No, because her behaviors did not cause the prediction to come true. process by which the principles of fast-food restaurant- efficiency, calculability, predictability, and control- are coming to dominate more sectors of American society. physical or geographical nearness. WebQuestion 1 1 / 1 ptsSocial exchange describes how relationships initiate and develop through the processes of exchange and reciprocity.Correct! The obligation to make a concession to someone 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. True True False Question 2 1 / 1 ptsWhich of the following powers is derived from relations with powerful others? 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. degree of liking/disliking two special characteristics. Marcella Burgess deposited S15.000S 15.000S15.000 for two months in a money-market account that pays simple interest. Blood donations Which compliance-gaining strategy is this? compliance, Discuss the seminal research conducted by Shelly Chaiken (1979) entitled "Communicator Physical Attractiveness and Persuasion". theoretical approach greater willingness to perform a favor for that Multiple Choice persuasion silent authority upward appeal exchange Show transcribed image text Expert Answer 1st step All steps Final answer Step 1/1 The correct answer of this MC View the full answer Final answer Transcribed image text: Reciprocity is the idea that we give back what we have been given. -communication patters 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. ). (f) the lowest gross profit? 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. WebA) indicates that the important points should be made early. "Mirror and match" technique make policy making possible especially in less ideological Race x-\ \ y+3 z &=4 \\ Asking for a smaller request first, then after they agree you ask for a larger request. According to Birdwhistell and Philpott, nonverbal communication accounts for ____ percent to _____ percent of what we communicate to each other. Attitudes are formed through direct instruction, modeling, and other social influences on learning. How does similarity relate to compliance? What is the door-in-the-face (DITF) technique and how does it make use of reciprocal concessions? 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? Hypotheses: 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. Social penetration theory uses the metaphor of an onion to illustrate how self-disclosure develops over time in a relationship. Explain for us why corn can grow so tall in this particular climate. sets of assumptions about how different types of people, personality traits and actions are related to each other. groups characterized by intimate face to face interaction control. it can also the way they look at waiters performance more kindly. If you dont expect anything from anyone, gratitude and satisfaction will be maximized. offer before a better 2nd offer is provided. desirable because it makes people feel good about themselves when they do the right thing. The communication theory of social exchange says that people communicate with others with the expectation that their communication will be equally reciprocated. Might a more cooperative learning environment improve academic performance and intergroup relations in integrated settings? More attention to other's needs Be sure to include descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the research. In order words, people are obligated to repay people who have done something for us or given something to us. According to the textbook, which of the following statements about people with low self-esteem is NOT true? "Please contribute to our school fundraiser, every penny will help!" Why? Impression management: Repaying favors is Shown by the remarkable success of the the assignment of a person one has just met to a category based on characteristics the new person has in common with other people with whom one has had experience in the past. Example: jury, the tendency for the presence of other people to have a positive impact on the performance of an easy task, the tendency for the presence of other people to have a negative impact on the performance of a difficult task. 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. 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. Using a requester who has low credibility Benefits both parties and could achieve a common goal 5. careers, tenure, and technical qualifications people see more variability of habit and opinion among members of the ingroup than they do among members of the outgroup. _____ groups are large, formal, and impersonal. 1. exchange 3) taking responsibility Guilt-based account: Refusing 1st request leads 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. 4. Which of the following is true? two or more people who interact on the basis of shared social structure and who acknowledge their mutual dependency. How far from the end of the timeline does writing human history begin? perceived as kind and good changing one's behavior to match that of other people. In a period of rising prices, which inventory method will result in: taking pride in the accomplishments of other people in one's group, such as when sports fans identify with a winning team. 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. Use Target Corporation's financial statements to answer the following questions. DV: tip% a special type of complex organization characterized by explicit rules and hierarchical authority structure, all designed to maximize efficiency. a small,exclusive group that restricts who can join. 1. 2. 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 people who take particularly strong pride in their group affiliations are more prone to in-group favoritism when placed in minimal group situation. He has been offered three possible 4-year contracts. Changing requesters in midsequence Increases likelihood of forming a relationship. What is accurate about sequential strategies? 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 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, What were Thorndike's observations leading to the law of effect? Desta wants to purchase "The Ultimate Plan" from her cell phone provider. 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 large, formal organizations with elaborate status networks. Age A) Reproduction is more costly to men than to women. WebStudy with Quizlet and memorize flashcards containing terms like Norm of reciprocity, Free gift technique, Liking explanation and more. Initial larger request (2 yr. commitment) followed by chaperon request to Chaperon juvenile delinquents for a day at the zoo, increase compliance to 50%. exchange How are people who violate this norm perceived by others? austria england belgium germany, aas a persuader than persuade 2. 5. People with low self-esteem are more likely to engage in antisocial behavior. 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. a. # Ps signing the petition Including monetary incentives along with a mail, giving candy to customers with their bills increases tips, because it increases your perceived friendliness. goal is to maximize efficiency. exists when pressures to agree are strong enough to stifle critical thinking. Analysis of how touch is used and how it's a component of using zero space: How people use their personal space Both chambers. descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the research. the voluntary trade of tangible or intangible benefits. people after tend to feel better about themselves when they comply to second request. 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 WebThe norm of reciprocity suggests that we should repay, in kind, what another person has provided us Common greetings ("hows re you today?") are bargaining concepts. countries of low touch: more touch than northern europeans No obligation to meet other's needs one's field of study or discipline when giving advice than when receiving it Which compliance gaining strategy is this? She earned 3.47%3.47 \%3.47% annual interest for the second month. The critical factors, their weights, and the ratings for each location are shown in the following table. Those who cooperate toward the achievement of a common goal are more favorable and helpful to each other as a consequence. one's methodology for undertaking research, nurture approach https://quizlet.com/270322173/comm-102-chapter-3-flash-cards How did Burger demonstrate this technique in a study on selling cupcakes? we learn our nonverbal communication norms from sources that nurture our communication, developed by darwin 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. Works to eliminate prejudice and discrimination by forcing people of different backgrounds to cooperate to achieve a common goal. Remland, jones, brinkman studied touch in in europe and found that southern europeans engage in _____ touch than northern europeans How did Strohmetz et al. Freud believed in to be instinctual. Milgram's study with the electric shocks. 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. cooperation: 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. a stereotype can be positive or negative, true or false. 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 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? Pick the correct answer and explanation. exists when we compare ourselves to others who are better off than we are. (whether ppl liked the person hosted the party and product? relevant to the interaction than helping concepts. Can influence a person's behavior. *understand*. A.k.a. What psychological principle did the results of Asch's experiment support? Payments are guaranteed, and they would be made at the end of each year. Ex: holds marriage together after passion fades. persuasive message to targets in a field Describe how river valleys were ideal locations for the development of civilization. activated desirable because it keeps you from looking like Weba. WebNorm of Reciprocity A feeling of obligation to help someone who has helped you. 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. True False False Which of the following claims about self-disclosure is true? 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 WebStudy with Quizlet and memorize flashcards containing terms like _______- to give something to someone else and except nothing in return., ______- involves moneyless transactions. made it difficult effort to give candy. b. The _____predicts that, when people are kind to us, we will return their kindness. 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 False communication skills. verbal code is quite ____ about what it represents, meaning it is more ______ or ______, whereas nonverbal comm is more ______, meaning more ____ or ______. Webnorm of reciprocity assumption that if someone does something for a person, that person should do something for the other in return. How does it differ from the DITF technique? culture knowledgeability, and attractiveness 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. a group is characterized by high levels of interaction and by strong 2. cooperation Example: we assume that quiet people are also shy. 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. Webreciprocity norm. 1. its members the norm of reciprocity social exchange theory the empathy-altruism model kin. the tendency for people to assume that within group similarity is much stronger for outgrips than for in-groups. the greater number of ties, the greater an individuals centrality, relationships characterized by intimacy, emotional intensity, and sharing, relationships characterized by low intensity and lack of intimacy, are nonprofit organizations designed to allow individuals an opportunity to pursue their shared interests collectively, large, formal organizations with elaborate status networks the last effort (going around the table to give candy). Sex It is 183618361836, and the Mexicans had control of the land now called Texas. Design: Within-subjects rating task with no IV 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 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. #1 & familiar for #2) \end{aligned}\right. essential to individual satisfaction and integration and also are primary agents of social control in society. asking for a large commitment, being refused, and asking for a smaller one. what are individualistic cultures and what are they more likely to promote: individuals' goals take precedence over the group's goals relationships characterized by low intensity and lack of intimacy. Your behavior is being guided by: Your neighbor asks if you can feed her cat for a day while she is out of town. 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 Expert power Referent power Correct! Terms of each contract are as follows: As his adviser, which contract would you recommend that he accept? You have just experienced: Elliot Aronson, Robin M. Akert, Samuel R. Sommers, Timothy D. Wilson. 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. However, if DITF is defined in concepts of social How does reciprocity seem to apply to all behaviors? 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. Then reframes request with a positive spin. 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. Contrast effects: In contrast to the original deal, the revised deal may seem much better than it would have without the comparison. In the following sentences, underline the predicate adjectives. Three components: affective (emotion), behavior (actions), and cognitive (thoughts and beliefs). type of touch Webcollegiality. DV: P judgment of relevance of helping and Internalized social norm: Repaying favors is Organization intimacy and commitment. 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 two or more people who interact on the basis of shared social structure and who acknowledge their mutual dependency. Hiroshi is nice to potential customers in order to get them to buy his wares. "colors" how we see the event and may even determine whether we can see the event at all perhaps it increases their mood do stereotypes make processing more or less efficient? 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. responsibility, then helping concepts should be 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 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. Helps draws boundaries even in highly polarized enviornments. the influence of the other people that comes from the desire to avoid their disapproval and other sanctions (ridicule, barbs, ostracism). What is the difference between exchange and communal relationships? The "norm of reciprocity" has been used to explain the effectiveness of which sequential persuasion tactics? Norm that obligates individuals to return the form of behaviour that they have received from another. Web> powerful social norm governing behavior activated - directly - more often by others behaving in accordance with it > undermined by - suspicion, too heavy handed? reject-then-retreat technique 3. rules and regulations If reciprocal concessions best captures DITF, then bargaining concepts should be judged as more Two doors in the face is better than one. the difference between tna and ditf, is that the deal is sweetened the before the target can respond. Both chambers.