Which face need refers to our need to be respected for our abilities and intelligence? a. tendency of people to like other people who like them in return. Three components: affective (emotion), behavior (actions), and cognitive (thoughts and beliefs). relevance of various terms synonymous with Analysis of how touch is used and how it's a component of using zero space: How people use their personal space A.k.a. reject-then-retreat technique This strategy is known as. the first request cant be too exaggerated to get people to comply to second request that you really wanted in the first place. No, because her behaviors did not cause the prediction to come true. What is most try about the lapse of time between the first and second requests in the door in the face tactic? an ungrateful freeloader. 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 they initiate the favour so the person feels compelled to return the favour to them. People are more favorably inclined toward the the name-similar character would report a Social responsibility: We comply because of 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. verbal code is quite ____ about what it represents, meaning it is more ______ or ______, whereas nonverbal comm is more ______, meaning more ____ or ______. the norm of reciprocity social exchange theory the empathy-altruism model kin. wife works two jobs while her husband watches the children Benefits both parties and could achieve a common goal 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 nonverbal code is less ______ and is more _____ in nature. 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. people who take particularly strong pride in their group affiliations are more prone to in-group favoritism when placed in minimal group situation. A boutique offers shoppers a glass of wine or a cup of coffee when you enter the store. WebThe norm of reciprocity requires that we repay in kind what another has done for us. bargaining dimensions to each DITF interaction. (target sex: male vs. female) serve as the first step in which of the following sequential persuasion tactics? Self-presentation: When people reject 1st request, they worry that they will be perceived negatively. - 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. Professor's willingness to spend time helping student. a small,exclusive group that restricts who can join. perhaps it increases their mood do stereotypes make processing more or less efficient? Culture Association power Legitimate power Expert power request seems much smaller than it normally would have two or more people who interact on the basis of shared social structure and who acknowledge their mutual dependency. proximity Our preferences for things that are familiar to us illustrates the _____ effect. 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). Often the basis for a more lasting relationship. religion Process structure What are the drawbacks of including free gifts with purchase? Reciprocity is the idea that we give back what we have been given. - minority opinion can have impactful informational social influence on the majority Norm of reciprocity is also known as? A statement about the value of a population parameter that always includes the equal sign is called the _____. groups characterized by intimate, face-to-face interactions. 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 WebQuestion: Question 16 1 pts Which of the following observations best illustrates the conclusion that the norm of reciprocity can influence helping behavior? 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. If false, describe briefly. How did Davis & Knowles demonstrate this effect? 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? Status 2 florida In order words, people are obligated to repay people who have done something for us or given something to us. c) A P-value of 0.010.010.01 is proof against the null hypothesis. Reciprocity. verbal code is ______ and must be _____ when it is used, unless i know both the context and the individual(s) i run the risk of being incorrect in my perceptions, the better you know the context and the individual, the more accurate _____________, how is NVC similar in operation as verbal comm, provides us with the means to control our communication, several factors that our approach to nvc suggest, it implies that we either include or exclude several elements in our study True True False Question 2 1 / 1 ptsWhich of the following powers is derived from relations with powerful others? 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. Org. Behavior Ch. 13 Tit-for-tat strategy; serve to balance inputs & outcomes What is meant by "reciprocal concessions"? According to the textbook, which of the following statements about people with low self-esteem is NOT true? Clique. A felt obligation and social expectation of helping or otherwise given something of value to 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 serve as the first step in which of Attitudes are formed through direct instruction, modeling, and other social influences on learning. more direct, precise, clear, and dependent on the verbal code for message transmission. 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. 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. However, if DITF is defined in concepts of social intimacy and commitment. Organization setting. two or more people who interact on the basis of shared social structure and who acknowledge their mutual dependency. A requester begins with an extreme request that is nearly always rejected and then retreats to a more moderate favor Psychology Chapter 12 Flashcards | Quizlet The source and target audience are important in determining the effectiveness of the message, as well as how the message itself is delivered. As the semester progressed and they became better friends, they felt comfortable sharing more and more with each other. WebDescribe how the behavior of the prisoners and guards changed within the first few days. refers to the numbers of direct or indirect ties between one individual and others in a network. 3. competition Having the right to reciprocity means allowing yourself to receive what others give you and enjoying it. True True or false: managers only need to have either position or personal power, but not both. worked in changing peoples attitude. the forms of interaction through which people relate to one another. Visit http://www.pearsonbighered.com/Horngren to view a link to Target Corporation's Fiscal 2015 Annual Report. she gets nervous and does poorly on the math section, how can a minority opinion influence the majority in spite of the power of conformity, -consistent minority opinion can have a latent effect on the subsequent private judgments of the majority Webreciprocity norm. Milgram's study with the electric shocks. How is liking associated with the Tupperware Corporation's home party concept's success? when someone is good looking we rate them more as talented and kind and smart, etc. Similarity in dress. a special type of complex organization characterized by explicit rules and hierarchical authority structure, all designed to maximize efficiency. what are individualistic cultures and what are they more likely to promote: individuals' goals take precedence over the group's goals What psychological principle did the results of Asch's experiment support? 3. 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. AP Psychology: Social Flashcards | Quizlet Sociology CH 5 Groups, Networks, and Organizations - Quizlet Gratitude: Receiving a favor leads to positive the voluntary trade of tangible or intangible benefits. Social Norms Final Flashcards | Quizlet 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. of Reciprocity in Negotiations determine possible individual differences in Often stems from frustration, or is a learned behavior (violent video games correlate with higher aggression). It is 183618361836, and the Mexicans had control of the land now called Texas. According to the _____, people aggress when their goals are thwarted. 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. 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. P agreement with the message position. giving of something as a free gift, actually reduces its valuability. 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 DV: Likability, similarity, and willingness to do a You have just experienced: Elliot Aronson, Robin M. Akert, Samuel R. Sommers, Timothy D. Wilson. In a period of rising prices, which inventory method will result in: Gender, How the brain processes incoming sensations. so levels of attractiveness wouldnt affect one participant more than the other. How do other influence agents employ this principle? the influence of the other people that comes from the desire to avoid their disapproval and other sanctions (ridicule, barbs, ostracism). WebStudy with Quizlet and memorize flashcards containing terms like _______- to give something to someone else and except nothing in return., ______- involves moneyless transactions. 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." Factors involved: physical attractiveness, proximity, and similarity. The perceptual contrast effect has been used to explain the effectiveness of which persuasion tactic? second independent variable was size of dining party. desirable because it keeps you from looking like Which of the following is not a duty of a partner? What are some examples of pregiving used in the real world? How do pregiving techniques make use of the reciprocity norm? 2 (attractiveness: high vs. low) X 2 The critical factors, their weights, and the ratings for each location are shown in the following table. sweetened the deal by adding on items, the internal standards What total interest did Marcella earn in two months? 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 In Stanley Milgram's infamous study, _____of the participants delivered the highest level of shock. Today, these groups have weakened. Reciprocity Flashcards | Quizlet What are some techniques that make use of similarity? B) should be used when the topics are familiar, interesting, or controversial to the receiver. hypotheses: The "norm of reciprocity" has been used to explain the effectiveness of which sequential persuasion tactics? Tupperware Corporation and their "home party" concept Be sure to include What is the "that's-not-all"(TNA) technique? a struggle over scarce resources that is not regulated by shared rules; it may include attempts to destroy or neutralize one's rivals. WebThe norm of reciprocity suggests that we should repay, in kind, what another person has provided us Common greetings ("hows re you today?") Panhandlers "guide" tourists, then ask for a. Use Target Corporation's financial statements to answer the following questions. customer may feel obligated to buy the product, 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. *understand*. # Ps signing the petition indepedent variable was candy with the bill. 3. rules and regulations WebThe reciprocity norm forms the basis of human cooperation and is found in every culture. The norm of reciprocity is universal all cultures follow this norm, or rule, or some extent. Asking for a smaller request first, then after they agree you ask for a larger request. What are the 4 explanations for why pregiving works? Cook will need to train assemblers, testers, and robotics maintainers in local training centers. 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. Examine Target Corporation's consolidated statements of cash flows. 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, when giving advice than when receiving it austria england belgium germany, aas a persuader than persuade For a sample of n=6n=6n=6, list the six ZZZ values. sexuality a group is characterized by high levels of interaction and by strong 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. Why? 4. Leadership influence located in (2) 1. countries of high touch: 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. made it difficult effort to give candy. What is the liking principle, and how does it relate to compliance? all affect what? Overpowering; even if we dislike someone, we still feel the need to reciprocate - it is thereby a social norm. Both chambers. How does similarity relate to compliance? "Please contribute to our school fundraiser, every penny will help!" In more collectivist cultures such as China, people are less likely to loaf. Comm 102 Chapter 3 Flashcards | Quizlet Persuasion Perhaps." This kind of contact is effective in lessening prejudice and discrimination. Can include more than adding on items to make a deal look better; it can also involve lowering the price of an item. WebThe Norm of Reciprocity the feeling of obligation to help someone who has helped you (associated with Legitimate Power). Sex True False False Which of the following claims about self-disclosure is true? Explain for us why corn can grow so tall in this particular climate. 2. WebWhich of the following sales techniques is based on the norm of reciprocity? WebStudy with Quizlet and memorize flashcards containing terms like Norm of reciprocity, Free gift technique, Liking explanation and more. 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. The foot in the door tactic is more effective when used for _____________ than when used for ______________. Individuals will conform to group pressure even when other group members are strangers Asch's study with the lines of different lengths. 5. careers, tenure, and technical qualifications 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. Ex: holds marriage together after passion fades. Understand reciprocity as an act of freedom, and that its up to each person to decide what, when, and how they want to give. 3) taking responsibility For instance, Religous tolerance offers a list of variations of the golden rule as expressed in 21 different religions. Review the stockholders' equity section of the balance sheet. b. How does reciprocity seem to apply to all behaviors?
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