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Romanelli's Second Test FOR ME!
~~ITS~~FOR~~ME~~
43
Accounting
Pre-School
04/03/2013

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Term
Variables related to conformity:
Definition
Term
Informational influence
Definition
"I wanna be right!"
Term
Normative influence
Definition
"I wanna be liked!"
Term
Indoctrination
Definition
The process by which views or values are impressed (hazing, initiation)
Term
Identification
Definition
When people are united in substance, when they share attitudes, activities, ideas, possessions, etc.
Term
Characteristics
Definition
Gender, females are more likely to conform than males. Peer-pressure
Term
Who is less likely to conform?
Definition
Cognitively complex low self monitors
Term
Why do people conform?
Definition
-Group locomotion hypothesis
-Social comparison theory
-Consistency/balance theory
-Epistemological weighting hypothesis
-Hedonistic
Term
Group locomotion hypothesis
Definition
Motivated to achieve group goals
Term
Social comparison theory
Definition
We'll conform if we wanna be like them
Term
Consistency/balance theory
Definition
It's uncomfortable to disagree with a group that you like
Term
Epistemological weighting hypothesis
Definition
Gain knowledge through trial and error
Term
Hedonistic
Definition
Conform to avoid pain
Term
Social proof
Definition
If lots of people are doing it, you think it's the right thing to do
Term
De-individuation
Definition
Becoming less aware or caring of yourself
Term
Collective effort model (social loafing)
Definition
We get lazy when we think our efforts won't lead to our personal benefit, or if we don't think we're actually useful
Term
Free ride effect (social loafing)
Definition
Trying to benefit when we get away with it
Term
Sucker effect (social loafing)
Definition
When they think others are taking a free ride, they stop working too
Term
Ultimate terms (specially revered words in cultures)
Three types:
Definition
-God terms (blessing, sacrifice and obedience)
-Devil terms (bad)
-Charismatic terms (mysteriously given power), freedom, love
Term
Double-speak
Definition
Ambiguous or evasive language
Term
Sapir-Whorf Hypothesis
Definition
The language we use determines the way that we understand the world
Term
Vividness
Definition
Captures and holds attention because it's interesting
"The glass shattered and flew into piece" instead of
"The glass broke"
Term
Language intensity theories (3)
Definition
-Reinforcement theory: assumes people are motivated to avoid pain and seek pleasure
-Language expectancy theory: we have expectations about what language is normal to use
-Info-processing theory: we have to attend to and comprehend a message, messages seem more extreme than our actual position
Term
Communication accommodation theory
Definition
We adjust our speaking style to others style to gain influence
Term
8 types of non-verbal communication
Definition
-Kinesics (eye contact, facial, gestures, posture)
-Body language (emblems, illustrators, self-touching)
-Haptics (touching others)
-Proxemics (proximity) --> expectancy violation theory
-Chronemics (how times is used)
-Artifacts (physical objects, spacing arrangement)
-Physical app (body shape, face, hair, height)
-Paralinguistics (pitch, volume, tone of voice)
Term
Repetition
Definition
You're more likely to favor things you see more often, but they could get annoying and get rejected
Term
Implicit vs. explicit messages
Definition
Implicit: central, more likely to believe if think of it themselves
Explicit: better for complex messages, or uninvolved audience, or kids
Term
Quality vs. quantity
Definition
Involved: higher quality
Use peripheral with large quantity
Term
Ordering
Definition
Anti-climax or climax is best, no pyramid
Term
Primacy vs. recency
Definition
Primacy wins if there is time delay after speakers
Recency wins if it's between speakers
Term
Chunking
Definition
Stream of random info or organized
Term
Inoculation
Definition
Use weak dose of counter-argument, REFUTE IT.
Term
Forewarning
Definition
Being told you'll be persuaded
Term
Pre-giving
Definition
Increases liking
Norm of Reciprocity
Term
Foot in the Door
Definition
Self-perception theory (wanna look good)
Term
Foot in the Mouth
Definition
Staying committed to the way you say you feel
Term
Door in the Face
Definition
Big request, then small request
Term
Perceptual contrast effect (door in the face)
Definition
Small request after big request seems better
Term
Reciprocal concessions (door in the face)
Definition
"You compromised, I should too."
Term
Self-presentation explanation (door in the face)
Definition
When you reject first request, you wanna comply with next one to make yourself look better.
Term
That's-Not-All
Definition
Changes value of price
Term
Lowball tactic
Definition
"I'll make you an offer you can't refuse"
Then it's gets worse! Up the price!
Term
Disrupt then Reframe
Definition
$300 pennies
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