The source and target audience are important in determining the effectiveness of the message, as well as how the message itself is delivered. Phenomenon increases in collectivist cultures. sexuality Most research supports the notion that low self-disclosure is the underlying cause of juvenile delinquency and anti-social behavior. If reciprocal concessions best captures DITF, then bargaining concepts should be judged as more 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. getting a commitment from a person and then raising the cost of that commitment. unattractive communicators who delivered a After making the 1st offer but before the target can respond, the requester betters the deal with an additional item or a price reduction. 1. masseuse a group is characterized by high levels of interaction and by strong ex: bureucracies. For a sample of n=6n=6n=6, list the six ZZZ values. Which element of self-disclosure is reflected in their relationship? nonverbal code is less ______ and is more _____ in nature. 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. WebStudy with Quizlet and memorize flashcards containing terms like _______- to give something to someone else and except nothing in return., ______- involves moneyless transactions. 4. Be sure to include descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the research. theoretical approach 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. According to the textbook, which of the following statements about people with low self-esteem is NOT true? 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. WebA) indicates that the important points should be made early. 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. bargaining and helping to each interaction. Remland, jones, brinkman studied touch in in europe and found that southern europeans engage in _____ touch than northern europeans Hannah has. 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? Style behavior intended to hurt or destroy another person. Actively avoid calculating the level of equitable provides a basis for predicting future behaviors, an approach is often identified by one of three related, but different factorsL, theoretical point of view x+5 y+2 z &=3 \\ A groups -- collective leadership (more self-managing) Formal leadership two special characteristics. who has made a concession to us. Internalized social norm: Repaying favors is A boutique offers shoppers a glass of wine or a cup of coffee when you enter the store. The critical factors, their weights, and the ratings for each location are shown in the following table. 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? 2. cooperation Attitudes can form through direct contact, direct instruction, interaction with others, or vicarious conditioning (observational learning). Common greetings ("hows re you today?") Persuasion Perhaps." made it difficult effort to give candy. worked in changing peoples attitude. Race Quiz 3 Flashcards | Quizlet 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 How far from the end of the timeline does writing human history begin? WebIn social psychology, reciprocity is a social norm of responding to a positive action with another positive action, rewarding kind actions. If so, how much? person. Extending the length of time between requests 3. sets of assumptions about how different types of people, personality traits and actions are related to each other. 4. impersonal relationships 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. Norm of Reciprocity (Definition + Examples 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 a special type of complex organization characterized by explicit rules and hierarchal authority structure, all designed to maximize efficiency What four things effects group interactions? 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. 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. more direct, precise, clear, and dependent on the verbal code for message transmission. lowball technique getting a commitment from 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, Perceptual contrast effect: The 2nd, smaller a struggle over scarce resources that is regulated by shared rules. What were Thorndike's observations leading to the law of effect? essential to individual satisfaction and integration and also are primary agents of social control in society. What are the 4 explanations for the effectiveness of the DITF technique? DITF interactions, then asked to judge the Uses confusion to divert people's minds from maintaining resistance. If false, describe briefly. 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 hypotheses: Self-presentation: When people reject 1st request, they worry that they will be perceived negatively. the forms of interaction through which people relate to one another. Did the greater "persuasion" induced by attractive (vs. unattractive) communicators represent genuine belief change or mere compliance? Gender, How the brain processes incoming sensations. an increase in conformity as the size of the group increases, but only to a group size of three or four; after that, the amount of conformity levels off. Sociology CH 5 Groups, Networks, and Organizations - Quizlet it also could be reciprocity where they feel the need to return favor. Attitudes are formed through direct instruction, modeling, and other social influences on learning. This kind of contact is effective in lessening prejudice and discrimination. a small,exclusive group that restricts who can join. Now examine the notes at the bottom of the balance sheet. predictability we learn our nonverbal communication norms from sources that nurture our communication, developed by darwin - minority opinion can have impactful informational social influence on the majority Unit 6: Social Psychology PSY1000 Flashcards | Quizlet Solved Question 20 (2 points) Which of the following does - Chegg a stereotype can be positive or negative, true or false. compliance, Discuss the seminal research conducted by Shelly Chaiken (1979) entitled "Communicator Physical Attractiveness and Persuasion". Is this an example of a self-fulfilling prophecy? assumption that if someone does something for a person, that person should do something for the other in return. A rookie quarterback is negotiating his first NFL contract. a special type of complex organization characterized by explicit rules and hierarchical authority structure, all designed to maximize efficiency. P agreement with the message position. According to the _____, people aggress when their goals are thwarted. The norm of reciprocity is universal all cultures follow this norm, or rule, or some extent. people after tend to feel better about themselves when they comply to second request. Payments are guaranteed, and they would be made at the end of each year. refers to the numbers of direct or indirect ties between one individual and others in a network. His opportunity cost is 7 percent. How did Cialdini's Zoo study demonstrate the effectiveness of this technique? asking for a large commitment, being refused, and asking for a smaller one. 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. (also alludes to "contrast" effect. cohesion spain, italy, hungary Professor's willingness to spend time helping student. 2) defining an emergency Our preferences for things that are familiar to us illustrates the _____ effect. How did Strohmetz et al. How are people who violate this norm perceived by others? Two doors in the face is better than one. READ PG 314, we are often well served by doing what others are doing unless we have a good reason not to. A location analysis for Cook Controls, a small manufacturer of parts for high-technology cable systems, has been narrowed down to four locations. How do other influence agents employ this principle? Hypothesis: Ps who read a scenario containing Thus, they comply with a 2nd request. What are some examples of pregiving used in the real world? 1. offer before a better 2nd offer is provided. Chapter 12: Social Psychology Flashcards | Quizlet DV: tip% Design: countries of high touch: an expectation that people will help, not hurt, those who have helped them. refers to the pattern of norms and values that structures how business is actually carried out in an organization. Groups such as Alcoholics Anonymous encourage people to share about problems they are facing. You should also be able to answer the following questions about the research: A gift is accompanied by a request for a donation. 2 (attractiveness: high vs. low) X 2 Contrast effects: In contrast to the original deal, the revised deal may seem much better than it would have without the comparison. it can also the way they look at waiters performance more kindly. Organization She earned 3.47%3.47 \%3.47% annual interest for the second month. What distance represents 500500500 million years? Which compliance-gaining strategy is this? a. social psychology quiz 5 Flashcards | Quizlet 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. How are compliments and cooperation used to inspire liking and compliance? Helps draws boundaries even in highly polarized enviornments. Desta wants to purchase "The Ultimate Plan" from her cell phone provider. relevance of various terms synonymous with 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). attempt to reduce by agreeing to a 2nd request. -proximity Clique. (ditf was not effective for selfish reasons, but worked better for altruistic reasons). Due to social comparison, where people feel the need to act in a socially desirable way, and informational social influence, which is the tendency to take cues from others in ambiguous situations. 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! Benefits both parties and could achieve a common goal 8.1 Understanding Altruism: Self and Other Concerns Witoad of helping other out of concern for their wel bene, sometimes we offer anakutance simply to avoid lookin bod When people are in a situation in which they feel that they have received more 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 an influence process generated when act of leading (influencing) are combined with acts of following (deferring) as individuals work together to attain mutual goals, exerted by persons appointed or elected to positions of formal authority in organizations, exerted by persons who become influential due to special skills or their ability to meet the needs of others, occurs when leaders at lower levels influence those at higher levels to create change, means that leadership is constructed and produced in social and relational interactions among people acting in context, involves individuals negotiating identities as leaders and followers, refers to actions people take to assert their identity as a leader or follower, refers to actions people take to bestow an identity of a leader or follower onto another person, the extend to which individuals choose to assume leadership training, roles and responsibilities, our beliefs or understanding about the attributes associated with leaders and leadership, a process through which individuals choose how they will engage with leaders to co-produce leadership and its outcomes - the capacity or willingness to follow a leader, refers to the tendency to attribute organizational outcomes (both good and bad) to the acts and doings of leaders, followers that view their roles in the classic sense following passive, deferential, and obedient to authority, followers that view their role as expressing opinions, taking initiative, and constructively questioning and challenging leaders, defined as the beliefs followers hold about the way they should engage and interact with leaders to meet the needs of the work unit, the extend to which one accepts that power in institutions and organizations is distributed unequally, reflects the belief that followers should act in ways that are helpful, useful, and productive to leadership outcomes - partner with leaders to achieve goals, preconceived notions about prototypical followership behaviors and characteristics, conformity, insubordination, incompetence, leaders have differentiated relationships with followers - managers have high quality LMX relationships with some subordinates and low quality LMX with others, the suited of manager-subordinate relationship quality, describes how relationships initiate and develop through processes of exchange and reciprocity - helps explain the social dynamics behind relationship building, says that when one party does something for another, that party is indebted to the other until the obligation is repaid, three components of the norm of reciprocity, the extend to which the amount given back is roughly the same as what was received, refers to the time span of reciprocity - how quickly the repayment is made, based on the belief in the intention and ability of the other to repay, refers to our ability to violate norms with others based on whether we have enough "credits" to cover the violation, represents views of leadership not as a property of individuals and their behaviors but as a social phenomenon constructed in interaction, sees leadership as a group phenomenon that is distributed among individuals, occurs hen leadership is divided so that no one person has unilateral power to lead, a dynamic, interactive influence process among team members working to achieve goals. nature approach Including monetary incentives along with a mail, giving candy to customers with their bills increases tips, because it increases your perceived friendliness. 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. High scores represent favorable values. WebThe norm of reciprocity requires that we repay in kind what another has done for us. 2 florida 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. 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 norm of reciprocity social exchange theory the empathy-altruism model kin. WebThe norm of reciprocity suggests that we should repay, in kind, what another person has provided us Common greetings ("hows re you today?") 2. hierarchal authority 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." communication skills. second independent variable was size of dining party. changing one's behavior at the command of an authority figure. the voluntary trade of tangible or intangible benefits. Webgroup. xy+3zx+5y+2z2x+4y+5z=4=3=8. d) A P-value of 0.010.010.01 means we should definitely reject the null hypothesis. Norm that obligates individuals to return the form of behaviour that they have received from another. What procedures or conditions undermine the effectiveness of the DITF technique? Guilt-based account: Refusing 1st request leads culture This is an example of which sequential persuasion tactic? Psychology questions and answers. exists when pressures to agree are strong enough to stifle critical thinking. (communicator sex: male vs. female) X 2 an ungrateful freeloader. Milgram experiment, T or F? # Ps signing the petition Might a more cooperative learning environment improve academic performance and intergroup relations in integrated settings? giving of something as a free gift, actually reduces its valuability. 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. What is the door-in-the-face (DITF) technique and how does it make use of reciprocal concessions? Reciprocity Norm and Social-Responsibility Norm Flashcards includes norms and expectations, usually imposed by society, for the expression of experiences, feelings, and attitudes. Milgram's study with the electric shocks. For instance, Religous tolerance offers a list of variations of the golden rule as expressed in 21 different religions. What is meant by "reciprocal concessions"? 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. True True False Question 2 1 / 1 ptsWhich of the following powers is derived from relations with powerful others? the name-similar character would report a How environment effects communication 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 Webnorm of reciprocity assumption that if someone does something for a person, that person should do something for the other in return. a group is characterized by high levels of interaction and by strong feelings of attachment and mutual dependency. Webreciprocity norm. _____refers to the process by which evolution selects genes that cause individuals to provide benefits to their relatives. trying to get someone to comply by acting nice or doing favors for him or her in advance. If so, how much? Most influence agents, however, attempt to engage the liking principle by getting their targets to like them before making a request. 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. Chapter 8 ). Tit-for-tat strategy; serve to balance inputs & outcomes supported the helping hypothesis, that individuals see it more as helping than bargaining for the ditf. Asking for a smaller request first, then after they agree you ask for a larger request. 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. treating people differently because of prejudice toward the social group to which they belong. What psychological principle did the results of Asch's experiment support?
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the norm of reciprocity quizlet