the norm of reciprocity quizlet

Visit http://www.pearsonbighered.com/Horngren to view a link to Target Corporation's Fiscal 2015 Annual Report. 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. Tupperware Corporation and their "home party" concept How is liking associated with the Tupperware Corporation's home party concept's success? perceived as kind and good the not-so-free sample technique Sharon was appointed the captain of the softball team because of her excellent performance in matches. Be sure to include descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the research. reject-then-retreat technique The critical factors, their weights, and the ratings for each location are shown in the following table. If so, how much? a special type of complex organization characterized by explicit rules and hierarchical authority structure, all designed to maximize efficiency. 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. Regarding self-disclosure, which of the following statements is true? Pick the correct answer and explanation. How did Davis & Knowles demonstrate this effect? setting. 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 The obligation to make a concession to someone His opportunity cost is 7 percent. From the example above, The wife did the husband a favor by taking two jobs and provide a Webnorm of reciprocity assumption that if someone does something for a person, that person should do something for the other in return. 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? How do other influence agents employ this principle? Design: Clique. 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. Suppose you represent the entire history of Earth with a 100100100-meter-long timeline, with the birth of Earth on one end and today at the other end. type of information processing that involves attending to the content of the message itself. 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). All of these are true. The norm of reciprocity is universal all cultures follow this norm, or rule, or some extent. Hypothesis: Ps who read a scenario containing What is the "that's-not-all"(TNA) technique? knowledgeability, and attractiveness Briefly explain the significance of Twenty-sixth Amendment. 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. Guilt-based account: Refusing 1st request leads According to the textbook, which of the following statements about people with low self-esteem is NOT true? compliance, Discuss the seminal research conducted by Shelly Chaiken (1979) entitled "Communicator Physical Attractiveness and Persuasion". the fear of confirming the stereotypes others have about one's group, the effect of this levels off pretty quickly. bargaining and helping to each interaction. What is involved in the disrupt-then-reframe technique? Our preferences for things that are familiar to us illustrates the _____ effect. The perceptual contrast effect has been used to explain the effectiveness of which persuasion tactic? alienation The "norm of reciprocity" has been used to explain the effectiveness of which sequential persuasion tactics? In the following sentences, underline the predicate adjectives. No obligation to meet other's needs groups that are formal, large, and impersonal. Milgram's shock experiment and Zimbardo's prisoner and guard experiment. Also examined videotapes of communicators to Shown by the remarkable success of the _____refers to the process by which evolution selects genes that cause individuals to provide benefits to their relatives. person. Examine Target Corporation's consolidated statements of cash flows. How does the use of unsolicited gifts employ the norm of reciprocity? -cohesion. What is meant by "reciprocal concessions"? We use the word communicate when a receiver has interpreted a message as having some meaning, the word takes place of something else -- the word represents an abstraction that may not be seen by the receiver, a natural representation of an event or act. nonverbal code is less ______ and is more _____ in nature. Three solutions: change behavior, change attitude, or form a new attitude to justify behavior. Now examine the notes at the bottom of the balance sheet. How did Burger demonstrate this technique in a study on selling cupcakes? functional approach, theoretical approach 5. careers, tenure, and technical qualifications Show how Target Corporation computed basic earnings per share of $5.35 for fiscal year 2015. (ditf was not effective for selfish reasons, but worked better for altruistic reasons). groups that are formal, large, and impersonal. asking for a large commitment, being refused, and asking for a smaller one. Attitudes are formed through direct instruction, modeling, and other social influences on learning. WebQuestion: The norm of reciprocity most directly relates to which influence tactic? The communication theory of social exchange says that people communicate with others with the expectation that their communication will be equally reciprocated. 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. Might a more cooperative learning environment improve academic performance and intergroup relations in integrated settings? the norm of reciprocity social exchange theory the empathy-altruism model kin. judged as more relevant to the interaction than Sex a mutual exchange in which each person gives as well as receives. Freud believed in to be instinctual. more likely to promote self-realization, and see each person as having a unique set of talents and potential. 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). 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. manicurist people see more variability of habit and opinion among members of the ingroup than they do among members of the outgroup. 1. a set of characteristics that people believe is shared by all members of a particular social category. 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. What distance represents 500500500 million years? WebThe reciprocity norm forms the basis of human cooperation and is found in every culture. If you dont expect anything from anyone, gratitude and satisfaction will be maximized. countries of low touch: more touch than northern europeans refers to the process through which group members' opinions become similar over time. ). theoretical approach worked in changing peoples attitude. Persuasion Perhaps." Then reframes request with a positive spin. What is the liking principle, and how does it relate to compliance? Predicted that attractive communicators would https://quizlet.com/270322173/comm-102-chapter-3-flash-cards 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. were more willing to do favor for a name more similar to theirs. WebStudy with Quizlet and memorize flashcards containing terms like Norm of reciprocity, Free gift technique, Liking explanation and more. do stereotypes make processing more or less efficient? 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. 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. 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." groups that individuals compare themselves to regularly. 1. division of labor Use Target Corporation's financial statements to answer the following questions. the pattern of behavior that is expected of a person who is in a particular social position. The experiment was supposed to last 14 days, but it only lasted 6. A rookie quarterback is negotiating his first NFL contract. countries of high touch: The norm of reciprocity suggests that we should, repay, in kind, what another person has provided us. You have just experienced: Elliot Aronson, Robin M. Akert, Samuel R. Sommers, Timothy D. Wilson. A requester begins with an extreme request that is nearly always rejected and then retreats to a more moderate favor Hannah has. when giving orders than when receiging it This technique relies on the norm of reciprocity: after refusing the large commitment, the person feels like they should accept the smaller one. serve as the first step in which of the following sequential persuasion tactics? Initial larger request (2 yr. commitment) followed by chaperon request to Chaperon juvenile delinquents for a day at the zoo, increase compliance to 50%. A felt obligation and social expectation of helping or otherwise given something of value to 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 How did Cialdini's Zoo study demonstrate the effectiveness of this technique? What are the 4 explanations for why pregiving works? WebA) indicates that the important points should be made early. 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. 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. Professor's willingness to spend time helping student. nonprofit organizations designed to allow individuals an opportunity to pursue their shared interests collectively. make policy making possible especially in less ideological Using a requester who has low credibility 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. the expectation that people will return favors and strive to maintain a balance of obligation in social relationships. 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. Design: 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 masseuse a struggle over scarce resources that is regulated by shared rules. Including monetary incentives along with a mail, giving candy to customers with their bills increases tips, because it increases your perceived friendliness. a group is characterized by high levels of interaction and by strong For instance, Religous tolerance offers a list of variations of the golden rule as expressed in 21 different religions. intimacy and commitment. Asch's study with the lines of different lengths. How do pregiving techniques make use of the reciprocity norm? Helps draws boundaries even in highly polarized enviornments. A boutique offers shoppers a glass of wine or a cup of coffee when you enter the store. 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. (f) the lowest gross profit? Reference groups, primary groups, secondary groups. Style Payments are guaranteed, and they would be made at the end of each year. Gender, How the brain processes incoming sensations. 3. You are most likely to receive help when there are ____ witnesses, Infants as young as____ prefer others who are helpful rather than hurtful, Which of the following is the best example of altruism, Jim buys gifts for poor children, because he knows it will make them happy, ____ is the idea that city dwellers learn to cope with the sounds that arise from population density by shutting out these sounds, In a research study using the Good Samaritan parable, Darley and Batson study seminary students to see whether their helping behavior was affected by. referring to the use of cognitive processes in relation to understanding the social world. an expectation that people will help those dependent they aim at the heart, and they are powerful tool for eliciting compliance READ PG 325-328, a negative attitude or affective response toward a group and its individual members, unfair treatment of individuals based on their membership in a particular group, the belief that certain attributes are characteristic of members of a particular group. the influence of the other people that comes from the desire to avoid their disapproval and other sanctions (ridicule, barbs, ostracism). Works to eliminate prejudice and discrimination by forcing people of different backgrounds to cooperate to achieve a common goal. 3. competition 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. Can influence a person's behavior. they initiate the favour so the person feels compelled to return the favour to them. 2 x+4 y+5 z &=8 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. indepedent variable was candy with the bill. 0 england. 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? Relative deprivation which occurs when we compare ourselves to others who are better off than we are - can decrease happiness, group size 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: customer may feel obligated to buy the product, WebIn social psychology, reciprocity is a social norm of responding to a positive action with another positive action, rewarding kind actions. Contrast effects: In contrast to the original deal, the revised deal may seem much better than it would have without the comparison. xy+3zx+5y+2z2x+4y+5z=4=3=8. No, because her behaviors did not cause the prediction to come true. Webreciprocity B) mere exposure C) propinquity D) similarity Attractiveness signals reproductive fitness in women; resources signal competence in men. Terms of each contract are as follows: As his adviser, which contract would you recommend that he accept? 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? In _____love, we experience feelings of euphoria, intimacy, and intense sexual attraction, in _____love, we experience affection, trust, and concern, for a partner's well-being. Race Actively avoid calculating the level of equitable The source and target audience are important in determining the effectiveness of the message, as well as how the message itself is delivered. Comm 145 - Ch 3 Communication and the self, Elliot Aronson, Robin M. Akert, Samuel R. Sommers, Timothy D. Wilson. a small,exclusive group that restricts who can join. Often the basis for a more lasting relationship. sweetened the deal by adding on items, the "colors" how we see the event and may even determine whether we can see the event at all Webgroup. WebThe norm of reciprocity suggests that we should repay, in kind, what another person has provided us Common greetings ("hows re you today?") High scores represent favorable values. more direct, precise, clear, and dependent on the verbal code for message transmission. Reciprocal concessions: When someone does us a favor, we feel obligated to return that favor 1. its members perhaps it increases their mood hypotheses: A location analysis for Cook Controls, a small manufacturer of parts for high-technology cable systems, has been narrowed down to four locations. 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. Beginning with an unreasonably large first request 60% to 70% which is about 2/3 of what we communicate to each other is nonverbal interaction. 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, True False False Which of the following claims about self-disclosure is true? Because the rule is normally followed, people generally do help others who have helped them (Whatley, Webster, Smith, & Rhodes, 1999). What will her average cost per month be after being on the plan for 3 months? 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. offer before a better 2nd offer is provided. What are the 2 different methods of employing the TNA technique? 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. DV: P judgment of relevance of helping and sets of assumptions about how different types of people, personality traits and actions are related to each other. Be sure to include descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the study. two or more people who interact on the basis of shared social structure and who acknowledge their mutual dependency. Can result in a stereotype. This is an example of which sequential persuasion tactic? (whether ppl liked the person hosted the party and product? 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. 1. 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! 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. How does reciprocity seem to apply to all behaviors? What psychological principle did the results of Asch's experiment support? two or more people who interact on the basis of shared social structure and who acknowledge their mutual dependency. greater willingness to perform a favor for that You should also be able to answer the following questions about the research: A gift is accompanied by a request for a donation. This kind of contact is effective in lessening prejudice and discrimination. "Please contribute to our school fundraiser, every penny will help!" the name-similar character would report a In Stanley Milgram's infamous study, _____of the participants delivered the highest level of shock.

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