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Question 1

tactics to manipulate perception of trustworthiness

Answer 1

-testimonials and edormsents
-presenting the message as education
-word of mouth
-maven

Question 2

Thompson 2004 study

Answer 2

when women were told they were poor negotiators and would not succeed on a task, led them to work harder be more successful at the task

PSYCHOLOGICAL REACTANCE

Question 3

decenter

Answer 3

a person who speaks against the group consensus/ sticks to their own opinion

Question 4

private acceptance is to _______ as public conformity is to _________

Answer 4

private: informative social influence
public: normative social influence

Question 5

social proof

Answer 5

if everyone is doing it, it must be right

Question 6

triad of trustworthiness

Answer 6

perceived authority, honesty, and likeability

Question 7

social power

Answer 7

the ability of a person to create conformity even when people being influenced may attempt to resist those chnages

Question 8

What did John French and Bertram Raven come up with?

Answer 8

types of power
1.) reward
2.) coercive
3.) legitimate
4. referent
5.) expert

Question 9

reward power

Answer 9

person is able to influence others by providing them with positive outcomes (ex: teacher gives extra credit -> most likely to produce public compliance than private acceptance

Question 10

coercive power

Answer 10

power based on ability to create negative outcomes for others by bullying, intimidating, or punishing (ex: friend getting what they want but humiliating, teasing, ostracism)

Question 11

legitimate power

Answer 11

power vested in those appointed or elected to positions of authority -> power is successful because appropriate (ex: polititians)

Question 12

expert power

Answer 12

info-based influence based on fundamental desire to obtain valid and accurate info and where the outcome is likely to be private acceptance (ex: conforming to the beliefs/ instructions of a doctor)

Question 13

Leadership

Answer 13

the ability to direct/inspire others to achieve goals

Question 14

person-situation interactions

Answer 14

can determine by using Contingency Model of Leadership Effectiveness
-which is that effective leadership is contingent upon situations at hand

Question 15

person vairables

Answer 15

-personality theories of leadership (idea that some people are “natural leaders”
-intelligence
-social skills
-charisma
-transactional vs transformational leaders

Question 16

transactional leaders

Answer 16

work with other people to help them understand wha tis needed and how to get the work done

Question 17

transformational leaders

Answer 17

charismatic leaders who have a vision of where the group is going. Inspire people around them to be better

Question 18

results of men in studies

Answer 18

-less likely to conform than women
-hold higher status in most societies
-perceived as effective leaders
-rose to be leaders when placed in small groups

Question 19

results of women in studies

Answer 19

-conform to prevent social disagreement
-more concerned with connecting with others and keeping harmony
not promoted as fast as men
-when in position of leadership, lead by traditional leadership behavior (usually disliked because norm in a position of power is to have masculine behavior)

Question 20

Kim and Markus (1999) study

Answer 20

Found that U.S. magazine (individualistic culture) ads tended to focus on uniqueness whereas Korean ads (collectivistic culture) tended to focus more on conformity

Question 21

Pennebaker and Sanders (1976)

Answer 21

-Attempted to get people to stop writing graffiti on walls of campus restrooms
-2 flyers. One demanded. Second said “please”
-Those who felt threatened by demand experienced -PSYCHOLOGICAL RESISTANCE

Question 22

referent power

Answer 22

influence-based on identification with, attraction to, or respect for the power-holder