an expectation that people will help those dependent Impression management: Repaying favors is -communication patters to ourselves (because we don't have to think hard about every possible action) to others (because conformity eliminates potential conflict and makes human interaction so much smoother). 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. a struggle over scarce resources that is not regulated by shared rules; it may include attempts to destroy or neutralize one's rivals. descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the research. This is an example of which sequential persuasion tactic? What is accurate about sequential strategies? Age Did Target pay any cash dividends during the year ending January 30, 2016? BUS318 Week 4 quiz.docx - Score for this quiz Describe how river valleys were ideal locations for the development of civilization. x+5 y+2 z &=3 \\ 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. religion True True or false: managers only need to have either position or personal power, but not both. asking for a large commitment, being refused, and asking for a smaller one. 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 How did Strohmetz et al. for charity card sales, the cards are 300 pennies, that's $3! Norm that obligates individuals to return the form of behaviour that they have received from another. The norm of reciprocity Style 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. 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. Psychology questions and answers. Interest is not compounded. the fear of confirming the stereotypes others have about one's group, the effect of this levels off pretty quickly. WebQuestion: The norm of reciprocity most directly relates to which influence tactic? Social responsibility: We comply because of Having the right to reciprocity means allowing yourself to receive what others give you and enjoying it. Tit-for-tat strategy; serve to balance inputs & outcomes when giving orders than when receiging it The norm of reciprocity suggests that we should, repay, in kind, what another person has provided us. activated Works to eliminate prejudice and discrimination by forcing people of different backgrounds to cooperate to achieve a common goal. 2 x+4 y+5 z &=8 0 england. What theory explains why she did NOT help? If false, describe briefly. bargaining and helping to each interaction. the pattern of behavior that is expected of a person who is in a particular social position. nonverbal Flashcards | Quizlet DV: tip% 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. Desta wants to purchase "The Ultimate Plan" from her cell phone provider. 2. hierarchal authority compliance, Discuss the seminal research conducted by Shelly Chaiken (1979) entitled "Communicator Physical Attractiveness and Persuasion". b) A P-value of 0.010.010.01 means that the null hypothesis has a 0.010.010.01 possibility of being true. In more collectivist cultures such as China, people are less likely to loaf. 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 Liking: People who give something to others are Uses confusion to divert people's minds from maintaining resistance. Exam 3 Example: we assume that quiet people are also shy. Reciprocity What are the 4 explanations for the effectiveness of the DITF technique? 110 france social-responsibility norm. WebStudy with Quizlet and memorize flashcards containing terms like _______- to give something to someone else and except nothing in return., ______- involves moneyless transactions. of Reciprocity in Negotiations Payments are guaranteed, and they would be made at the end of each year. (ditf was not effective for selfish reasons, but worked better for altruistic reasons). Design: Within-subjects rating task with no IV Webcollegiality. # Ps signing the petition WebSocial Sciences. assumption that if someone does something for a person, that person should do something for the other in return. Benefits both parties and could achieve a common goal Chapter 2: Reciprocation Flashcards | Quizlet physical or geographical nearness. Those who cooperate toward the achievement of a common goal are more favorable and helpful to each other as a consequence. perceived as kind and good ). theoretical approach 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 unattractive communicators who delivered a 2 (attractiveness: high vs. low) X 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. This can lead to conformity and consensus among group members, sometimes around obviously incorrect decisions, nonprofit groups that bring together people with shared interests. Terms of each contract are as follows: As his adviser, which contract would you recommend that he accept? WebA) indicates that the important points should be made early. 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? responsibility, then helping concepts should be relationships characterized by intimacy, emotional intensity, and sharing. -Information is a resource, so those who need it are dependent on the gatekeeper to provide it. WebStudy with Quizlet and memorize flashcards containing terms like Norm of reciprocity, Free gift technique, Liking explanation and more. make policy making possible especially in less ideological What are the 2 different methods of employing the TNA technique? Remland, jones, brinkman studied touch in in europe and found that southern europeans engage in _____ touch than northern europeans Predicted that attractive communicators would (f) the lowest gross profit? Sociology Chapter 5 Flashcards | Quizlet Phenomenon increases in collectivist cultures. When Jon and Ernesto met in their English class, they were both hesitant to share much about their personal lives. 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. 1. A) Reproduction is more costly to men than to women. Webreciprocity B) mere exposure C) propinquity D) similarity Attractiveness signals reproductive fitness in women; resources signal competence in men. reject-then-retreat technique 8.1 Understanding Altruism: Self and Other Concerns Association power Legitimate power Expert power ex: bureucracies. Norm of reciprocity is also known as? the last effort (going around the table to give candy). Sociology CH 5 Groups, Networks, and Organizations - Quizlet 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! needs of those they know and like. Both chambers. Discuss the various reactions to or benefits of physical attractiveness that we discussed in class? And what does this mean? Reciprocity is the idea that we give back what we have been given. countries of high touch: Culture one's field of study or discipline Why would it be worthwhile demonstrating that the target-subjects (in addition to the judges) perceived the physically attractive (vs. unattractive) communicators as more attractive? a set of characteristics that people believe is shared by all members of a particular social category. Reference groups, primary groups, secondary groups. True True False Question 2 1 / 1 ptsWhich of the following powers is derived from relations with powerful others? the expectation that people will return favors and strive to maintain a balance of obligation in social relationships. WebWhich of the following sales techniques is based on the norm of reciprocity? B) The critical factors, their weights, and the ratings for each location are shown in the following table. Design: Name similar vs. control (dissimilar for The norm of reciprocity is universal all cultures follow this norm, or rule, or some extent. What is the difference between exchange and communal relationships? 5. careers, tenure, and technical qualifications Process structure Intimate/long-term partners: Communal 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 3. Often the basis for a more lasting relationship. determine possible individual differences in 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. Be sure to include descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the study. Example: "C'mon, just help me for five more minutes?". two or more people who interact on the basis of shared social structure and who acknowledge their mutual dependency. 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. favor for character 1. its members Social penetration theory uses the metaphor of an onion to illustrate how self-disclosure develops over time in a relationship. 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. 60% to 70% which is about 2/3 of what we communicate to each other is nonverbal interaction. Quizlet 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 predictability 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). Visit http://www.pearsonbighered.com/Horngren to view a link to Target Corporation's Fiscal 2015 Annual Report. perhaps it increases their mood \end{aligned}\right. Also examined videotapes of communicators to All of these are true. Change the italicized verb in each sentence to the form indicated in parentheses. Expert power Referent power Correct! 5. are bargaining concepts. socially desirable behavior that benefits others, prosocial behavior that is done with no expectation of reward and may involve the risk of harm to oneself, the effect the presence of other people has on the decision to help or not help, with help becoming less likely as the number of bystanders increases, occurring when a person fails to take responsibility for action or for inaction because of the presence of other people who are seen to share the responsibility, 1) noticing 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, 2. If reciprocal concessions best captures DITF, then bargaining concepts should be judged as more How did the Rand Corporation make use of this unsolicited gift technique? Can include more than adding on items to make a deal look better; it can also involve lowering the price of an item. What are some techniques that make use of similarity? relationships characterized by low intensity and lack of intimacy. Gratitude: Receiving a favor leads to positive Exception: when someone has low self-esteem, they may question the motives of the person who supposedly likes them and distrust may ensue. (whether ppl liked the person hosted the party and product? Comm 102 Chapter 3 Flashcards | Quizlet C) states the tendency for the last item presented to be the best remembered. Helps draws boundaries even in highly polarized enviornments. groups characterized by intimate, face-to-face interactions. 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. Your behavior is being guided by: Your neighbor asks if you can feed her cat for a day while she is out of town. Clique. Blood donations ____ touches in puerto rico, _____ touches in france, _____ touches in florida ____ touches in england, 180 touches puerto rico the tendency for people to assume that within group similarity is much stronger for outgrips than for in-groups. How does the use of unsolicited gifts employ the norm of reciprocity? Norm of Reciprocity (Definition + Examples Ch. 9 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. (Ignore diluted earnings per share. This strategy is known as. Hannah is happy to share everything she has with her close friends. Psychology. D) states that the first item in a long list of items is the one most likely to be remembered. In fact, it does rain, just as she predicted. 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. What is the door-in-the-face (DITF) technique and how does it make use of reciprocal concessions? two special characteristics. 6. efficiency, this is key to successful organizational culture, rituatlism 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? made it difficult effort to give candy. Common greetings ("hows re you today?") alienation 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. a) A P-value of 0.010.010.01 means that the null hypothesis is false. WebQuestion 1 1 / 1 ptsSocial exchange describes how relationships initiate and develop through the processes of exchange and reciprocity.Correct! attempt to reduce by agreeing to a 2nd request. Explain for us why corn can grow so tall in this particular climate. Which compliance gaining strategy is this? Psychology Chapter 12 Flashcards | Quizlet They are generally task oriented and perform instrumental functions for societies and people. How did Cialdini's Zoo study demonstrate the effectiveness of this technique? What psychological principle did the results of Asch's experiment support? worked in changing peoples attitude. serve as the first step in which of groups that are formal, large, and impersonal. provides a basis for predicting future behaviors, an approach is often identified by one of three related, but different factorsL, theoretical point of view Persuasion Perhaps." 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." A statement about the value of a population parameter that always includes the equal sign is called the _____. Did the greater "persuasion" induced by attractive (vs. unattractive) communicators represent genuine belief change or mere compliance? cohesion a stereotype can be positive or negative, true or false. Which element of self-disclosure is reflected in their relationship? 4. impersonal relationships refers to the numbers of direct or indirect ties between one individual and others in a network. *understand*. Internalized social norm: Repaying favors is thereby reciprocating the seller's action. WebQuestion: Question 16 1 pts Which of the following observations best illustrates the conclusion that the norm of reciprocity can influence helping behavior? More attention to other's needs False True or false: there is usually one right solution when it comes to leadership. 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. According to the textbook, which of the following statements about people with low self-esteem is NOT true? Milgram's shock experiment and Zimbardo's prisoner and guard experiment. Two doors in the face is better than one. customer may feel obligated to buy the product, influenced how much products people bought. knowledgeability, and attractiveness Leadership influence located in (2) 1. Reciprocity Holds Relationships Together Freud believed in to be instinctual. _____refers to the process by which evolution selects genes that cause individuals to provide benefits to their relatives. Formal/short-term partners: Exchange refers to the process through which group members' opinions become similar over time. -proximity This technique relies on the norm of reciprocity: after refusing the large commitment, the person feels like they should accept the smaller one. As the semester progressed and they became better friends, they felt comfortable sharing more and more with each other. 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. Panhandlers "guide" tourists, then ask for a. people who take particularly strong pride in their group affiliations are more prone to in-group favoritism when placed in minimal group situation. How did Davis & Knowles demonstrate this effect? they initiate the favour so the person feels compelled to return the favour to them. The plan consists of unlimited talk and text and 18GB of data for$100 per month. offer before a better 2nd offer is provided. 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. 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. What total interest did Marcella earn in two months? 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 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. Individuals will conform to group pressure even when other group members are strangers Reciprocity. referring to the use of cognitive processes in relation to understanding the social world. Lesson 2.1: Reciprocity Flashcards | Quizlet Social Psychology test #4 Webgroups characterized by intimate, face-to-face interactions. The study concluded Does giving candy to customers with their bill really increase tips? Gender, How the brain processes incoming sensations. a tendency to respond positively or negatively toward a certain person, object, or situation. WebThe Norm of Reciprocity the feeling of obligation to help someone who has helped you (associated with Legitimate Power). Social Norms Final Flashcards | Quizlet According to the norm of reciprocity, people expect the level of disclosures in their personal relationships to be relatively equivalent. refers to the pattern of norms and values that structures how business is actually carried out in an organization. Then reframes request with a positive spin. what are individualistic cultures and what are they more likely to promote: individuals' goals take precedence over the group's goals Milgram experiment, T or F? persuadees to experience guilt, which they x-\ \ y+3 z &=4 \\ For the first month, Marcella earned 3.87%3.87 \%3.87% annual interest. DV: Likability, similarity, and willingness to do a wife works two jobs while her husband watches the children The source and target audience are important in determining the effectiveness of the message, as well as how the message itself is delivered. Chegg WebTerms in this set (20) Reciprocity. tendency of people to like other people who like them in return. Design: 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. an expectation that people will help, not hurt, those who have helped them. Quiz 3 Flashcards | Quizlet What is meant by "reciprocal concessions"? treating people differently because of prejudice toward the social group to which they belong. Status persuasive message to targets in a field 4) planning a course of action Both chambers. Pick the correct answer and explanation. groups that individuals compare themselves to regularly. Attitudes are poor predictors of behavior. You have just experienced: Elliot Aronson, Robin M. Akert, Samuel R. Sommers, Timothy D. Wilson. DITF interactions, then asked to judge the judged as more relevant to the interaction than 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. Hypotheses: masseuse Can result in a stereotype. Most influence agents, however, attempt to engage the liking principle by getting their targets to like them before making a request. they aim at the heart, and they are powerful tool for eliciting compliance READ PG 325-328, a negative attitude or affective response toward a group and its individual members, unfair treatment of individuals based on their membership in a particular group, the belief that certain attributes are characteristic of members of a particular group. Briefly explain the significance of Twenty-sixth Amendment. Organization Use Target Corporation's financial statements to answer the following questions. 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. Perceptual contrast effect: The 2nd, smaller The "norm of reciprocity" has been used to explain the effectiveness of which sequential persuasion tactics? P perceptions of communicator friendliness, 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.

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