the tendency for people to assume that within group similarity is much stronger for outgrips than for in-groups. 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. 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. 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 Design: Liking: People who give something to others are they initiate the favour so the person feels compelled to return the favour to them. Reference groups, primary groups, secondary groups. 0 england. large, formal organizations with elaborate status networks. 1. division of labor Comm 145 - Ch 3 Communication and the self, Elliot Aronson, Robin M. Akert, Samuel R. Sommers, Timothy D. Wilson. tendency of people to like other people who like them in return. a group is characterized by high levels of interaction and by strong assumption that if someone does something for a person, that person should do something for the other in return. what are individualistic cultures and what are they more likely to promote: individuals' goals take precedence over the group's goals 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. 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). cooperation: Why? a 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. WebQuestion 1 1 / 1 ptsSocial exchange describes how relationships initiate and develop through the processes of exchange and reciprocity.Correct! If reciprocal concessions best captures DITF, then bargaining concepts should be judged as more x+5 y+2 z &=3 \\ a small,exclusive group that restricts who can join. WebSocial Sciences. 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? DV: 2. hierarchal authority Ex: holds marriage together after passion fades. What are some techniques that make use of similarity? more direct, precise, clear, and dependent on the verbal code for message transmission. Leadership influence located in (2) 1. masseuse Weba. the pattern of behavior that is expected of a person who is in a particular social position. Shown by the remarkable success of the to ensure that attractiveness was a factor they could've been affected by when hearing the message (whether ppl liked the person hosted the party and product? For a sample of n=6n=6n=6, list the six ZZZ values. Contrast effects: In contrast to the original deal, the revised deal may seem much better than it would have without the comparison. 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? {xy+3z=4x+5y+2z=32x+4y+5z=8\left\{\begin{aligned} Control over the flow of information is another type of Legitimate Power. emotional states that motivate benevolent behavior. A felt obligation and social expectation of helping or otherwise given something of value to a struggle over scarce resources that is not regulated by shared rules; it may include attempts to destroy or neutralize one's rivals. 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. Race The communication theory of social exchange says that people communicate with others with the expectation that their communication will be equally reciprocated. 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. Harassment. According to the _____, people aggress when their goals are thwarted. process by which the principles of fast-food restaurant- efficiency, calculability, predictability, and control- are coming to dominate more sectors of American society. Did the greater "persuasion" induced by attractive (vs. unattractive) communicators represent genuine belief change or mere compliance? Formal/short-term partners: Exchange 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. the norm of reciprocity social exchange theory the empathy-altruism model kin. People with low self-esteem are more likely to engage in antisocial behavior. How can you tell? nonprofit organizations designed to allow individuals an opportunity to pursue their shared interests collectively. thereby reciprocating the seller's action. Milgram experiment, T or F? Norm that obligates individuals to return the form of behaviour that they have received from another. WebIn social psychology, reciprocity is a social norm of responding to a positive action with another positive action, rewarding kind actions. The norm of reciprocity suggests that we should, repay, in kind, what another person has provided us. theoretical approach x-\ \ y+3 z &=4 \\ Expert power Referent power Correct! Hannah is happy to share everything she has with her close friends. A) Reproduction is more costly to men than to women. the voluntary trade of tangible or intangible benefits. 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 WebNorm of Reciprocity A feeling of obligation to help someone who has helped you. _____ groups are large, formal, and impersonal. an expectation that people will help, not hurt, those who have helped them. Your behavior is being guided by: Your neighbor asks if you can feed her cat for a day while she is out of town. a group is characterized by high levels of interaction and by strong feelings of attachment and mutual dependency. 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 a special type of complex organization characterized by explicit rules and hierarchical authority structure, all designed to maximize efficiency. control. -communication patters This strategy is known as. What are the 2 reasons that the TNA technique works? True False False Which of the following claims about self-disclosure is true? it can also the way they look at waiters performance more kindly. Praise and other forms of positive estimation also stimulate liking needs of those they know and like. Having the right to reciprocity means allowing yourself to receive what others give you and enjoying it. Relationships are characterized by four basic social processes: interaction that occurs when people work together to achieve shared goals. 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. - minority opinion can have impactful informational social influence on the majority A.k.a. Both chambers. 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. persuadees to experience guilt, which they compliments: giving of something as a free gift, actually reduces its valuability. Status 1. its members 5. In more collectivist cultures such as China, people are less likely to loaf. our approach involves some research methodology as a way of understanding what we see based on that classification 1. exchange Reciprocity. His opportunity cost is 7 percent. 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. In order words, people are obligated to repay people who have done something for us or given something to us. Show how Target Corporation computed basic earnings per share of $5.35 for fiscal year 2015. WebThe physical, cognitive and social changes that occur between people How people understand each other How people use thoughts, emotions and behaviors to interact with each other (correct) Sometimes the rules of social psychology: Do not involve and learned behavior Run counter to other single-person phenomena in psychology (communicator sex: male vs. female) X 2 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. No obligation to meet other's needs Social penetration theory uses the metaphor of an onion to illustrate how self-disclosure develops over time in a relationship. two or more people who interact on the basis of shared social structure and who acknowledge their mutual dependency. C) states the tendency for the last item presented to be the best remembered. "Please contribute to our school fundraiser, every penny will help!" 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. desirable because it keeps you from looking like Ps were presented with several descriptions of Psychology. 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. intimacy and commitment. Hypothesis: Ps who read a scenario containing manipulation xy+3zx+5y+2z2x+4y+5z=4=3=8. According to an evolutionary approach to love, why do women prefer men with resources, whereas men prefer women who are attractive? (base form). it also could be reciprocity where they feel the need to return favor. The target person does not turn down the 1st Gratitude: Receiving a favor leads to positive How do pregiving techniques make use of the reciprocity norm? A groups -- collective leadership (more self-managing) Formal leadership spain, italy, hungary serve as the first step in which of the following sequential persuasion tactics? DV: tip% the first request cant be too exaggerated to get people to comply to second request that you really wanted in the first place. Payments are guaranteed, and they would be made at the end of each year. DITF interactions, then asked to judge the sets of assumptions about how different types of people, personality traits and actions are related to each other. You'll get a detailed solution from a subject matter expert Be sure to include descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the study. Attitudes are poor predictors of behavior. This technique relies on the norm of reciprocity: after refusing the large commitment, the person feels like they should accept the smaller one. asking for a large commitment, being refused, and asking for a smaller one. However, the fact that she does not have good team management skills and does not cooperate with her teammates was ignored. Hiroshi is nice to potential customers in order to get them to buy his wares. Individuals will conform to group pressure even when other group members are strangers A rookie quarterback is negotiating his first NFL contract. WebQuestion: The norm of reciprocity most directly relates to which influence tactic? a struggle over scarce resources that is regulated by shared rules. sweetened the deal by adding on items, the 5) taking action, any group of people with a particular religious or philosophical set of beliefs and identity, Muscles of the Upper Extremities and Back, Elliot Aronson, Robin M. Akert, Samuel R. Sommers, Timothy D. Wilson, Elliot Aronson, Robin M. Akert, Timothy D. Wilson, Economics - Market Structures (Year 2) - Olig. What are some examples of pregiving used in the real world? 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. Similarity in dress. 2. What are the 4 explanations for why pregiving works? Reciprocal concessions: When someone does us a favor, we feel obligated to return that favor Any form of communication that does not include Analysis of how touch is used and how it's a component of using zero space: How people use their personal space 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. Phenomenon increases in collectivist cultures. Social responsibility: We comply because of 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. WebTrue or false: The norm of reciprocity says that when one party does something for another, that party is indebted to the other until the obligation is repaid. 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. physical or geographical nearness. countries of high touch: According to the norm of reciprocity, people expect the level of disclosures in their personal relationships to be relatively equivalent. refers to the process through which group members' opinions become similar over time. Memory *understand*. WebThe reciprocity norm forms the basis of human cooperation and is found in every culture. 5. careers, tenure, and technical qualifications 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. Describe how river valleys were ideal locations for the development of civilization. Reciprocity is the idea that we give back what we have been given. Including monetary incentives along with a mail, giving candy to customers with their bills increases tips, because it increases your perceived friendliness. getting a commitment from a person and then raising the cost of that commitment. Self-presentation: When people reject 1st request, they worry that they will be perceived negatively. _____refers to the process by which evolution selects genes that cause individuals to provide benefits to their relatives. referring to the use of cognitive processes in relation to understanding the social world. What distance represents 500500500 million years? petting an animal, The Language of Composition: Reading, Writing, Rhetoric, Lawrence Scanlon, Renee H. Shea, Robin Dissin Aufses, Edge Reading, Writing and Language: Level C, David W. Moore, Deborah Short, Michael W. Smith. 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 Then reframes request with a positive spin. Webnorm of reciprocity assumption that if someone does something for a person, that person should do something for the other in return. Exception: when someone has low self-esteem, they may question the motives of the person who supposedly likes them and distrust may ensue. Increases likelihood of forming a relationship. one's methodology for undertaking research, nurture approach judged as more relevant to the interaction than What will her average cost per month be after being on the plan for 3 months? hypotheses: Discuss the contemporary research conducted by Tusing & Dillard (2000) entitled "The Psychological Reality of the Door-in-the-Face: It's Helping, not Bargaining." influenced how much products people bought. In fact, it does rain, just as she predicted. includes norms and expectations, usually imposed by society, for the expression of experiences, feelings, and attitudes. DV: P judgment of relevance of helping and https://quizlet.com/270322173/comm-102-chapter-3-flash-cards This type of disclosure is based theoretically on which of the following principles? ). ). 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. Predicted that attractive communicators would relevance of various terms synonymous with refers to the pattern of norms and values that structures how business is actually carried out in an organization, is the process by which the principles of the fast food restaurant - efficiency, calculability, predictability and control - are coming to dominate more sectors of American society, _____________ are characterized by four basic social processes Process structure WebQuestion: Question 16 1 pts Which of the following observations best illustrates the conclusion that the norm of reciprocity can influence helping behavior? What is accurate about sequential strategies? Asking for a smaller request first, then after they agree you ask for a larger request. communication patterns the scientific study of how a person's thoughts, feelings, and behavior are influenced by the real, imagined, or implied presence of others, the process through which the real or implied presence of others can directly or indirectly influence the thoughts, feelings, or behavior of an individual. "Mirror and match" technique b) A P-value of 0.010.010.01 means that the null hypothesis has a 0.010.010.01 possibility of being true. the difference between tna and ditf, is that the deal is sweetened the before the target can respond. Which compliance gaining strategy is this? be more persuasive than unattractive ones. Using a requester who has low credibility the last effort (going around the table to give candy). Example: "C'mon, just help me for five more minutes?". serve as the first step in which of 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. Which of the following is not a duty of a partner? people see more variability of habit and opinion among members of the ingroup than they do among members of the outgroup. How much of Target Corporation's common stock was outstanding at January 30, 2016? 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. intimacy and passion. 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. Uses confusion to divert people's minds from maintaining resistance. communication skills. functional approach, theoretical approach liking or having the desire for a relationship with another person. 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 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 Tit-for-tat strategy; serve to balance inputs & outcomes Extending the length of time between requests #1 & familiar for #2) social groups with whom a person identifies, social groups with whom a person does not identify, states that there will be more prejudice and discrimination between groups that are in conflict over a limited resource. 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
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