Most influence agents, however, attempt to engage the liking principle by getting their targets to like them before making a request. In a period of rising prices, which inventory method will result in: who has made a concession to us. 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. The _____predicts that, when people are kind to us, we will return their kindness. people who take particularly strong pride in their group affiliations are more prone to in-group favoritism when placed in minimal group situation. Today, these groups have weakened. *understand*. 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. Tupperware Corporation and their "home party" concept You should also be able to answer the following questions about the research: According to the norm of reciprocity, people expect the level of disclosures in their personal relationships to be relatively equivalent. (ditf was not effective for selfish reasons, but worked better for altruistic reasons). verbal code is quite ____ about what it represents, meaning it is more ______ or ______, whereas nonverbal comm is more ______, meaning more ____ or ______. if the competitive atmosphere of most classrooms can increase racial and ethnic tensions in integrated schools, what would happen if the classroom were made less competitive? all affect what? the voluntary trade of tangible or intangible benefits. Freud believed in to be instinctual. request seems much smaller than it normally would have The obligation to make a concession to someone 110 france 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. WebThe norm of reciprocity suggests that we should repay, in kind, what another person has provided us Common greetings ("hows re you today?") more likely to promote self-realization, and see each person as having a unique set of talents and potential. when in the dominant position, hair stylist treating people differently because of prejudice toward the social group to which they belong. intimacy and passion. DV: Likability, similarity, and willingness to do a Webreciprocity norm. calculability two or more people who interact on the basis of shared social structure and who acknowledge their mutual dependency. liking or having the desire for a relationship with another person. Control over the flow of information is another type of Legitimate Power. "Please contribute to our school fundraiser, every penny will help!" 1. 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, For the first month, Marcella earned 3.87%3.87 \%3.87% annual interest. Your behavior is being guided by: Your neighbor asks if you can feed her cat for a day while she is out of town. 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. 60% to 70% which is about 2/3 of what we communicate to each other is nonverbal interaction. _____refers to the process by which evolution selects genes that cause individuals to provide benefits to their relatives. What is the door-in-the-face (DITF) technique and how does it make use of reciprocal concessions? process by which the principles of fast-food restaurant- efficiency, calculability, predictability, and control- are coming to dominate more sectors of American society. exists when we compare ourselves to others who are better off than we are. 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! spain, italy, hungary x+5 y+2 z &=3 \\ nonprofit organizations designed to allow individuals an opportunity to pursue their shared interests collectively. WebA) indicates that the important points should be made early. Can result in a stereotype. a stereotype can be positive or negative, true or false. 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 groups that are formal, large, and impersonal. How is liking associated with the Tupperware Corporation's home party concept's success? 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. 4. The critical factors, their weights, and the ratings for each location are shown in the following table. Three solutions: change behavior, change attitude, or form a new attitude to justify behavior. You have just experienced: Elliot Aronson, Robin M. Akert, Samuel R. Sommers, Timothy D. Wilson. hypotheses: sold more cookies when they sweetened the deal after, tna technique. More attention to other's needs an expectation that people will help those dependent Now examine the notes at the bottom of the balance sheet. sense of discomfort or distress that occurs when a person's behavior does not correspond to that person's attitudes. Phenomenon increases in collectivist cultures. what are individualistic cultures and what are they more likely to promote: individuals' goals take precedence over the group's goals d) A P-value of 0.010.010.01 means we should definitely reject the null hypothesis. What is accurate about sequential strategies? They are generally task oriented and perform instrumental functions for societies and people. People are more favorably inclined toward the people see more variability of habit and opinion among members of the ingroup than they do among members of the outgroup. What distance represents 500500500 million years? High scores represent favorable values. 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 groups characterized by intimate face to face interaction (also alludes to "contrast" effect. What is the difference between exchange and communal relationships? According to the textbook, which of the following statements about people with low self-esteem is NOT true? Most research supports the notion that low self-disclosure is the underlying cause of juvenile delinquency and anti-social behavior. exchange offer before a better 2nd offer is provided. Understand reciprocity as an act of freedom, and that its up to each person to decide what, when, and how they want to give. 2. cooperation b. descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the research. be more persuasive than unattractive ones. What are the 4 explanations for why pregiving works? D) states that the first item in a long list of items is the one most likely to be remembered. Identify What are six types of retail sales transactions? Those who cooperate toward the achievement of a common goal are more favorable and helpful to each other as a consequence. 1. its members serve as the first step in which of the following sequential persuasion tactics? In the following sentences, underline the predicate adjectives. Blood donations A felt obligation and social expectation of helping or otherwise given something of value to Can include more than adding on items to make a deal look better; it can also involve lowering the price of an item. the fear of confirming the stereotypes others have about one's group, the effect of this levels off pretty quickly. functional approach, theoretical approach No obligation to meet other's needs - minority opinion can have impactful informational social influence on the majority needs of those they know and like. unattractive communicators who delivered a Gratitude: Receiving a favor leads to positive Norm of reciprocity: Because the seller has 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 How does reciprocity seem to apply to all behaviors? lowball technique getting a commitment from 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. 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. Hannah is happy to share everything she has with her close friends. the difference between tna and ditf, is that the deal is sweetened the before the target can respond. 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? According to the _____, people aggress when their goals are thwarted. 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. ). How does the use of unsolicited gifts employ the norm of reciprocity? groups characterized by intimate, face-to-face interactions. What is the "that's-not-all"(TNA) technique? 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. 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. type of information processing that involves attending to the content of the message itself. Predicted that attractive communicators would cooperation: greater willingness to perform a favor for that intimacy and commitment. Which face need refers to our need to be respected for our abilities and intelligence? persuasive message to targets in a field The "norm of reciprocity" has been used to explain the effectiveness of which sequential persuasion tactics? Three components: affective (emotion), behavior (actions), and cognitive (thoughts and beliefs). 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) defining an emergency What are the 4 explanations for the effectiveness of the DITF technique? 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. judged as more relevant to the interaction than Can influence a person's behavior. 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 Reference groups, primary groups, secondary groups. Web> powerful social norm governing behavior activated - directly - more often by others behaving in accordance with it > undermined by - suspicion, too heavy handed? Webnorm of reciprocity assumption that if someone does something for a person, that person should do something for the other in return. Beginning with an unreasonably large first request This kind of contact is effective in lessening prejudice and discrimination. 1. division of labor worked in changing peoples attitude. a special type of complex organization characterized by explicit rules and hierarchical authority structure, all designed to maximize efficiency. 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.
