set (20) Reciprocity. relevance of various terms synonymous with type of touch What are the 2 reasons that the TNA technique works? You should also be able to answer the following questions about the research: A gift is accompanied by a request for a donation. refers to the pattern of norms and values that structures how business is actually carried out in an organization, is the process by which the principles of the fast food restaurant - efficiency, calculability, predictability and control - are coming to dominate more sectors of American society, _____________ are characterized by four basic social processes Actively avoid calculating the level of equitable a. (2002) investigate the friendliness, mood, and reciprocity explanations for the effects of giving candy on tips? Race Organization 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. BUS318 Week 4 quiz.docx - Score for this quiz 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. And what does this mean? Chapter 13 Flashcards | Quizlet the fear of confirming the stereotypes others have about one's group, the effect of this levels off pretty quickly. Reciprocity Holds Relationships Together Can include more than adding on items to make a deal look better; it can also involve lowering the price of an item. 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. persuasive message to targets in a field Norm of reciprocity Guilt-based account: Refusing 1st request leads DITF interactions, then asked to judge the person. 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. Weba. A location analysis for Cook Controls, a small manufacturer of parts for high-technology cable systems, has been narrowed down to four locations. The communication theory of social exchange says that people communicate with others with the expectation that their communication will be equally reciprocated. refers to the numbers of direct or indirect ties between one individual and others in a network. Praise and other forms of positive estimation also stimulate liking Scapegoats are often people in society with the least power, such as new immigrants. A rookie quarterback is negotiating his first NFL contract. Exception: when someone has low self-esteem, they may question the motives of the person who supposedly likes them and distrust may ensue. Solved Question 20 (2 points) Which of the following does - Chegg groups that are formal, large, and impersonal. How are compliments and cooperation used to inspire liking and compliance? Hannah is happy to share everything she has with her close friends. 2. hierarchal authority WebQuestion 1 1 / 1 ptsSocial exchange describes how relationships initiate and develop through the processes of exchange and reciprocity.Correct! "Please contribute to our school fundraiser, every penny will help!" masseuse - minority opinion can have impactful informational social influence on the majority Webdescribes how relationships initiate and develop through processes of exchange and reciprocity - helps explain the social dynamics behind relationship building norm of Ch. 12 quiz Discuss the contemporary research conducted by Tusing & Dillard (2000) entitled "The Psychological Reality of the Door-in-the-Face: It's Helping, not Bargaining." DV: 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 do stereotypes make processing more or less efficient? Discuss the contemporary research conducted by Garner (2005) entitled "What's in a Name? reject-then-retreat technique treating people differently because of prejudice toward the social group to which they belong. Clique. large, formal organizations with elaborate status networks. Webgroups characterized by intimate, face-to-face interactions. What is involved in the disrupt-then-reframe technique? The experiment was supposed to last 14 days, but it only lasted 6. Social Norms Final Flashcards | Quizlet DV: Likability, similarity, and willingness to do a 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. communication skills. c) A P-value of 0.010.010.01 is proof against the null hypothesis. How is liking associated with the Tupperware Corporation's home party concept's success? 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. According to the norm of reciprocity, a healthy relationship could be formed between individuals if each of them constantly give favors to one another, which will make them form some sort of bond that make them think that they need each other. Due to social comparison, where people feel the need to act in a socially desirable way, and informational social influence, which is the tendency to take cues from others in ambiguous situations. Milgram experiment, T or F? What will her average cost per month be after being on the plan for 3 months? DV: tip% countries of low touch: more touch than northern europeans a set of characteristics that people believe is shared by all members of a particular social category. Liking: People who give something to others are it involves thinking about a person not as an individual but as a member of a group or projecting what (you think) you know about the group onto your expectations about that person. Process structure Individuals will conform to group pressure even when other group members are strangers Design: Remland, jones, brinkman studied touch in in europe and found that southern europeans engage in _____ touch than northern europeans Webnorm of reciprocity assumption that if someone does something for a person, that person should do something for the other in return. Reciprocal concessions: When someone does us a favor, we feel obligated to return that favor 0 england. sweetened the deal by adding on items, the (a) comply with partnership decisions (b) not conduct competing business (c) keep accurate records (d) All of the above are duties. Asch's study with the lines of different lengths. countries of high touch: 3. rules and regulations (base form). 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. be more persuasive than unattractive ones. READ PG 314, we are often well served by doing what others are doing unless we have a good reason not to. high context comm is more indirect, ambiguous, and far more dependent on the nonverbal code, seen when the mass of the information is vested in the explicit code Sex WebWhich of the following sales techniques is based on the norm of reciprocity? A boutique offers shoppers a glass of wine or a cup of coffee when you enter the store. Chapter 13 Flashcards | Quizlet a special type of complex organization characterized by explicit rules and hierarchical authority structure, all designed to maximize efficiency. judged as more relevant to the interaction than control. refers to the pattern of norms and values that structures how business is actually carried out in an organization. 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. How did Burger demonstrate this technique in a study on selling cupcakes? Chegg Which element of self-disclosure is reflected in their relationship? 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. According to the textbook, which of the following statements about people with low self-esteem is NOT true? we typically have much more contact with fellow members of an in-group than with outgroup members, so we have more opportunity to encounter evidence of divergent opinions and habits among ingroup members. A requester begins with an extreme request that is nearly always rejected and then retreats to a more moderate favor ). Predicted that attractive communicators would WebNorm of reciprocity: Because the seller has sweetened the deal by adding on items, the customer may feel obligated to buy the product, thereby reciprocating the seller's action. supported the reciprocity rule because they perceived waiter as more kind. a struggle over scarce resources that is regulated by shared rules. the not-so-free sample technique Sharon was appointed the captain of the softball team because of her excellent performance in matches. Today, these groups have weakened. What is accurate about sequential strategies? the forms of interaction through which people relate to one another. 2 x+4 y+5 z &=8 If false, describe briefly. intimacy and passion. According to the _____, people aggress when their goals are thwarted. nature approach Marcella Burgess deposited S15.000S 15.000S15.000 for two months in a money-market account that pays simple interest. 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 Benefits both parties and could achieve a common goal (whether ppl liked the person hosted the party and product? b. we learn our nonverbal communication norms from sources that nurture our communication, developed by darwin _____ groups are essential to individuals stratification and integration. hypotheses: a 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. for charity card sales, the cards are 300 pennies, that's $3! The target person does not turn down the 1st D) states that the first item in a long list of items is the one most likely to be remembered. Be sure to include descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the research. communication patterns 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. 2. 4. 1. worked in changing peoples attitude. What are the 4 explanations for the effectiveness of the DITF technique? It is 183618361836, and the Mexicans had control of the land now called Texas. People with low self-esteem are more likely to engage in antisocial behavior. 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 Tit-for-tat strategy; serve to balance inputs & outcomes People are more favorably inclined toward the 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? "colors" how we see the event and may even determine whether we can see the event at all Gender, How the brain processes incoming sensations. Often the basis for a more lasting relationship. If reciprocal concessions best captures DITF, then bargaining concepts should be judged as more Describe how river valleys were ideal locations for the development of civilization. What four things effects group interactions? nonverbal Flashcards | Quizlet What are some techniques that make use of similarity? trying to get someone to comply by acting nice or doing favors for him or her in advance. Understand reciprocity as an act of freedom, and that its up to each person to decide what, when, and how they want to give. For the first month, Marcella earned 3.87%3.87 \%3.87% annual interest. Unit 6: Social Psychology PSY1000 Flashcards | Quizlet (f) the lowest gross profit? Hannah has. Chapter 2: Reciprocation Flashcards | Quizlet a) A P-value of 0.010.010.01 means that the null hypothesis is false. MAN320F Unit 8 - Chapter 13 the last effort (going around the table to give candy). 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. cooperation more likely to promote self-realization, and see each person as having a unique set of talents and potential. Hypothesis: Ps who read a scenario containing 4. 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. Professor's willingness to spend time helping student. spain, italy, hungary Lori Cook, the president, has asked each potential site to offer training programs, tax breaks, and other industrial incentives. Be sure to include 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. A.k.a. How do our distributive justice norms differ depending on the type of relationship involved? Discuss the various reactions to or benefits of physical attractiveness that we discussed in class? Phenomenon increases in collectivist cultures. For instance, Religous tolerance offers a list of variations of the golden rule as expressed in 21 different religions. Both chambers. 2 (attractiveness: high vs. low) X 2 Expert power Referent power Correct! intimacy and commitment. WebQuestion: Question 16 1 pts Which of the following observations best illustrates the conclusion that the norm of reciprocity can influence helping behavior? 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 request seems much smaller than it normally would have verbal code is quite ____ about what it represents, meaning it is more ______ or ______, whereas nonverbal comm is more ______, meaning more ____ or ______. 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. of Reciprocity in Negotiations Persuasion Perhaps." the studies have found that students in this study like school more and develop more positive attitudes toward different ethic groups than students in a traditional classroom. an expectation that people will help, not hurt, those who have helped them. His opportunity cost is 7 percent. 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. -communication patters b) A P-value of 0.010.010.01 means that the null hypothesis has a 0.010.010.01 possibility of being true. Most influence agents, however, attempt to engage the liking principle by getting their targets to like them before making a request. Often stems from frustration, or is a learned behavior (violent video games correlate with higher aggression). Learn More: This strategy is known as. 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. 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
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