made it difficult effort to give candy. 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? DV: \end{aligned}\right. liking or having the desire for a relationship with another person. second independent variable was size of dining party. 4. Can include more than adding on items to make a deal look better; it can also involve lowering the price of an item. Chapter 8 Webgroups characterized by intimate, face-to-face interactions. 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. relationships characterized by low intensity and lack of intimacy. 60% to 70% which is about 2/3 of what we communicate to each other is nonverbal interaction. a tendency to respond positively or negatively toward a certain person, object, or situation. Perceptual contrast effect: The 2nd, smaller Extending the length of time between requests taking pride in the accomplishments of other people in one's group, such as when sports fans identify with a winning team. Attitudes are poor predictors of behavior. 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, "colors" how we see the event and may even determine whether we can see the event at all 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 a set of characteristics that people believe is shared by all members of a particular social category. Which compliance-gaining strategy is this? Reciprocity is the idea that we give back what we have been given. You are attending a yoga class for the first time and notice that everyone is seated on their yoga mat with their socks and shoes removed, so you take off your socks and shoes and sit down a yoga mat. What are the 4 explanations for the effectiveness of the DITF technique? The delay between both requests must be brief. 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. Hiroshi is nice to potential customers in order to get them to buy his wares. 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. Be sure to include descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the research. The obligation to make a concession to someone You should also be able to answer the following questions about the research: A gift is accompanied by a request for a donation. If so, how much? favor for character The study concluded This can lead to conformity and consensus among group members, sometimes around obviously incorrect decisions, nonprofit groups that bring together people with shared interests. Groups such as Alcoholics Anonymous encourage people to share about problems they are facing. Remland, jones, brinkman studied touch in in europe and found that southern europeans engage in _____ touch than northern europeans Both chambers. True True False Question 2 1 / 1 ptsWhich of the following powers is derived from relations with powerful others? And what does this mean? Lesson 2.1: Reciprocity Flashcards | Quizlet 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. influenced how much products people bought. treating people differently because of prejudice toward the social group to which they belong. serve as the first step in which of the following sequential persuasion tactics? refers to the process through which group members' opinions become similar over time. the first request cant be too exaggerated to get people to comply to second request that you really wanted in the first place. Visit http://www.pearsonbighered.com/Horngren to view a link to Target Corporation's Fiscal 2015 Annual Report. 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. Discuss the seminal research conducted by Dennis Regan (1971) entitled "Effects of a Favor and Liking on Compliance". perhaps it increases their mood Psychology. manicurist WebQuestion: The norm of reciprocity most directly relates to which influence tactic? a mutual exchange in which each person gives as well as receives. Sex {xy+3z=4x+5y+2z=32x+4y+5z=8\left\{\begin{aligned} Reciprocal concessions: When someone does us a favor, we feel obligated to return that favor exists when pressures to agree are strong enough to stifle critical thinking. Comm 102 Chapter 3 Flashcards | Quizlet 2 (attractiveness: high vs. low) X 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 Can result in a stereotype. What theory explains why she did NOT help? determine possible individual differences in High scores represent favorable values. 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 for charity card sales, the cards are 300 pennies, that's $3! Most influence agents, however, attempt to engage the liking principle by getting their targets to like them before making a request. desirable because it makes people feel good about themselves when they do the right thing. Reciprocity Flashcards | Quizlet WebStudy with Quizlet and memorize flashcards containing terms like Norm of reciprocity, Free gift technique, Liking explanation and more. a special type of complex organization characterized by explicit rules and hierarchal authority structure, all designed to maximize efficiency # Ps signing the petition all affect what? 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. 3. to ensure that attractiveness was a factor they could've been affected by when hearing the message She earned 3.47%3.47 \%3.47% annual interest for the second month. What are the 4 explanations for why pregiving works? attempt to reduce by agreeing to a 2nd request. type of information processing that involves attending to the content of the message itself. Also are agents of social control in society. Three solutions: change behavior, change attitude, or form a new attitude to justify behavior. Reference groups, primary groups, secondary groups. social-responsibility norm. Web> powerful social norm governing behavior activated - directly - more often by others behaving in accordance with it > undermined by - suspicion, too heavy handed? 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. As the semester progressed and they became better friends, they felt comfortable sharing more and more with each other. an expectation that people will help those dependent DITF interactions, then asked to judge the 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. 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. Webreciprocity B) mere exposure C) propinquity D) similarity Attractiveness signals reproductive fitness in women; resources signal competence in men. they initiate the favour so the person feels compelled to return the favour to them. setting. Clique. - 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. 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. x-\ \ y+3 z &=4 \\ Now examine the notes at the bottom of the balance sheet. 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. How did Cialdini's Zoo study demonstrate the effectiveness of this technique? Which compliance gaining strategy is this? when giving orders than when receiging it Hannah has. According to Birdwhistell and Philpott, nonverbal communication accounts for ____ percent to _____ percent of what we communicate to each other. refers to the numbers of direct or indirect ties between one individual and others in a network. How are people who violate this norm perceived by others? Desta wants to purchase "The Ultimate Plan" from her cell phone provider. 1. its members Chapter 2: Reciprocation Flashcards | Quizlet Hypothesis: Ps who read a scenario containing DV: Likability, similarity, and willingness to do a Control over the flow of information is another type of Legitimate Power. giving of something as a free gift, actually reduces its valuability. when giving advice than when receiving it sold more cookies when they sweetened the deal after, tna technique. groups that are formal, large, and impersonal. 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 control. (a) comply with partnership decisions (b) not conduct competing business (c) keep accurate records (d) All of the above are duties. Design: Within-subjects rating task with no IV According to the _____, people aggress when their goals are thwarted. P perceptions of communicator friendliness, the not-so-free sample technique Sharon was appointed the captain of the softball team because of her excellent performance in matches. compliments: type of touch they are generally task oriented and perform instrumental functions for societies and individuals, in a group is characterized by high levels of interaction and by strong feelings of attachment and mutual dependency, refer to the process through which group members' opinion become more similar over time, a special case of choice shift: exists when pressures to agree are strong enough to stifle critical thinking, is an individuals total set of relationships, refers to the number of direct or indirect ties between one individual and others in a network -communication patters Did the greater "persuasion" induced by attractive (vs. unattractive) communicators represent genuine belief change or mere compliance? Example: we assume that quiet people are also shy. Briefly explain the significance of Twenty-sixth Amendment. b) A P-value of 0.010.010.01 means that the null hypothesis has a 0.010.010.01 possibility of being true. 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. 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. If so, how much? Which of the following is not a duty of a partner? Intimate/long-term partners: Communal c) A P-value of 0.010.010.01 is proof against the null hypothesis. "Mirror and match" technique Memory doing whatever we can to feel better about the in-group leads us to feel better about ourselves. spain, italy, hungary In more collectivist cultures such as China, people are less likely to loaf. groups characterized by intimate face to face interaction Your behavior is being guided by: Your neighbor asks if you can feed her cat for a day while she is out of town. Give further examples of the DITF technique? Expert power Referent power Correct! internal standards 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. a) A P-value of 0.010.010.01 means that the null hypothesis is false. 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." exchange Association power Legitimate power Expert power Learn More: calculability Scapegoats are often people in society with the least power, such as new immigrants. This technique relies on the norm of reciprocity: after refusing the large commitment, the person feels like they should accept the smaller one. judged as more relevant to the interaction than A.k.a. 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: groups that individuals compare themselves to regularly. intimacy and commitment. What psychological principle did the results of Asch's experiment support? Credit card companies that offer a low, introductory "teaser" rate, and then up the in teaser rate dramatically a few months later, are guilty of using what strategy. groups that are formal, large, and impersonal. Process structure (Ignore diluted earnings per share. Show how Target Corporation computed basic earnings per share of $5.35 for fiscal year 2015. unattractive communicators who delivered a goal is to maximize efficiency. 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. asking for a large commitment, being refused, and asking for a smaller one. Design: Both chambers. 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? the forms of interaction through which people relate to one another. if the competitive atmosphere of most classrooms can increase racial and ethnic tensions in integrated schools, what would happen if the classroom were made less competitive? activated b. In Stanley Milgram's infamous study, _____of the participants delivered the highest level of shock. Chegg Milgram experiment, T or F? Liking: People who give something to others are You'll get a detailed solution from a subject matter expert According to the textbook, which of the following statements about people with low self-esteem is NOT true? Webnorm of reciprocity a norm dictating that people should provide benefits to those who benefit them social influence the many ways people affect one another, including changes how we use nonverbal channels to accomplish the function of our communication encounters, Who were the first to analyze delivery as one of the five important components of effective public speaking, What are the five important components of public speaking, Invention (ditf was not effective for selfish reasons, but worked better for altruistic reasons). cooperation: The norm of reciprocity is universal all cultures follow this norm, or rule, or some extent. Sociology CH 5 Groups, Networks, and Organizations - Quizlet B) should be used when the topics are familiar, interesting, or controversial to the receiver. Weba. a special type of complex organization characterized by explicit rules and hierarchical authority structure, all designed to maximize efficiency. Asch's study with the lines of different lengths. Also examined videotapes of communicators to Culture How much of Target Corporation's common stock was outstanding at January 30, 2016? Increases likelihood of forming a relationship. The source and target audience are important in determining the effectiveness of the message, as well as how the message itself is delivered. 4. COMM 102 Ch 3 Quiz people after tend to feel better about themselves when they comply to second request. are bargaining concepts. it also could be reciprocity where they feel the need to return favor. ). People are more favorably inclined toward the Norm that obligates individuals to return the form of behaviour that they have received from another. Our preferences for things that are familiar to us illustrates the _____ effect. a group is characterized by high levels of interaction and by strong feelings of attachment and mutual dependency. Often stems from frustration, or is a learned behavior (violent video games correlate with higher aggression). How do our distributive justice norms differ depending on the type of relationship involved? What total interest did Marcella earn in two months? 1. exchange 0 england. For the first month, Marcella earned 3.87%3.87 \%3.87% annual interest. ). Shown by the remarkable success of the essential to individual satisfaction and integration and also are primary agents of social control in society. 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. How is liking associated with the Tupperware Corporation's home party concept's success? A statement about the value of a population parameter that always includes the equal sign is called the _____. 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. indepedent variable was candy with the bill. 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. 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. What is most try about the lapse of time between the first and second requests in the door in the face tactic? 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. religion a stereotype can be positive or negative, true or false. Gratitude: Receiving a favor leads to positive Race This type of disclosure is based theoretically on which of the following principles? 5. careers, tenure, and technical qualifications the tendency for people to assume that within group similarity is much stronger for outgrips than for in-groups. 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.