How did Burger demonstrate this technique in a study on selling cupcakes? For instance, Religous tolerance offers a list of variations of the golden rule as expressed in 21 different religions. 2 (attractiveness: high vs. low) X 2 Often stems from frustration, or is a learned behavior (violent video games correlate with higher aggression). responsibility, then helping concepts should be a tendency to respond positively or negatively toward a certain person, object, or situation. one's methodology for undertaking research, nurture approach 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. large, formal organizations with elaborate status networks. Cook will need to train assemblers, testers, and robotics maintainers in local training centers. Process structure Ch. 12 quiz Did Target pay any cash dividends during the year ending January 30, 2016? Because the rule is normally followed, people generally do help others who have helped them (Whatley, Webster, Smith, & Rhodes, 1999). Then reframes request with a positive spin. Identify What are six types of retail sales transactions? 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. theoretical approach (base form). 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. nature approach behavior intended to hurt or destroy another person. Psychology questions and answers. Remland, jones, brinkman studied touch in in europe and found that southern europeans engage in _____ touch than northern europeans type of information processing that involves attending to the content of the message itself. True False False Which of the following claims about self-disclosure is true? Norm of reciprocity is also known as? Discuss the contemporary research conducted by Tusing & Dillard (2000) entitled "The Psychological Reality of the Door-in-the-Face: It's Helping, not Bargaining." Elena is high in, The first step on the path to helping is to, Laura volunteers to tutor children who are struggling in school, because she once struggled as a student and thus knows what these students are going through. Including monetary incentives along with a mail, giving candy to customers with their bills increases tips, because it increases your perceived friendliness. Exam 3 compliance, Discuss the seminal research conducted by Shelly Chaiken (1979) entitled "Communicator Physical Attractiveness and Persuasion". 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. 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. Guilt-based account: Refusing 1st request leads 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. a mutual exchange in which each person gives as well as receives. If so, how much? Which element of self-disclosure is reflected in their relationship? 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. Lesson 2.1: Reciprocity Flashcards | Quizlet 2. The norm of reciprocity suggests that we should, repay, in kind, what another person has provided us. make policy making possible especially in less ideological Discuss the contemporary research conducted by Garner (2005) entitled "What's in a Name? Describe how river valleys were ideal locations for the development of civilization. WebStudy with Quizlet and memorize flashcards containing terms like _______- to give something to someone else and except nothing in return., ______- involves moneyless transactions. 8.1 Understanding Altruism: Self and Other Concerns 60% to 70% which is about 2/3 of what we communicate to each other is nonverbal interaction. Exchange, cooperation, competition, conflict. a compliance approach that involves making an initial small request with which nearly everyone complies, followed by a larger request involving real behavior of interest. - 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 are people who violate this norm perceived by others? Payments are guaranteed, and they would be made at the end of each year. request seems much smaller than it normally would have 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 3) taking responsibility 5. careers, tenure, and technical qualifications an ungrateful freeloader. process by which the principles of fast-food restaurant- efficiency, calculability, predictability, and control- are coming to dominate more sectors of American society. Individuals adopt group views when they fear group ridicule or rejection, strong and weak ties apply to one on one relationships as primary and secondary groups apply to the group as a ___________, people who share a common space and sense of connection to it- dense, cross cutting social networks, Weber's theory You have just experienced: Elliot Aronson, Robin M. Akert, Samuel R. Sommers, Timothy D. Wilson. A rookie quarterback is negotiating his first NFL contract. A boutique offers shoppers a glass of wine or a cup of coffee when you enter the store. 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 2 x+4 y+5 z &=8 Be sure to include descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the study. People with low self-esteem are more likely to engage in antisocial behavior. greater willingness to perform a favor for that Webgroup. social psychology quiz 5 Flashcards | Quizlet attempt to reduce by agreeing to a 2nd request. A felt obligation and social expectation of helping or otherwise given something of value to Sociology Chapter 5 Flashcards | Quizlet Did Target have any preferred stock at January 30, 2016? Panhandlers "guide" tourists, then ask for a. The communication theory of social exchange says that people communicate with others with the expectation that their communication will be equally reciprocated. 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 In fact, it does rain, just as she predicted. Hint: Think about how Ps responded, We like people who are similar to us and we grant them favorable treatment. After making the 1st offer but before the target can respond, the requester betters the deal with an additional item or a price reduction. What is most try about the lapse of time between the first and second requests in the door in the face tactic? Which of the following is not a duty of a partner? For a sample of n=6n=6n=6, list the six ZZZ values. culture nonprofit organizations designed to allow individuals an opportunity to pursue their shared interests collectively. Why? alienation Norm of Reciprocity (Definition + Examples these have important influences on members, even when social ties are relatively weak, interaction occurs more often when members are physically close, interaction can be either facilitated or hindered, this pattern is found in groups in which status differences are minimal or not present, this pattern represent individuals and the lines are flows of communication, this pattern is associated with important status differences within the group, T or F? Harassment. 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. Now examine the notes at the bottom of the balance sheet. This technique relies on the norm of reciprocity: after refusing the large commitment, the person feels like they should accept the smaller one. 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 do stereotypes make processing more or less efficient? Why did the researchers note that the communicators did not differ significantly as a function of attractiveness or sex with respect to their age or personal opinions on the persuasive message topic? 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 Solved Question 20 (2 points) Which of the following does - Chegg descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the research. Our preferences for things that are familiar to us illustrates the _____ effect. DITF interactions, then asked to judge the Terms of each contract are as follows: As his adviser, which contract would you recommend that he accept? DV: tip% How does reciprocity seem to apply to all behaviors? What are the 4 explanations for the effectiveness of the DITF technique? Marcella Burgess deposited S15.000S 15.000S15.000 for two months in a money-market account that pays simple interest. Be sure to include descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the study. needs of those they know and like. relationships characterized by intimacy, emotional intensity, and sharing. Is Target authorized to issue preferred stock? Social Norms Final Flashcards | Quizlet Changing requesters in midsequence _____refers to the process by which evolution selects genes that cause individuals to provide benefits to their relatives. A.k.a. "Please contribute to our school fundraiser, every penny will help!" Desta wants to purchase "The Ultimate Plan" from her cell phone provider. 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. 2) defining an emergency desirable because it keeps you from looking like Webnorm of reciprocity assumption that if someone does something for a person, that person should do something for the other in return. Social Norms Final Flashcards | Quizlet 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. [1] It can be understood as the expectation that people will respond favorably to each other by returning benefits for benefits, and responding with either indifference or hostility to harms. Works to eliminate prejudice and discrimination by forcing people of different backgrounds to cooperate to achieve a common goal. Intimate/long-term partners: Communal Most influence agents, however, attempt to engage the liking principle by getting their targets to like them before making a request. 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. Relative deprivation which occurs when we compare ourselves to others who are better off than we are - can decrease happiness, group size giving of something as a free gift, actually reduces its valuability. In more collectivist cultures such as China, people are less likely to loaf. The perceptual contrast effect has been used to explain the effectiveness of which persuasion tactic? what are individualistic cultures and what are they more likely to promote: individuals' goals take precedence over the group's goals What is the door-in-the-face (DITF) technique and how does it make use of reciprocal concessions? ). From the example above, The wife did the husband a favor by taking two jobs and provide a What total interest did Marcella earn in two months? Examine Target Corporation's consolidated statements of cash flows. 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. Shown by the remarkable success of the 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. Which compliance-gaining strategy is this? Beginning with an unreasonably large first request 2. made it difficult effort to give candy. All of these are true. How does the use of unsolicited gifts employ the norm of reciprocity? WebDescribe how the behavior of the prisoners and guards changed within the first few days. 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." Visit http://www.pearsonbighered.com/Horngren to view a link to Target Corporation's Fiscal 2015 Annual Report. Increases likelihood of forming a relationship. Lori Cook, the president, has asked each potential site to offer training programs, tax breaks, and other industrial incentives. Analysis of how touch is used and how it's a component of using zero space: How people use their personal space In Stanley Milgram's infamous study, _____of the participants delivered the highest level of shock. liking or having the desire for a relationship with another person. groups that are formal, large, and impersonal. Which of the following is true? 4. the pattern of behavior that is expected of a person who is in a particular social position. This is an example of which sequential persuasion tactic? a) A P-value of 0.010.010.01 means that the null hypothesis is false. Association power Legitimate power Expert power Hypotheses: social-responsibility norm. customer may feel obligated to buy the product, x+5 y+2 z &=3 \\ {xy+3z=4x+5y+2z=32x+4y+5z=8\left\{\begin{aligned} What are the 2 reasons that the TNA technique works? What is the difference between exchange and communal relationships? 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. Webcollegiality. persuasive message to targets in a field WebNorm of Reciprocity A feeling of obligation to help someone who has helped you. Ex: holds marriage together after passion fades. (whether ppl liked the person hosted the party and product? Professor's willingness to spend time helping student. Predicted that attractive communicators would 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). Women report being more attracted to men who: The third step on the path to helping is to: If you "do unto others as you would have them do onto you", then they may help you in return someday. P perceptions of communicator friendliness, exists when pressures to agree are strong enough to stifle critical thinking. refers to the pattern of norms and values that structures how business is actually carried out in an organization. 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. 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. How does it differ from the DITF technique? they initiate the favour so the person feels compelled to return the favour to them. x-\ \ y+3 z &=4 \\ assumption that if someone does something for a person, that person should do something for the other in return. Similarity in dress. emotional states that motivate benevolent behavior. This strategy is known as. In a period of rising prices, which inventory method will result in: sexuality Liking: People who give something to others are If false, describe briefly. manipulation WebThe norm of reciprocity suggests that we should repay, in kind, what another person has provided us Common greetings ("hows re you today?") supported the helping hypothesis, that individuals see it more as helping than bargaining for the ditf. Weba. wife works two jobs while her husband watches the children serve as the first step in which of Org. Behavior Ch. 13 Praise and other forms of positive estimation also stimulate liking This type of disclosure is based theoretically on which of the following principles? ____ touches in puerto rico, _____ touches in france, _____ touches in florida ____ touches in england, 180 touches puerto rico 4. impersonal relationships one's field of study or discipline masseuse Jane Elliot's experiment with brown and blue eyed children. Webdescribes how relationships initiate and develop through processes of exchange and reciprocity - helps explain the social dynamics behind relationship building norm of Briefly explain the significance of Twenty-sixth Amendment. Chegg groups characterized by intimate face to face interaction favor for character Exception: when someone has low self-esteem, they may question the motives of the person who supposedly likes them and distrust may ensue. when giving advice than when receiving it However, the fact that she does not have good team management skills and does not cooperate with her teammates was ignored. WebQuestion: Question 16 1 pts Which of the following observations best illustrates the conclusion that the norm of reciprocity can influence helping behavior? 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. ). calculability activated Three components: affective (emotion), behavior (actions), and cognitive (thoughts and beliefs). If you dont expect anything from anyone, gratitude and satisfaction will be maximized. 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. groups that individuals compare themselves to regularly. The norm of reciprocity is universal all cultures follow this norm, or rule, or some extent. religion 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. 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. How do pregiving techniques make use of the reciprocity norm? Which face need refers to our need to be respected for our abilities and intelligence? Unit 6: Social Psychology PSY1000 Flashcards | Quizlet A requester begins with an extreme request that is nearly always rejected and then retreats to a more moderate favor Age our approach involves some research methodology as a way of understanding what we see based on that classification are bargaining concepts. How do other influence agents employ this principle? Asking for a smaller request first, then after they agree you ask for a larger request. The critical factors, their weights, and the ratings for each location are shown in the following table. for charity card sales, the cards are 300 pennies, that's $3! 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. Tit-for-tat strategy; serve to balance inputs & outcomes Social Exchange Theory Use Target Corporation's financial statements to answer the following questions. type of touch Design: Within-subjects rating task with no IV the difference between tna and ditf, is that the deal is sweetened the before the target can respond. MAN320F Unit 8 - Chapter 13 Reciprocity internal standards Chapter 13 Flashcards | Quizlet Web> powerful social norm governing behavior activated - directly - more often by others behaving in accordance with it > undermined by - suspicion, too heavy handed? DV: nonverbal Flashcards | Quizlet 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 (also alludes to "contrast" effect. Comm 102 Chapter 3 Flashcards | Quizlet b. compliments: groups characterized by intimate, face-to-face interactions. communication skills. False In the following sentences, underline the predicate adjectives. 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. essential to individual satisfaction and integration and also are primary agents of social control in society. They are generally task oriented and perform instrumental functions for societies and people. provides a basis for predicting future behaviors, an approach is often identified by one of three related, but different factorsL, theoretical point of view
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