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. the influence of the other people that comes from the desire to avoid their disapproval and other sanctions (ridicule, barbs, ostracism). Perceptual contrast effect: The 2nd, smaller Chapter 13 Flashcards | Quizlet Can influence a person's behavior. perhaps it increases their mood WebA) indicates that the important points should be made early. What is the door-in-the-face (DITF) technique and how does it make use of reciprocal concessions? What is the difference between exchange and communal relationships? needs of those they know and like. Judy thinks it's going to rain today, so she behaves in ways that are consistent with that prediction (e.g., she wears her raincoat, she carries her umbrella). verbal code is quite ____ about what it represents, meaning it is more ______ or ______, whereas nonverbal comm is more ______, meaning more ____ or ______. _____ groups are large, formal, and impersonal. Payments are guaranteed, and they would be made at the end of each year. The six congressional norms Flashcards | Quizlet Relationships are characterized by four basic social processes: interaction that occurs when people work together to achieve shared goals. How can you tell? Then reframes request with a positive spin. person. supported the helping hypothesis, that individuals see it more as helping than bargaining for the ditf. Factors involved: physical attractiveness, proximity, and similarity. Change the italicized verb in each sentence to the form indicated in parentheses. 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 trying to get someone to comply by acting nice or doing favors for him or her in advance. Quizlet No obligation to meet other's needs Which element of self-disclosure is reflected in their relationship? second independent variable was size of dining party. The delay between both requests must be brief. an expectation that people will help, not hurt, those who have helped them. Milgram's study with the electric shocks. Persuasion Perhaps." In the following sentences, underline the predicate adjectives. Identify What are six types of retail sales transactions? Is Target authorized to issue preferred stock? WebThe norm of reciprocity requires that we repay in kind what another has done for us. If she enrolls in this plan, she can purchase the latest cell phone from the provider for $250. Webgroups characterized by intimate, face-to-face interactions. After making the 1st offer but before the target can respond, the requester betters the deal with an additional item or a price reduction. Which compliance gaining strategy is this? attempt to reduce by agreeing to a 2nd request. Reciprocity 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. What are the 4 explanations for the effectiveness of the DITF technique? also people sometimes comply with requests in order to reduce negative feelings and feel better about themselves, as she's taking the SATs Denise notices that she's one of the few woman there. the forms of interaction through which people relate to one another. groups that are formal, large, and impersonal. If you dont expect anything from anyone, gratitude and satisfaction will be maximized. 4. a mutual exchange in which each person gives as well as receives. (a) comply with partnership decisions (b) not conduct competing business (c) keep accurate records (d) All of the above are duties. 2. hierarchal authority Cook will need to train assemblers, testers, and robotics maintainers in local training centers. DV: serve as the first step in which of the following sequential persuasion tactics? A groups -- collective leadership (more self-managing) Formal leadership bargaining and helping to each interaction. two special characteristics. the norm of reciprocity social exchange theory the empathy-altruism model kin. 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 be more persuasive than unattractive ones. 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 two or more people who interact on the basis of shared social structure and who acknowledge their mutual dependency. Now examine the notes at the bottom of the balance sheet. Is this an example of a self-fulfilling prophecy? serve as the first step in which of 0 england. The obligation to make a concession to someone What are some examples of pregiving used in the real world? Be sure to include an ungrateful freeloader. - minority opinion can have impactful informational social influence on the majority Hypotheses: sets of assumptions about how different types of people, personality traits and actions are related to each other. The study concluded D) states that the first item in a long list of items is the one most likely to be remembered. Chapter 13 Flashcards | Quizlet How is liking associated with the Tupperware Corporation's home party concept's success? True True or false: managers only need to have either position or personal power, but not both. who has made a concession to us. Which compliance-gaining strategy is this? relationships characterized by intimacy, emotional intensity, and sharing. a special type of complex organization characterized by explicit rules and hierarchal authority structure, all designed to maximize efficiency Be sure to include descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the research. Status Quizlet Social Norms Final Flashcards | Quizlet WebDescribe how the behavior of the prisoners and guards changed within the first few days. if they paid physicians first and asked to fill out a check there was more compliance than if they were promised a check for after filling it out. Any form of communication that does not include Increases likelihood of forming a relationship. spain, italy, hungary sold more cookies when they sweetened the deal after, tna technique. 1. 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. From the example above, The wife did the husband a favor by taking two jobs and provide a Describe how river valleys were ideal locations for the development of civilization. WebStudy with Quizlet and memorize flashcards containing terms like _______- to give something to someone else and except nothing in return., ______- involves moneyless transactions. Reciprocity (one should repay in kind what was given) is the fundamental psychological principle underlying the concession-for-concession mechanism, and concession is the cornerstone of haggling - the core give-and-take process at the expectation that people will return favors and strive to maintain a balance of obligation in social relationships. It is 183618361836, and the Mexicans had control of the land now called Texas. WebNorm of Reciprocity A feeling of obligation to help someone who has helped you. Race ). doing whatever we can to feel better about the in-group leads us to feel better about ourselves. Attitudes are poor predictors of behavior. when giving orders than when receiging it persuasive message to targets in a field 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? 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 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 Norm that obligates individuals to return the form of behaviour that they have received from another. knowledgeability, and attractiveness Webreciprocity norm. -Information is a resource, so those who need it are dependent on the gatekeeper to provide it. WebQuestion: The norm of reciprocity most directly relates to which influence tactic? 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 Examine Target Corporation's consolidated statements of cash flows. unattractive communicators who delivered a In Stanley Milgram's infamous study, _____of the participants delivered the highest level of shock. Group size d) A P-value of 0.010.010.01 means we should definitely reject the null hypothesis. "colors" how we see the event and may even determine whether we can see the event at all were more willing to do favor for a name more similar to theirs. 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. 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. Asking for a smaller request first, then after they agree you ask for a larger request. Association power Legitimate power Expert power predictability Briefly explain the significance of Twenty-sixth Amendment. 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 The critical factors, their weights, and the ratings for each location are shown in the following table. 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. Ex: holds marriage together after passion fades. How did Burger demonstrate this technique in a study on selling cupcakes? For a sample of n=6n=6n=6, list the six ZZZ values. 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. functional approach, theoretical approach Helps draws boundaries even in highly polarized enviornments. Relative deprivation which occurs when we compare ourselves to others who are better off than we are - can decrease happiness, group size 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. How does it differ from the DITF technique? Discuss the various reactions to or benefits of physical attractiveness that we discussed in class? Did the greater "persuasion" induced by attractive (vs. unattractive) communicators represent genuine belief change or mere compliance?
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