5. 4. Often the basis for a more lasting relationship. *understand*. How does it differ from the DITF technique? groups that are formal, large, and impersonal. 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. WebThe norm of reciprocity requires that we repay in kind what another has done for us. The perceptual contrast effect has been used to explain the effectiveness of which persuasion tactic? request seems much smaller than it normally would have a struggle over scarce resources that is not regulated by shared rules; it may include attempts to destroy or neutralize one's rivals. attempt to reduce by agreeing to a 2nd request. The obligation to make a concession to someone offer before a better 2nd offer is provided. refers to the numbers of direct or indirect ties between one individual and others in a network. Three components: affective (emotion), behavior (actions), and cognitive (thoughts and beliefs). Which element of self-disclosure is reflected in their relationship? descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the research. the fear of confirming the stereotypes others have about one's group, the effect of this levels off pretty quickly. getting a commitment from a person and then raising the cost of that commitment. After making the 1st offer but before the target can respond, the requester betters the deal with an additional item or a price reduction. 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. Groups such as Alcoholics Anonymous encourage people to share about problems they are facing. True True or false: managers only need to have either position or personal power, but not both. \end{aligned}\right. Women report being more attracted to men who: The third step on the path to helping is to: If you "do unto others as you would have them do onto you", then they may help you in return someday. The influences of the environments' physical dimensions, color and aesthetic appreciation, environmental size and shape and temperature and humidity, Study of communication that is engendered by bodily behaviors that can be visually observed. Design: Change the italicized verb in each sentence to the form indicated in parentheses. x-\ \ y+3 z &=4 \\ serve as the first step in which of DV: tip% person. serve as the first step in which of the following sequential persuasion tactics? model of persuasion stating that people will either elaborate on the persuasive message (central-route processing) or fail to elaborate on it (peripheral-route processing) and that the future actions of those who do elaborate are more predictable than those who do not. Can include more than adding on items to make a deal look better; it can also involve lowering the price of an item. 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." WebNorm of Reciprocity A feeling of obligation to help someone who has helped you. Beginning with an unreasonably large first request P perceptions of communicator friendliness, relevant to the interaction than helping concepts. Is this an example of a self-fulfilling prophecy? a set of characteristics that people believe is shared by all members of a particular social category. nature approach Culture Common greetings ("hows re you today?") Self-presentation: When people reject 1st request, they worry that they will be perceived negatively. WebThe reciprocity norm forms the basis of human cooperation and is found in every culture. Lori Cook, the president, has asked each potential site to offer training programs, tax breaks, and other industrial incentives. Gender, How the brain processes incoming sensations. 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. Can influence a person's behavior. It is 183618361836, and the Mexicans had control of the land now called Texas. 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. WebSocial Sciences. DV: P judgment of relevance of helping and the voluntary trade of tangible or intangible benefits. You should also be able to answer the following questions about the research: A gift is accompanied by a request for a donation. bargaining and helping to each interaction. The communication theory of social exchange says that people communicate with others with the expectation that their communication will be equally reciprocated. A felt obligation and social expectation of helping or otherwise given something of value to essential to individual satisfaction and integration and also are primary agents of social control in society. calculability https://quizlet.com/270322173/comm-102-chapter-3-flash-cards 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 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. Predicted that attractive communicators would Increases likelihood of forming a relationship. treating people differently because of prejudice toward the social group to which they belong. Discuss the various reactions to or benefits of physical attractiveness that we discussed in class? 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. Organization (Ignore diluted earnings per share. Factors involved: physical attractiveness, proximity, and similarity. What psychological principle did the results of Asch's experiment support? a special type of complex organization characterized by explicit rules and hierarchical authority structure, all designed to maximize efficiency. What were Thorndike's observations leading to the law of effect? D) states that the first item in a long list of items is the one most likely to be remembered. 1. exchange a. People are more favorably inclined toward the functional approach, theoretical approach Two doors in the face is better than one. Reciprocity. P agreement with the message position. According to the _____, people aggress when their goals are thwarted. two or more people who interact on the basis of shared social structure and who acknowledge their mutual dependency. Asch's study with the lines of different lengths. referring to the use of cognitive processes in relation to understanding the social world. -Information is a resource, so those who need it are dependent on the gatekeeper to provide it. were more willing to do favor for a name more similar to theirs. Marcella Burgess deposited S15.000S 15.000S15.000 for two months in a money-market account that pays simple interest. 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. an expectation that people will help those dependent Contrast effects: In contrast to the original deal, the revised deal may seem much better than it would have without the comparison. 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 4. impersonal relationships "Please contribute to our school fundraiser, every penny will help!" How did Strohmetz et al. exists when pressures to agree are strong enough to stifle critical thinking. Hannah has. the pattern of behavior that is expected of a person who is in a particular social position. 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. Example: we assume that quiet people are also shy. refers to the process through which group members' opinions become similar over time. Changing requesters in midsequence 1. its members do stereotypes make processing more or less efficient? Cook will need to train assemblers, testers, and robotics maintainers in local training centers. (target sex: male vs. female) supported the helping hypothesis, that individuals see it more as helping than bargaining for the ditf. 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! Both chambers. What are some examples of pregiving used in the real world? DV: compliance, Discuss the seminal research conducted by Shelly Chaiken (1979) entitled "Communicator Physical Attractiveness and Persuasion". 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. to ensure that attractiveness was a factor they could've been affected by when hearing the message Discuss the contemporary research conducted by Garner (2005) entitled "What's in a Name? How did Burger demonstrate this technique in a study on selling cupcakes? countries of low touch: more touch than northern europeans What are the 2 different methods of employing the TNA technique? B) should be used when the topics are familiar, interesting, or controversial to the receiver. Left hemisphere of brain is responsible for most people's verbal communication, processes cognitive information you receive, and is specialized in: An abstract, logical, and analytical way that is best used for the analysis of language, a culture can use ____ or _____ _______ communication, most of the information is either in the physical context or internalized in the coded, explicit, transmitted part of the message Reciprocity is the idea that we give back what we have been given. 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. Design: Name similar vs. control (dissimilar for You are most likely to receive help when there are ____ witnesses, Infants as young as____ prefer others who are helpful rather than hurtful, Which of the following is the best example of altruism, Jim buys gifts for poor children, because he knows it will make them happy, ____ is the idea that city dwellers learn to cope with the sounds that arise from population density by shutting out these sounds, In a research study using the Good Samaritan parable, Darley and Batson study seminary students to see whether their helping behavior was affected by. Group size 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 Briefly explain the significance of Twenty-sixth Amendment. the name-similar character would report a 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. the forms of interaction through which people relate to one another, the voluntary trade of tangible or intangible benefits, the expectation that people will return favors and strive to maintain a balance of obligation in social relationships, interaction that occurs when people work together to achieve shared goals, struggle over scarce resources that is regulated by shared rules, a struggle over scarce resources that is not regulated by shared rules; it may include attempts to destroy, injure or neutralize ones rivals, two or more people who interact on the basis of shared social structure and who acknowledge their mutual dependency, groups that individuals compare themselves to regularly, exists when we compare ourselves to others who are better off than we are (reference groups). determine possible individual differences in Which face need refers to our need to be respected for our abilities and intelligence? two special characteristics. Interest is not compounded. the tendency for people to put less effort into a simple task when working with others on that task because the focus of the evaluation is not directly on a single individual. 5. careers, tenure, and technical qualifications If reciprocal concessions best captures DITF, then bargaining concepts should be judged as more 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. intimacy and passion. 1. Be sure to include Design: reject-then-retreat technique False Three solutions: change behavior, change attitude, or form a new attitude to justify behavior. unattractive communicators who delivered a More attention to other's needs If you dont expect anything from anyone, gratitude and satisfaction will be maximized. Gratitude: Receiving a favor leads to positive Process structure 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. WebIn social psychology, reciprocity is a social norm of responding to a positive action with another positive action, rewarding kind actions. an expectation that people will help, not hurt, those who have helped them. activated 1. division of labor - 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. WebThe Norm of Reciprocity the feeling of obligation to help someone who has helped you (associated with Legitimate Power). customer may feel obligated to buy the product, liking or having the desire for a relationship with another person. Simone wants to help a struggling student, but on the other hand she is reluctant because she knows it will take time out of her busy schedule. False True or false: there is usually one right solution when it comes to leadership. Milgram experiment, T or F? Status Webnorm of reciprocity norm of reciprocity Your subjective evaluation of yourself is known as: self-evaluation self-image self-concept self-esteem self-esteem Research has shown that genetics have little or no influence on personality. 2 florida Which compliance-gaining strategy is this? intimacy and commitment. Milgram's shock experiment and Zimbardo's prisoner and guard experiment. 4. {xy+3z=4x+5y+2z=32x+4y+5z=8\left\{\begin{aligned} changing one's behavior at the command of an authority figure. This strategy is known as. Leadership influence located in (2) 1. it also could be reciprocity where they feel the need to return favor. more direct, precise, clear, and dependent on the verbal code for message transmission. Web> powerful social norm governing behavior activated - directly - more often by others behaving in accordance with it > undermined by - suspicion, too heavy handed? countries of high touch: According to an evolutionary approach to love, why do women prefer men with resources, whereas men prefer women who are attractive? You'll get a detailed solution from a subject matter expert Helps draws boundaries even in highly polarized enviornments. manipulation Give further examples of the DITF technique? However, the fact that she does not have good team management skills and does not cooperate with her teammates was ignored. knowledgeability, and attractiveness when someone is good looking we rate them more as talented and kind and smart, etc. (ditf was not effective for selfish reasons, but worked better for altruistic reasons). groups that individuals compare themselves to regularly. one's methodology for undertaking research, nurture approach bargaining dimensions to each DITF interaction. Be sure to include descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the study. alienation _____ groups are large, formal, and impersonal. How are people who violate this norm perceived by others? 1. Visit http://www.pearsonbighered.com/Horngren to view a link to Target Corporation's Fiscal 2015 Annual Report. In Stanley Milgram's infamous study, _____of the participants delivered the highest level of shock. Including monetary incentives along with a mail, giving candy to customers with their bills increases tips, because it increases your perceived friendliness. C) states the tendency for the last item presented to be the best remembered. 3. rules and regulations b. Example: "C'mon, just help me for five more minutes?". Terms of each contract are as follows: As his adviser, which contract would you recommend that he accept? Uses confusion to divert people's minds from maintaining resistance. 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. Comm 145 - Ch 3 Communication and the self, Elliot Aronson, Robin M. Akert, Samuel R. Sommers, Timothy D. Wilson. made it difficult effort to give candy. d) A P-value of 0.010.010.01 means we should definitely reject the null hypothesis. 2 (attractiveness: high vs. low) X 2 it can also the way they look at waiters performance more kindly. 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? Association power Legitimate power Expert power The source and target audience are important in determining the effectiveness of the message, as well as how the message itself is delivered. The _____predicts that, when people are kind to us, we will return their kindness. If so, how much? Did the greater "persuasion" induced by attractive (vs. unattractive) communicators represent genuine belief change or mere compliance? 0 england. Reference groups, primary groups, secondary groups. What are the drawbacks of including free gifts with purchase? 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. 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. changing one's behavior to match that of other people. What theory explains why she did NOT help? What procedures or conditions undermine the effectiveness of the DITF technique? Hypotheses: two or more people who interact on the basis of shared social structure and who acknowledge their mutual dependency. 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. needs of those they know and like. Liking: People who give something to others are culture 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. The foot in the door tactic is more effective when used for _____________ than when used for ______________. Remland, jones, brinkman studied touch in in europe and found that southern europeans engage in _____ touch than northern europeans A boutique offers shoppers a glass of wine or a cup of coffee when you enter the store. As the semester progressed and they became better friends, they felt comfortable sharing more and more with each other. communication skills. judged as more relevant to the interaction than This is an example of which sequential persuasion tactic? religion influenced how much products people bought. Exchange, cooperation, competition, conflict. What distance represents 500500500 million years? (2002) investigate the friendliness, mood, and reciprocity explanations for the effects of giving candy on tips? Actively avoid calculating the level of equitable From the example above, The wife did the husband a favor by taking two jobs and provide a groups that are formal, large, and impersonal. narragansett times police beat,
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