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| loosely knit social framework where individuals are suppose to take care of themselves and immediate family only |
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| tightly knit social framework relatives or other members of their society group to look after them in exchange for unconditional loyalty. . Only human when integrated into the group. |
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| Evolutionary Perspective. |
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| Genes, natural selection, survival of the fittest, evolution. Not from one person, but generation to generation of humans |
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| an organized system of ideas that seeks to explain why two or more events are related. |
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| educated guess or prediction about the nature of things based on theory |
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| Research designed to examine the nature of the relationship between two or more naturally occurring events. you can’t know what causes, x to y y to x or |
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| Self evaluation maintenance model. |
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| theory predicting under what conditions people are likely to react to the success of others with either pride or jealousy. We draw away or towards people to maintain or enhance self esteem. maintained through two processes Social Reflection pride and Social comparison jealousy if they have out performed you. |
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| time saving mental shortcuts that reduce complex judgements to simple rules. |
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| based on how easy it is to think of examples of the event. It’s not the content but how easy the content is retrievable. Like asking about a car, and someone just told you that same car was trouble |
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| Representative heuristic. |
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| The tendency to judge the category membership of things based on how closely they match the prototype of that category. |
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| external attribution, internal attribution |
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| Mason Crosby packers kicker is missing all the time because of the weather. |
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| Mason crosby packers kicker is missing all the time because of a lack of confidence. |
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| Functional approach MUST KNOW THIS |
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| People develop and change their attitudes to: satisfy different psychological needs and adjustments. Four types Utilitarian, Knowledge, Ego Defense, Value Expression. |
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| helps the person to achieve rewards and gain approval from others (Behaviorist |
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| Helps the person to structure the world so that it makes sense. (Cognitive) |
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| helps the person protect himself or herself from acknowledge basic self truths (psychoanalytic) |
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| positive attitude toward expressing yourself, negative attitude (Humanistic) |
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| Elaboration Likelihood model |
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| a Theory that persuasive messages can cause attitude change in two ways each differing in the amount of cognitive effort or elaboration it requires. |
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| Central route to persuasion |
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| Persuasion that occurs when people think carefully about a communication and are influenced by the strength of the argument. Facts and Figures |
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| Peripheral route to persuasion |
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| Persuasion that occurs when people do not think carefully about a communication and instead are influenced by cues that are irrelevant to the content or quality of communication. |
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| 2 Step Compliance Techniques |
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| Foot in the door, Door in the Face, That's not all, Low balling |
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| 1st small request, then larger, less desirable request. Start by praising them then ask for more when they are happy. Cognitive fairly reliable in securing compliance cognitive consistence want to continue to be a nice person |
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| 1st large, undesirable request that is rejected then much smaller request. what is the social norm that’s operating compliance norm of reciprocity |
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| 1st large, undesirable request that is changed before rejected to much smaller request. Like how much for these jeans, 100 dollars and before they can say no, but you also get any shirt in the store for 1/2 off. anchoring heuristic |
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| 1st secure compliance to request then reverses hidden costs. Bait and Switch method emotional commitment |
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| Publicly acting in accordance with a direct request, you may privately agree or disagree. |
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| performance of an action in response to a direct order. Usually from someone of high status or authority |
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| Like the Rodney king trial, the jurors conformed to the group. Asch's study was the vertical line study. People prefer to conform vs stand out alone 37% conformed 76% conformed at least once, privately less than 1% |
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| group rejection of non conformers |
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johnny rocco
Stanley Schachter 1951, 1-7 loving to punishment They alienated the person 3 confederates the slider, the mode and the deviate. Deviate at 7 the mode stayed in the middle, and the slider started at 7 went to wherever the group went0 |
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| Sherif norm development studies |
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| A group is more than the sum of the individuals Light movement. First they said what they thought, then when put together they eventually agreed creating social norm second people look to the group when in an ambiguous situation, third when a confederate of authority was place people looked to them. |
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together people increase initial thoughts, first a 6 now a 7, first s 3 now a 1
group produced enhancement or exaggeration of members initial attitudes through discussion. |
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| a deterioration of mental efficiency, reality testing, and moral judgement in groups that have an excessive desire to reach a consensus . Like the Iraq war. |
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| Fiedler's contingency model of leadership |
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| People become leaders not because they posses certain personality traits, but their personality matches circumstances of a particular group. |
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| Transformational leadership |
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three core components
Demonstrating a charismatic communication style,
Communicating a vision
Implement a vision |
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| task orientated leader or relationship orientated leader |
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| Transformational leadership three core components |
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| Demonstrating a charismatic communication style, Communication a vision, Implement a vision. |
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| Demonstrating a charismatic communication style |
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| They have a captivation communication style which they make direct eye contact, exhibit animated facial expressions, and use powerful speech and nonverbal tactics. |
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| Shared group values is most often used by transformational leaders. Conveys the expectation of high performance and confidence that they have the ability to reach the vision. |
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| clarifying how task goals are to be accomplished, serve as a role model, provide individualized support and recognize accomplishments. |
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| fundemental attribution error |
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| more likely to give more or less credit |
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