Chapter 3 Liking Flashcards
What is the jigsaw classroom method known for?
Bringing about friendship and cooperation among different ethnic groups, increasing minority students’ self-esteem, liking for school, and test scores.
What were the results of the jigsaw approach in newly desegregated classrooms?
Stimulated significantly more friendship and less prejudice among ethnic groups.
How did the jigsaw classroom affect White students?
Their self-esteem and liking for school increased, and their test performance was at least as high as that of Whites in traditional classes.
What is a potential risk of overly enthusiastic responses to the jigsaw classroom results?
Assuming a single, simple solution to a complex problem.
What is needed to understand the effectiveness of cooperative strategies in education?
More research on frequency, dosage, age, and group types.
What challenge do teachers face when implementing cooperative learning techniques?
It is a radical departure from their traditional routines and may threaten their sense of importance.
What role does competition play in education according to the text?
It can serve as a valuable motivator and builder of self-concept.
Complete the phrase: Hell is a sumptuously provisioned banquet hall full of hungry people with _______.
locked-strait elbow joints.
What is the main message of the rabbi’s illustration about hell and heaven?
Cooperation leads to mutual solutions and nourishment.
What does research indicate about a bargainer who initiates a handshake?
It signals cooperative intent, leading to better financial outcomes.
True or False: Familiarity produced by contact always leads to greater liking.
False.
What happens when contact between different racial groups is accompanied by harsh competition?
Hostilities worsen.
What is the acid test for cooperation’s impact on liking?
Whether compliance practitioners use cooperation to encourage liking.
What are some tactics compliance professionals use to establish cooperation?
- Indicating shared goals
- Amplifying natural cooperation
- Manufacturing cooperation
What is the Good Cop/Bad Cop technique used for?
To induce suspects to confess during police interrogations.
Describe the role of Good Cop in the Good Cop/Bad Cop technique.
He appears sympathetic and offers a way to reduce the suspect’s potential sentence.
What principle explains why the Good Cop seems reasonable compared to the Bad Cop?
Perceptual contrast principle.
What is the horns effect?
A negative reaction to a person who communicates bad news, affecting how they are perceived overall.
According to the text, why do people dislike the bearer of bad news?
Because of a natural human tendency to associate negative news with the person delivering it.
What does the principle of association dictate?
Innocent associations with bad or good things influence how people feel about us.
What did the weatherman learn about his job in relation to the principle of association?
That being connected with bad weather negatively affects his popularity, while sunshine enhances it.
How are children taught about negative associations?
Parents warn them against playing with ‘bad kids’ to avoid negative perceptions.
What is the principle of association?
A general principle that governs both negative and positive connections influencing how people feel about us.
What lesson about negative association did parents teach us?
Guilt by association; we are judged by the company we keep.
How do compliance professionals use positive associations?
They connect themselves or their products with things we like.
Why are good-looking models hired for automobile ads?
To lend their positive traits—beauty and desirability—to the cars.
What was the effect of a seductive female model in a car ad on men’s perceptions?
Men rated the car as faster, more appealing, and better-designed.
Fill in the blank: Credit cards allow us to get immediate benefits while deferring the _______.
[costs]
What did Richard Feinberg’s studies reveal about credit cards and spending?
Credit cards lead to larger tips and increased spending without awareness of their influence.
What was the percentage increase in spending among college students when exposed to MasterCard logos?
29 percent more.
How did the presence of credit-card insignias affect charitable contributions?
Increased likelihood of giving from 33% to 87%.
What effect did credit card logos have on spending for those with a positive history with credit cards?
Facilitated spending.
What is the ‘naturalness’ bandwagon in marketing?
Manufacturers link their products to the concept of naturalness to attract consumers.
How did the American moon landing influence product marketing?
Products were associated with the moon landing to enhance perceived value.
True or False: Consumers are more likely to purchase items linked to the Olympics.
True.
What unexpected effect did the Mars rover landing have on Mars candy bars?
Increased popularity despite no direct connection.
What psychological effect do ‘SALE’ signs have on consumers?
They facilitate increased purchases due to past associations with good prices.
How do celebrities influence product sales?
By establishing positive associations, regardless of logical relevance.
What is the ‘luncheon technique’ discovered by Gregory Razran?
People become fonder of things experienced while eating.
How did Razran’s research demonstrate the association principle with unpleasant experiences?
Approval ratings declined for slogans shown with unpleasant odors.
What was Ivan Pavlov’s key discovery about the association principle?
An animal’s response to food can be conditioned to an irrelevant stimulus.
Fill in the blank: The positive feelings associated with food can be transferred to _______.
[political statements or other stimuli]
What is the significance of the association principle in communication of news?
People link themselves to positive news and separate from negative news.
What behavior do people exhibit in sports related to the association principle?
They link themselves to positive events and separate from negative events.
What principle explains why people link themselves to positive events and separate from negative events?
The association principle
This principle suggests that individuals connect with successful outcomes to enhance their self-image.
What tragic event occurred to Andres Escobar after a mistake in a World Cup match?
He was executed by gunmen for his mistake
Escobar accidentally scored an own goal, leading to his team’s elimination from the tournament.
How do sports fans typically express their connection to winning teams?
By using the pronoun ‘we’
Fans often say ‘We’re number one!’ after victories but use ‘they’ to distance from losses.
What was the outcome of the study conducted at Arizona State University regarding pronoun usage among students?
Students used ‘we’ more for victories and ‘they’ for losses
This demonstrates the tendency to associate with success and distance from failure.
What do researchers find about homeowners and political lawn signs after elections?
Homeowners leave signs up longer if their party wins
This reflects the desire to bask in reflected glory.
What term describes fans who only support winning teams?
Fair-weather fans
These individuals seek prestige from associations rather than personal achievements.
What behavior exemplifies individuals with a poor self-concept in their associations?
Name-dropping
This reflects their reliance on others’ success to enhance their self-image.
What is the general approach to defend against compliance professionals using the liking rule?
Be alert to feelings of undue liking
Recognizing increased liking can help individuals remain critical of the request.
What should individuals do if they find themselves liking a compliance practitioner more than expected?
Mentally separate the practitioner from the deal
This helps focus on the merits of the deal rather than personal feelings.
What is the halo effect in the context of physical attractiveness?
Attractive individuals are perceived to have other positive traits
This can lead to increased persuasiveness and compliance.
What factor influences compliance by creating a sense of similarity?
Similarity
People are more likely to comply with requests from those they perceive as similar to themselves.
What types of compliments enhance liking and compliance?
Compliments given behind the recipient’s back and those that set up a reputation to live up to
These types of compliments can create a positive self-image and encourage desired behaviors.
Fill in the blank: Physical attractiveness engenders a _______ effect.
halo
This effect leads to the assumption of other positive traits in attractive individuals.
What is one factor that influences liking and compliance?
Similarity
We like people who are like us and are more willing to comply with their requests.
How do compliments affect compliance?
Compliments generally enhance liking and compliance
Particularly effective are compliments given behind the recipient’s back and those that establish a reputation.
What role does increased familiarity play in liking?
Increased familiarity through repeated contact usually facilitates liking
This is especially true when contact occurs under positive circumstances.
What is an example of a positive circumstance that enhances liking?
Mutual and successful cooperation
Cooperation can significantly improve the liking between individuals.
What is the concept of association in the context of liking?
Association involves connecting oneself or products with positive things
Advertisers and others use this strategy to share in the positivity.
What strategy can help reduce the influence of liking on compliance decisions?
Sensitivity to undue liking for a requester
Recognizing excessive liking allows for separation of the requester from the offer.
Fill in the blank: Compliments that enhance compliance are often those delivered _______.
behind the recipient’s back
True or False: Increased familiarity is effective only under negative circumstances.
False
Familiarity enhances liking primarily under positive circumstances.
List two types of genuine compliments that can enhance liking.
- Compliments delivered behind the recipient’s back
- Compliments that provide a reputation to live up to
What do sports fans try to do in terms of association?
They try to associate themselves with favorable events and distance from unfavorable events
This behavior highlights the positive effects of associations.
What is the primary factor in selling according to Joe Girard?
Getting customers to believe you like them
Joe Girard is recognized as the “Greatest Car Salesman” in the Guinness Book of World Records.
What is the ‘liking rule’?
People are more influenced by individuals they like
This applies even to those they have never interacted with closely.
What challenge do science communicators face regarding Darwin’s theory of evolution?
Getting more people to accept the theory despite emotional and religious beliefs
Only 33 percent of Americans agreed with evolution’s claims in a recent survey.
What methods have science communicators used to promote belief in evolutionary theory?
- Describing scientific consensus
- Pointing to supporting studies
- Highlighting advances in various fields
- Advocating for intensive teaching
Despite these efforts, success has been limited.
Why is it ineffective to use logical argumentation against faith-based beliefs?
Because faith-based beliefs stem from emotional preferences and values
This disconnect means logical discussions do not change such beliefs.
Who did Canadian psychologists use to promote acceptance of evolutionary theory?
George Clooney
The study showed that belief in evolution increased when participants thought Clooney supported it.
What was the outcome when Emma Watson was highlighted in a similar study?
The same increase in acceptance of evolutionary theory occurred
This indicates the effectiveness of celebrity endorsement regardless of gender.
What did Alice Burkin say about the doctor-patient relationship in malpractice cases?
Patients rarely sue doctors they like
The quality of the relationship is a significant factor in malpractice suits.
What principle of influence is illustrated by Tupperware home parties?
The liking rule
Tupperware parties leverage social bonds and friendship to boost sales.
What strategies do Tupperware parties employ to encourage purchases?
- Reciprocation
- Authority
- Social Proof
- Scarcity
- Commitment and Consistency
- Unity
Each principle enhances the effectiveness of the sales process.
What is the significance of the party hostess in Tupperware sales?
She creates a friendly, persuasive atmosphere that encourages purchases
The hostess’s relationship with guests is more influential than the salesperson.
How often does a Tupperware party start somewhere in the world?
Every 1.8 seconds
This reflects the global popularity of the Tupperware home-party model.
What is the success rate of the Shaklee Corporation’s ‘endless chain’ method?
92 percent of consumers trust product recommendations from someone they know
This method relies on leveraging existing friendships for sales.
What do studies show about customers referred by friends?
They are 18 percent more loyal and 16 percent more profitable
This highlights the financial benefits of friend referrals.
What realization did a Chicago man have about friendship pressures in sales?
He felt compelled to switch phone companies to avoid offending a friend
This illustrates the power of friendship in influencing purchasing decisions.
What is the financial outcome for Tesla from a single referral?
$16 million in sales
This showcases the effectiveness of referral programs.
Who was Joe Girard and what was his selling strategy?
A top car salesman who used the liking rule to sell Chevrolets
He made hundreds of thousands of dollars annually by building relationships with customers.
Who is Joe Girard?
A man from Detroit known as the world’s ‘Greatest Car Salesman’ who sold Chevrolets and earned hundreds of thousands of dollars a year.
What was Joe Girard’s formula for success in sales?
Offering a fair price and being someone customers liked to buy from.
What is the ‘liking rule’ in sales?
The principle that people are more likely to buy from someone they like.
What is a halo effect?
A cognitive bias where one positive characteristic of a person influences the perception of their other traits.
How does physical attractiveness affect social interactions?
Attractive individuals are often assumed to possess positive traits like talent, kindness, and intelligence.
True or False: Voters are aware of the influence of physical appearance on their voting decisions.
False.
What did research find about attractive candidates in a Canadian federal election?
Attractive candidates received more than two-and-a-half times as many votes as unattractive ones.
What impact does good grooming have on hiring decisions?
Good grooming can lead to more favorable hiring decisions than job qualifications.
How much more can attractive individuals earn over their careers compared to less attractive counterparts?
$230,000.
What is one way similarity influences liking?
We tend to like people who share similar opinions, personality traits, or lifestyles.
Fill in the blank: The factor that best predicted favorability toward a partner in online dating was _______.
similarity.
What is one method salespeople use to create a sense of similarity with customers?
Mentioning shared interests based on observed items, such as camping gear or golf balls.
What effect does mimicking behavior have in social interactions?
It can lead to increased liking and compliance.
What was the result of food servers mimicking customers’ words?
They received higher tips.
What is one way to enhance liking in online marketing?
Use the language and slang common to the audience.
True or False: People are generally more focused on similarities than differences in social interactions.
False.
What did research find about the expectations of White students interacting with Black students?
They underestimated their enjoyment of the conversation due to focusing on perceived differences.
What is the effect of compliments and flattery on individuals?
People are eager to receive compliments, often leading to increased positive feelings.
What did Jonathan Swift state about flattery?
‘Flattery’s the food of fools.’
What was a humorous remark by McLean Stevenson about marriage?
He claimed his wife ‘tricked’ him into marriage by saying she liked him.
What brain sectors are activated by receiving ‘likes’ on social media photos?
Reward sectors of the brain
These sectors are activated similarly to when one eats chocolate or wins money.
What effect does flattery have on compliance?
Produces return liking and willing compliance
Flattery can lead to increased likelihood of obtaining favors or compliance.
How do customers respond to compliments from servers in restaurants?
With significantly larger tips
What is the impact of receiving flattering feedback from a digital device?
Develops more favorable feelings toward the device
Individuals reported increased pride in their performances after receiving programmed praise.
What was Joe Girard’s secret to success as a car salesman?
Sending holiday greeting cards stating ‘I like you’ to customers
What was the effect of pure praise in an experiment on men in North Carolina?
They liked the evaluator best when receiving only positive comments
True or False: Positive comments must be accurate to produce liking.
False
What is altercasting?
Assigning a social role to influence behavior
What is a beneficial strategy for giving compliments?
Compliment behind a deserving person’s back
What happens when people are praised for a trait they exhibit?
They are motivated to display that trait more often in the future
How did the newspaper carrier Carl respond to praise regarding his delivery?
Increased accuracy to 100% in delivering the paper
What did the study on exposure to banner ads reveal?
Greater exposure led to increased liking of the product
What phenomenon explains why people prefer their mirror image?
Familiarity with their own inverted face
What did Joseph Goebbels assert about repetition?
Repeat a lie often enough and it becomes the truth
What is the psychological effect of repeated exposure to individuals’ faces?
Increased liking and greater persuasion by their opinions
What assertion did Nazi propaganda chief Joseph Goebbels make regarding lies?
Repeat a lie often enough and it becomes the truth.
What is the ‘contact’ approach in improving race relations?
Providing individuals of different ethnic backgrounds with more exposure to one another as equals.
What has research shown about school desegregation and prejudice?
School desegregation is more likely to increase prejudice between Blacks and Whites than decrease it.
Why is the school setting not considered a melting pot?
Children do not interact as readily with members of other ethnic groups as they do with their own.
What is one reason continued exposure does not lead to greater liking?
Repeated contact under unpleasant conditions leads to less liking.
What did psychologist Elliot Aronson observe in American classrooms?
Classrooms foster competition for the teacher’s approval, leading to jealousy and resentment among students.
What is the effect of competitive classroom environments on student relationships?
It leads to increased hostility and contempt between successful and unsuccessful students.
What is ‘cooperative learning’?
An educational approach that focuses on cooperation rather than competition among classmates.
Who conducted research on intergroup conflict in boys’ summer camps?
Muzafer Sherif and his colleagues.
What did the researchers find when boys were separated into groups?
It stimulated a ‘we versus they’ feeling and increased rivalry.
What activities intensified the rivalry between the two groups of boys?
Competitive activities such as treasure hunts and athletic contests.
What strategy was effective in reducing hostility among the boys?
Constructing situations where cooperation was necessary for mutual benefit.
What was one example of a cooperative situation created by the researchers?
Boys worked together to push a stuck truck and fix a water supply issue.
What was the outcome of the cooperative ventures among the boys?
They began to intermix, and friendships formed across group lines.
What is the ‘jigsaw classroom’?
An educational method requiring students to work together, with each student mastering only part of the material.
How does the jigsaw classroom foster cooperation?
Students must take turns teaching and helping one another to succeed.
Fill in the blank: The jigsaw classroom was developed by _______.
Elliot Aronson and his colleagues.
True or False: The contact approach to improving race relations has been shown to be effective in schools.
False.
