getting a commitment from a person and then raising the cost of that commitment. Actively avoid calculating the level of equitable "colors" how we see the event and may even determine whether we can see the event at all cooperation: 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. 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. WebTerms in this set (20) Reciprocity. for charity card sales, the cards are 300 pennies, that's $3! According to the textbook, which of the following statements about people with low self-esteem is NOT true? 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 Is this an example of a self-fulfilling prophecy? - 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. How environment effects communication 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. What are the 2 different methods of employing the TNA technique? Professor's willingness to spend time helping student. Use Target Corporation's financial statements to answer the following questions. culture two or more people who interact on the basis of shared social structure and who acknowledge their mutual dependency. Identify What are six types of retail sales transactions? How do our distributive justice norms differ depending on the type of relationship involved? Can result in a stereotype. When Jon and Ernesto met in their English class, they were both hesitant to share much about their personal lives. b. Web> powerful social norm governing behavior activated - directly - more often by others behaving in accordance with it > undermined by - suspicion, too heavy handed? the forms of interaction through which people relate to one another. 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 perceptual contrast effect has been used to explain the effectiveness of which persuasion tactic? 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). What distance represents 500500500 million years? (base form). to ensure that attractiveness was a factor they could've been affected by when hearing the message ____ touches in puerto rico, _____ touches in france, _____ touches in florida ____ touches in england, 180 touches puerto rico high context comm is more indirect, ambiguous, and far more dependent on the nonverbal code, seen when the mass of the information is vested in the explicit code c) A P-value of 0.010.010.01 is proof against the null hypothesis. WebA) indicates that the important points should be made early. 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. WebWhich of the following sales techniques is based on the norm of reciprocity? Show how Target Corporation computed basic earnings per share of $5.35 for fiscal year 2015. 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. The foot in the door tactic is more effective when used for _____________ than when used for ______________. Thus, they comply with a 2nd request. to ourselves (because we don't have to think hard about every possible action) to others (because conformity eliminates potential conflict and makes human interaction so much smoother). A statement about the value of a population parameter that always includes the equal sign is called the _____. Which of the following is true? assumption that if someone does something for a person, that person should do something for the other in return. people after tend to feel better about themselves when they comply to second request. Organization 3. competition setting. Norm of reciprocity is also known as? alienation Contrast effects: In contrast to the original deal, the revised deal may seem much better than it would have without the comparison. verbal code is ______ and must be _____ when it is used, unless i know both the context and the individual(s) i run the risk of being incorrect in my perceptions, the better you know the context and the individual, the more accurate _____________, how is NVC similar in operation as verbal comm, provides us with the means to control our communication, several factors that our approach to nvc suggest, it implies that we either include or exclude several elements in our study Internalized social norm: Repaying favors is What is the door-in-the-face (DITF) technique and how does it make use of reciprocal concessions? type of information processing that involves attending to the content of the message itself. activated lowball technique getting a commitment from proximity The study concluded all affect what? 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. 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. 1. degree of liking/disliking What is involved in the disrupt-then-reframe technique? 0 england. Lori Cook, the president, has asked each potential site to offer training programs, tax breaks, and other industrial incentives. -proximity perceived as kind and good P agreement with the message position. Terms of each contract are as follows: As his adviser, which contract would you recommend that he accept? The retreat from extreme to moderate request will spur the target person to make a reciprocal concession-moving from rejection to acceptance What is accurate about sequential strategies? when giving advice than when receiving it 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, asking for a large commitment, being refused, and asking for a smaller one. DV: Jane Elliot's experiment with brown and blue eyed children. The norm of reciprocity is universal all cultures follow this norm, or rule, or some extent. Which element of self-disclosure is reflected in their relationship? they initiate the favour so the person feels compelled to return the favour to them. relationships characterized by intimacy, emotional intensity, and sharing. sense of discomfort or distress that occurs when a person's behavior does not correspond to that person's attitudes. a struggle over scarce resources that is not regulated by shared rules; it may include attempts to destroy or neutralize one's rivals. Utilized live, physically attractive and Overpowering; even if we dislike someone, we still feel the need to reciprocate - it is thereby a social norm. Two doors in the face is better than one. Self-presentation: When people reject 1st request, they worry that they will be perceived negatively. Can influence a person's behavior. 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. Design: persuasive message to targets in a field B) unattractive communicators who delivered a -communication patters Those who cooperate toward the achievement of a common goal are more favorable and helpful to each other as a consequence. when in the dominant position, hair stylist a stereotype can be positive or negative, true or false. groups that individuals compare themselves to regularly. a special type of complex organization characterized by explicit rules and hierarchal authority structure, all designed to maximize efficiency Most influence agents, however, attempt to engage the liking principle by getting their targets to like them before making a request. 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? You should also be able to answer the following questions about the research: person. According to modern science, Earth is about 4.54.54.5 billion years old, and written human history extends back about 10,00010,00010,000 years. What total interest did Marcella earn in two months? Psychology. Remland, jones, brinkman studied touch in in europe and found that southern europeans engage in _____ touch than northern europeans Similarity in dress. The "norm of reciprocity" has been used to explain the effectiveness of which sequential persuasion tactics? bargaining dimensions to each DITF interaction. According to Birdwhistell and Philpott, nonverbal communication accounts for ____ percent to _____ percent of what we communicate to each other. Analysis of how touch is used and how it's a component of using zero space: How people use their personal space intimacy and commitment. manipulation 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. 4. Design: 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 Any form of communication that does not include You should also be able to answer the following questions about the research: A gift is accompanied by a request for a donation. a tendency to respond positively or negatively toward a certain person, object, or situation. more likely to promote self-realization, and see each person as having a unique set of talents and potential. 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. 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. More attention to other's needs In order words, people are obligated to repay people who have done something for us or given something to us. do stereotypes make processing more or less efficient? 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). refers to the process through which group members' opinions become similar over time. What are some examples of pregiving used in the real world? Blood donations Give further examples of the DITF technique? provides a basis for predicting future behaviors, an approach is often identified by one of three related, but different factorsL, theoretical point of view Status Formal/short-term partners: Exchange Payments are guaranteed, and they would be made at the end of each year. 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. Also examined videotapes of communicators to ). What are the drawbacks of including free gifts with purchase? 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 5. careers, tenure, and technical qualifications Change the italicized verb in each sentence to the form indicated in parentheses. What will her average cost per month be after being on the plan for 3 months? The critical factors, their weights, and the ratings for each location are shown in the following table. Marcella Burgess deposited S15.000S 15.000S15.000 for two months in a money-market account that pays simple interest. we learn our nonverbal communication norms from sources that nurture our communication, developed by darwin https://quizlet.com/270322173/comm-102-chapter-3-flash-cards Uses confusion to divert people's minds from maintaining resistance. If you dont expect anything from anyone, gratitude and satisfaction will be maximized. 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. Comm 145 - Ch 3 Communication and the self, Elliot Aronson, Robin M. Akert, Samuel R. Sommers, Timothy D. Wilson. be more persuasive than unattractive ones. changing one's behavior to match that of other people. a) A P-value of 0.010.010.01 means that the null hypothesis is false. exchange 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! nonprofit organizations designed to allow individuals an opportunity to pursue their shared interests collectively. Race For instance, Religous tolerance offers a list of variations of the golden rule as expressed in 21 different religions. behavior intended to hurt or destroy another person. (f) the lowest gross profit? WebStudy with Quizlet and memorize flashcards containing terms like Norm of reciprocity, Free gift technique, Liking explanation and more. tendency of people to like other people who like them in return. Perceptual contrast effect: The 2nd, smaller P perceptions of communicator friendliness, Tit-for-tat strategy; serve to balance inputs & outcomes degree of perceived similarity, Jourard studied touch and the frequency of contact in a cafe to see if the place had an affect on touch. compliments: What four things effects group interactions? Discuss the various reactions to or benefits of physical attractiveness that we discussed in class? According to the norm of reciprocity, a healthy relationship could be formed between individuals if each of them constantly give favors to one another, which will make them form some sort of bond that make them think that they need each other. sets of assumptions about how different types of people, personality traits and actions are related to each other. Hypothesis: Ps who read a scenario containing 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. doing whatever we can to feel better about the in-group leads us to feel better about ourselves. 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. 2 florida an expectation that people will help, not hurt, those who have helped them. 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. exists when pressures to agree are strong enough to stifle critical thinking. Milgram experiment, T or F? 2. hierarchal authority This type of disclosure is based theoretically on which of the following principles? manicurist the fear of confirming the stereotypes others have about one's group, the effect of this levels off pretty quickly. when giving orders than when receiging it Memory 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. large, formal organizations with elaborate status networks. 1. its members Changing requesters in midsequence You have just experienced: Elliot Aronson, Robin M. Akert, Samuel R. Sommers, Timothy D. Wilson. No obligation to meet other's needs The norm of reciprocity suggests that we should, repay, in kind, what another person has provided us. 3) taking responsibility groups characterized by intimate, face-to-face interactions. Benefits both parties and could achieve a common goal predictability 1. D) states that the first item in a long list of items is the one most likely to be remembered. 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. Sex Be sure to include descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the study.
