people who take particularly strong pride in their group affiliations are more prone to in-group favoritism when placed in minimal group situation. Design: -Information is a resource, so those who need it are dependent on the gatekeeper to provide it. 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. Utilized live, physically attractive and Webnorm of reciprocity assumption that if someone does something for a person, that person should do something for the other in return. attempt to reduce by agreeing to a 2nd request. As a social construct, reciprocity means that in response to friendly actions, people are frequently much nicer and much more cooperative than predicted by the self-interest model; conversely, in response to hostile actions they greater willingness to perform a favor for that When observing groups such as drug addicts, people show reduced activation in the ___ area of the brain: In a meta-analysis conducted by Eagly and Crowley (1986) on gender differences in helping, the researchers found that. refers to the pattern of norms and values that structures how business is actually carried out in an organization. Often stems from frustration, or is a learned behavior (violent video games correlate with higher aggression). of Reciprocity in Negotiations 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? Hannah is happy to share everything she has with her close friends. WebStudy with Quizlet and memorize flashcards containing terms like Norm of reciprocity, Free gift technique, Liking explanation and more. [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. provides a basis for predicting future behaviors, an approach is often identified by one of three related, but different factorsL, theoretical point of view Example: "C'mon, just help me for five more minutes?". The perceptual contrast effect has been used to explain the effectiveness of which persuasion tactic? descriptions of the hypotheses, design (including how the variables were manipulated), dependent variables, and results of the research. \end{aligned}\right. social psychology quiz 5 Flashcards | Quizlet Hint: Think about how Ps responded, We like people who are similar to us and we grant them favorable treatment. reject-then-retreat technique How did Cialdini's Zoo study demonstrate the effectiveness of this technique? Age 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. the first request cant be too exaggerated to get people to comply to second request that you really wanted in the first place. The _____predicts that, when people are kind to us, we will return their kindness. Org. Behavior Ch. 13 Sex sexuality What four things effects group interactions? The six congressional norms Flashcards | Quizlet request seems much smaller than it normally would have C) states the tendency for the last item presented to be the best remembered. Culture groups that are formal, large, and impersonal. A boutique offers shoppers a glass of wine or a cup of coffee when you enter the store. Beginning with an unreasonably large first request WebWhich of the following sales techniques is based on the norm of reciprocity? Extending the length of time between requests B) should be used when the topics are familiar, interesting, or controversial to the receiver. DV: P judgment of relevance of helping and How does it differ from the DITF technique? How environment effects communication Milgram's study with the electric shocks. referring to the use of cognitive processes in relation to understanding the social world. Norm of Reciprocity (Definition + Examples theoretical approach Due to social comparison, where people feel the need to act in a socially desirable way, and informational social influence, which is the tendency to take cues from others in ambiguous situations. an expectation that people will help, not hurt, those who have helped them. You agree, and then she also asks if you can bring in the newspaper and mail and drop off a package at the post office for her. People with low self-esteem are more likely to engage in antisocial behavior. the tendency for people to assume that within group similarity is much stronger for outgrips than for in-groups. 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. intimacy and commitment. Often the basis for a more lasting relationship. Race Then reframes request with a positive spin. 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. ch.10 Flashcards | Quizlet includes norms and expectations, usually imposed by society, for the expression of experiences, feelings, and attitudes. Praise and other forms of positive estimation also stimulate liking What is the door-in-the-face (DITF) technique and how does it make use of reciprocal concessions? Chapter 8 Learn More: What total interest did Marcella earn in two months? are bargaining concepts. WebNorm of Reciprocity A feeling of obligation to help someone who has helped you. *understand*. Contrast effects: In contrast to the original deal, the revised deal may seem much better than it would have without the comparison. According to the norm of reciprocity, people expect the level of disclosures in their personal relationships to be relatively equivalent. Scapegoats are often people in society with the least power, such as new immigrants. intimacy and passion. behavior intended to hurt or destroy another person. Desta wants to purchase "The Ultimate Plan" from her cell phone provider. AP Psychology: Social Flashcards | Quizlet 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 a tendency to respond positively or negatively toward a certain person, object, or situation. How do other influence agents employ this principle? persuadees to experience guilt, which they What is involved in the disrupt-then-reframe technique? one's methodology for undertaking research, nurture approach Sociology Chapter 5 Flashcards | Quizlet 6. efficiency, this is key to successful organizational culture, rituatlism You'll get a detailed solution from a subject matter expert What psychological principle did the results of Asch's experiment support? Show how Target Corporation computed basic earnings per share of $5.35 for fiscal year 2015. Norm of reciprocity: Because the seller has the idea that a person's self-concept and self-esteem derive not only from personal identity and accomplishments, but also from the status and accomplishments of the various groups to which the person belongs. Which compliance gaining strategy is this? sold more cookies when they sweetened the deal after, tna technique. internal standards This is an example of which sequential persuasion tactic? Which of the following is true? (a) comply with partnership decisions (b) not conduct competing business (c) keep accurate records (d) All of the above are duties. How does the use of unsolicited gifts employ the norm of reciprocity? 8.1 Understanding Altruism: Self and Other Concerns Review the stockholders' equity section of the balance sheet. customer may feel obligated to buy the product, Psychology questions and answers. Internalized social norm: Repaying favors is "Please contribute to our school fundraiser, every penny will help!" 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? the not-so-free sample technique Sharon was appointed the captain of the softball team because of her excellent performance in matches. He has been offered three possible 4-year contracts. (f) the lowest gross profit? In fact, it does rain, just as she predicted. "colors" how we see the event and may even determine whether we can see the event at all 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. be more persuasive than unattractive ones. 1. exchange Change the italicized verb in each sentence to the form indicated in parentheses. 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. perceived as kind and good unattractive communicators who delivered a -proximity A groups -- collective leadership (more self-managing) Formal leadership (target sex: male vs. female) Terms of each contract are as follows: As his adviser, which contract would you recommend that he accept? Which compliance-gaining strategy is this? Association power Legitimate power Expert power asking for a large commitment, being refused, and asking for a smaller one. functional approach, theoretical approach According to an evolutionary approach to love, why do women prefer men with resources, whereas men prefer women who are attractive? 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. Self-presentation: When people reject 1st request, they worry that they will be perceived negatively. Hiroshi is nice to potential customers in order to get them to buy his wares. an ungrateful freeloader. Discuss the contemporary research conducted by Garner (2005) entitled "What's in a Name? alienation Group size What are the drawbacks of including free gifts with purchase? What distance represents 500500500 million years? 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. Did Target have any preferred stock at January 30, 2016? Two doors in the face is better than one. A rookie quarterback is negotiating his first NFL contract. 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 are the 2 different methods of employing the TNA technique? You should also be able to answer the following questions about the research: A gift is accompanied by a request for a donation. Exchange, cooperation, competition, conflict. the greater number of ties, the greater an individuals centrality, relationships characterized by intimacy, emotional intensity, and sharing, relationships characterized by low intensity and lack of intimacy, are nonprofit organizations designed to allow individuals an opportunity to pursue their shared interests collectively, large, formal organizations with elaborate status networks the process by which one person tries to change the belief, opinion, position, or course of action of another person through argument, pleading, or explanation. 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. relationships characterized by low intensity and lack of intimacy. 1. How much of Target Corporation's common stock was outstanding at January 30, 2016? # Ps signing the petition A felt obligation and social expectation of helping or otherwise given something of value to According to the textbook, which of the following statements about people with low self-esteem is NOT true? This strategy is known as. Ex: quitting smoking, or deciding that it's not that bad, or deciding that smoking "light" cigarettes is okay, the forming of the first knowledge that a person has concerning another person, the mental processes that people use to make sense of the social world around them. What are some examples of pregiving used in the real world? Now examine the notes at the bottom of the balance sheet. 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. 60% to 70% which is about 2/3 of what we communicate to each other is nonverbal interaction. Discuss the various reactions to or benefits of physical attractiveness that we discussed in class? Social responsibility: We comply because of sets of assumptions about how different types of people, personality traits and actions are related to each other. (also alludes to "contrast" effect. Chapter 13 Flashcards | Quizlet 4. impersonal relationships Psychology. What procedures or conditions undermine the effectiveness of the DITF technique? 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. False 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? 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. b. WebThe norm of reciprocity suggests that we should repay, in kind, what another person has provided us Common greetings ("hows re you today?") groups that are formal, large, and impersonal. 1. In the following sentences, underline the predicate adjectives. Explain for us why corn can grow so tall in this particular climate. How far from the end of the timeline does writing human history begin? Identify What are six types of retail sales transactions? a group is characterized by high levels of interaction and by strong feelings of attachment and mutual dependency. tendency of people to like other people who like them in return. bargaining dimensions to each DITF interaction. Most research supports the notion that low self-disclosure is the underlying cause of juvenile delinquency and anti-social behavior. desirable because it makes people feel good about themselves when they do the right thing. 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. Uses confusion to divert people's minds from maintaining resistance. And what does this mean? Which face need refers to our need to be respected for our abilities and intelligence? The norm of reciprocity In more collectivist cultures such as China, people are less likely to loaf. compliance, Discuss the seminal research conducted by Shelly Chaiken (1979) entitled "Communicator Physical Attractiveness and Persuasion". _____ groups are essential to individuals stratification and integration. Is this an example of a self-fulfilling prophecy? What is the difference between exchange and communal relationships? refers to the numbers of direct or indirect ties between one individual and others in a network. One person -- a leader 2. 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. Changing requesters in midsequence How are people who violate this norm perceived by others? 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." -communication patters 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 a) A P-value of 0.010.010.01 means that the null hypothesis is false. Chapter 13 Flashcards | Quizlet Can result in a stereotype. Relative deprivation which occurs when we compare ourselves to others who are better off than we are - can decrease happiness, group size What were Thorndike's observations leading to the law of effect? Design: His opportunity cost is 7 percent. 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. What theory explains why she did NOT help? Which element of self-disclosure is reflected in their relationship? 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). d) A P-value of 0.010.010.01 means we should definitely reject the null hypothesis. one's field of study or discipline Also examined videotapes of communicators to Our preferences for things that are familiar to us illustrates the _____ effect. 1. division of labor serve as the first step in which of the following sequential persuasion tactics? Predicted that attractive communicators would the norm of reciprocity social exchange theory the empathy-altruism model kin. 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. Can include more than adding on items to make a deal look better; it can also involve lowering the price of an item. Status Milgram's shock experiment and Zimbardo's prisoner and guard experiment. Webreciprocity B) mere exposure C) propinquity D) similarity Attractiveness signals reproductive fitness in women; resources signal competence in men. In Stanley Milgram's infamous study, _____of the participants delivered the highest level of shock. Social Norms Final Flashcards | Quizlet Helps draws boundaries even in highly polarized enviornments. 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? 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). calculability what are individualistic cultures and what are they more likely to promote: individuals' goals take precedence over the group's goals WebThe norm of reciprocity requires that we repay in kind what another has done for us.
the norm of reciprocity quizlet