Chapter 8 Unity Flashcards
What is the central quote from Mother Teresa regarding peace?
If we have no peace, it’s because we have forgotten that we belong to one another.
What principle of social influence is highlighted in the text?
Unity
What does the term ‘we’ imply in the context of social influence?
It refers to shared identity among members of a group.
What is the difference between ‘we’ relationships and simple similarities?
‘We’ relationships involve shared identities, not just people being similar.
What are some examples of tribe-like categories that define ‘we’ relationships?
- Race
- Ethnicity
- Nationality
- Family
- Political affiliations
- Religious affiliations
What phenomenon occurs when individuals fail to distinguish their traits from those of fellow group members?
Confusion of self and other
What does neuronal ‘cross-excitation’ refer to?
The simultaneous activation of brain circuitry for self and close others.
What are the three constants that emerge regarding ‘we’ relationships?
- Favoring outcomes of fellow members over nonmembers
- Using preferences of fellow members to guide actions
- Evolutionary advantages for ‘we’ groups
How did Joe Girard achieve his record sales?
By being a people person and showing genuine care for his customers.
What differentiating factor contributed to Ali Reda’s sales success over Joe Girard?
His strong ethnic ‘we’-ness within the Arab community.
What is the significance of shared ethnic identity in financial transactions?
It can lead to favoritism and trust among members of the same ethnic group.
What is an example of an affinity scheme?
Investment scams where members of a group prey on their own group.
Fill in the blank: The Ponzi scheme orchestrated by Bernard Madoff involved over _______ billion dollars.
15
True or False: Financial misconduct is more likely to be copied among advisers of different ethnicities.
False
What does the term ‘blue lies’ refer to?
Deliberate lies told by in-group members to protect their group’s reputation.
What psychological mechanisms are triggered by strong party identification?
Defensive psychological mechanisms.
What effect does group identity have on truth-telling and deception?
Deception that strengthens a ‘we’ group is viewed as morally superior.
In the context of political parties, what happens when members are shown evidence of equivalent contributions?
They convince themselves their party made the stronger contributions.
What do people often prioritize when ranking deservingness for treatment?
People choose those whose political party matches theirs.
This demonstrates in-group favoritism based on political affiliation.
In an online study involving shape categorization, whose answers did participants prefer to see?
Participants preferred the answers of a politically like-minded participant.
This choice was made despite the ally’s inferior performance.
What is the main reason why political-party adherents make decisions?
Decisions are often based on loyalty rather than ideology.
This loyalty stems from feelings of ‘we’-ness.
What roles do independent evaluators play in athletic contests?
Independent evaluators uphold rules and declare winners in an unbiased manner.
This is necessary due to natural favoritism among partisans.
What bias has been observed in referees during international football matches?
Players from a referee’s home country receive a 10 percent increase in beneficial calls.
This bias is evident among both elite and less experienced referees.
How does racial match affect umpire decisions in Major League Baseball?
The racial match between umpire and pitcher influences whether a pitch is called a strike.
This bias can significantly affect the outcome of games.
What does Isaac Asimov suggest about our reactions to contests?
People root for their own sex, culture, and locality, wanting to prove superiority.
This reveals the personal stakes involved in sports fandom.
What was the reaction of a mute veteran to a foul called against his hometown team?
He spoke for the first time in over thirty years, expressing frustration at the referee.
This illustrates the deep emotional connection to sports and identity.
What does the veteran’s story illustrate about sports fans?
The intense connection to hometown teams can significantly affect personal identity.
It shows how victories or defeats can impact individual self-worth.
What does the partnership-raising approach in romantic relationships emphasize?
It emphasizes shared identity and loyalty to the partnership.
This approach is more effective than coercive or logical methods.
What are the three forms of influence approaches used by partners in disagreements?
- Coercive approach
- Logical/factual approach
- Partnership raising approach
Each approach has different effectiveness in persuading the other partner.
What type of friendships are likely to influence physical exercise activity?
Friendships significantly influence physical exercise activity.
Individuals are more likely to match their activity levels to their friends.
What is f-commerce?
F-commerce refers to e-commerce activity driven by friendship groups online.
It leverages social media connections to boost sales.
What was the outcome of Macy’s Fashion Director initiative?
Macy’s doubled its Facebook fans and increased sales by 30%.
This was achieved through user engagement in outfit creation.
What influence did Facebook messages have on voting behaviors in an election experiment?
Messages including photos of friends who had voted were more successful.
The presence of a close friend’s photo increased effectiveness.
How does contagious yawning relate to personal attachments?
Contagious yawning frequency is related to personal attachment levels.
It occurs more among kin than among acquaintances.
What did a study find about cross-species contagious yawning?
It occurs between humans and dogs, but only between dogs and their owners.
This indicates a strong bond that transcends species.
What are the two main categories of factors that lead to a feeling of unity?
- Ways of belonging together
- Ways of acting together
These factors shape human responses and interactions.
What is the ultimate form of self–other unity from a genetic perspective?
Being in the same family or bloodline.
This perspective is rooted in evolutionary biology.
What motivates individuals to help genetically close relatives?
The desire to ensure the survival of their genes.
This reflects a broader understanding of self-interest.
What is self–other unity in evolutionary biology?
It refers to the concept that individuals strive for the survival of copies of their genes, often found in related others.
Why are people particularly willing to help genetically close relatives?
Because they experience high stimulation of self-reward centers in the brain after aiding a family member.
Fill in the blank: People are particularly willing to help _______ in survival-related decisions.
[genetically close relatives]
What did the nurse from Sydney observe during the COVID-19 pandemic?
Instances of people being irresponsible with hand sanitizing and social distancing recommendations.
What was the nurse’s strategy to instigate change regarding infection control measures?
She contacted her local MP and shared a scenario involving family members to evoke emotional response.
What was the outcome of the nurse’s communication with the MP?
The MP contacted the Department of Health and retail chains, leading to new hand sanitizing and social distance restrictions.
What influence technique did the author use to get college students’ parents to participate in a survey?
Offering an extra point on a test for each student whose parent responded.
What was the participation rate of parents in the survey after the influence technique was applied?
97 percent of parents mailed back a completed copy within a week.
Fill in the blank: The concept of _______ involves using language and imagery to create a sense of kinship.
[kinship]
What familial terms are used to create a sense of unity within collectives?
- brothers
- sisterhood
- forefathers
- motherland
- ancestry
- legacy
- heritage
How did Warren Buffett address concerns about Berkshire Hathaway’s future in his fiftieth-anniversary letter?
He reassured shareholders by discussing the company’s strong business model and identifying a future CEO.
What personal touch did Buffett use to enhance the persuasiveness of his arguments?
He claimed he would advise shareholders as he would a family member.
True or False: The effectiveness of Buffett’s letter was recognized for its familial framing by the audience.
False
What is a common cue people use to assess genetic relatedness outside of direct kinship?
Physical and attitudinal similarities.
Fill in the blank: People often trust those whose faces have been digitally modified to look more like _______.
[themselves]
What type of attitudes appear to function most forcefully in determining in-group identities?
Fundamental religious and political attitudes.
What is the significance of home in terms of perceived kinship?
Individuals react to those present in their homes as if they are relatives, enhancing willingness to sacrifice for one another.
How does observing parents caring for another’s needs affect children?
It fosters a family-like feeling and increases their willingness to give.
What is the effect of co-residence on individuals’ sense of family?
The longer the length of co-residence in the home, the greater its effect on individuals’ sense of family and their willingness to sacrifice for one another.
What does observing parents care for others in the home influence in children?
Children who observe their parents caring for others are more likely to develop a family-like feeling and become willing to help others.
Who were Raoul Wallenberg and Oskar Schindler?
Raoul Wallenberg was a Swedish diplomat known for his rescue efforts during the Holocaust, and Oskar Schindler was a German industrialist who saved 1,100 Jews.
What was the significant action taken by two hundred Polish Jews in 1940?
They sought help from the Japanese consulate in Lithuania to escape the Nazi advance.
Why did Polish Jews seek help from the Japanese consulate?
Despite Japan’s alliance with Nazi Germany, it had previously allowed displaced Jews access to its territories and maintained lenient visa policies.
Who was Chiune Sugihara?
Chiune Sugihara was Japan’s consul general in Lithuania who defied orders to issue travel visas to Jews.
What did Chiune Sugihara do despite being denied permission from Tokyo?
He wrote travel documents for Jews in defiance of his orders.
What happened to Chiune Sugihara after he issued visas?
He was transferred to a lesser position and ultimately expelled from the Foreign Ministry for insubordination.
What personal background influenced Sugihara’s actions?
His upbringing in a family that took in diverse guests fostered a sense of expanded family and charity.
What did Mother Teresa learn from her mother about helping others?
Her mother taught her to treat those in need as ‘our people,’ reinforcing the importance of caring for others.
What is localism?
Localism is the tendency to favor and follow people who live in proximity to us.
What incident illustrates localism during the Holocaust?
A Nazi guard spared a prisoner from his hometown while executing others, showing a form of localism.
How did André Trocmé help Jews during the Holocaust?
He leveraged existing community ties by asking relatives and neighbors for help in hiding and protecting Jews.
What strategy did Obama’s campaign use to increase voter turnout?
The campaign established local field offices to facilitate neighbor-to-neighbor contact and increase voter registration.
What impact did regional identity have on people’s behavior during the Civil War?
Infantrymen from the same region were less likely to desert, remaining loyal to comrades in their units.
What happened to Jewish refugees in Japanese-held territories after Pearl Harbor?
Their safety became precarious as Japan aligned fully with Nazi Germany.
How did the Japanese government respond to pressures from Nazi officials regarding Jews?
The Japanese government resisted pressures to extend the Final Solution to Japan’s Jews.
Fill in the blank: Chiune Sugihara’s experience suggests that parents should give their children contact with people from a wide spectrum of backgrounds to develop a _______.
[broadly charitable nature]
True or False: Sugihara’s actions were solely motivated by personal ambition.
False
What is a key lesson from Sugihara’s upbringing regarding charity?
Exposure to diverse individuals in the home can foster a sense of responsibility towards others.
Who was Josef Meisinger?
Gestapo colonel known as the ‘Butcher of Warsaw’ for ordering the execution of sixteen thousand Poles
What policy did Josef Meisinger advocate for regarding Jews?
A policy of brutality toward the Jews under Japan’s rule
What two leaders were chosen from the Jewish refugee community to meet with Japan’s military government?
Rabbi Moses Shatzkes and Rabbi Shimon Kalisch
What was Rabbi Moses Shatzkes known for?
Being one of the most brilliant Talmudic scholars in Europe before the war
What was Rabbi Shimon Kalisch’s notable skill?
Remarkable ability to understand basic human workings; a social psychologist
What two questions did the Japanese High Command ask the rabbis?
- Why do our allies the Nazis hate you so much?
- Why should we take your side against them?
What was Rabbi Kalisch’s response to why the Japanese should side with the Jews?
‘Because we are Asian, like you.’
What effect did Rabbi Kalisch’s statement have on the Japanese officers?
It shifted their in-group identity to a regional mutuality with the Jews
What reassurance did the Japanese military official provide to the rabbis?
‘Go back to your people. Tell them… we will provide for their safety and peace.’
What did the Japanese government resist during World War II?
Nazi pressure to treat Jews in Japanese-controlled territories harshly
What is the concept of ‘unitizing’ in communication?
Harnessing powers of family and place or acting together synchronously or collaboratively
True or False: The Japanese military officials were influenced by the Nazi ideology of racial superiority.
False
What were the negative aspects of growing up in Soviet-controlled Poland as described by Professor Wosinska?
Constant shortages of basic commodities and limitations on personal freedoms including speech, privacy, information, dissent, and movement.
How did Professor Wosinska and her schoolmates perceive the limitations imposed on them?
They registered them positively as necessary for establishing a fair and equal social order.
What activities fueled feelings of unity and positive emotions in Soviet-controlled Poland?
Celebratory events involving singing and marching together while waving flags.
What is the concept that Professor Wosinska felt impelled to during group activities?
All for one, and one for all.
What does the archaeological and anthropological record indicate about human societies?
All human societies have developed ways to respond together in unison or coordination through songs, marches, rituals, chants, prayers, and dances.
What phenomenon occurs when people act in unitary ways?
They become unitized, leading to feelings of group solidarity.
What feelings are associated with group-bonding technologies?
- Feelings of ‘we’-ness * Merger * Confusion of self and other * Willingness to sacrifice for the group.
What was a common practice among warriors in tribal societies before battle?
Dancing together rhythmically.
What did studies show about participants reading stories together versus independently?
Participants who read together felt greater ‘we’-ness and solidarity.
What was the outcome of groups that spoke in unison compared to those who did not?
Groups that spoke in unison felt more ‘we’-ness and obtained better game scores in a group video game.
What brain activity was observed in participants involved in joint projects?
Participants’ brain-wave patterns began to match one another.
Fill in the blank: Acting together can serve as a surrogate for belonging together in a _______.
[kinship unit]
What are the two primary consequences of acting together?
- Enhanced liking * Greater support from others.
What happens to people’s evaluations of one another when they act in unison?
They evaluate one another more positively afterward.
What was the hypothesis of Canadian researchers regarding coordinated movement and racial prejudice?
Harmonizing actions with out-group members could reduce bias.
What was the result of the experiment involving White subjects imitating Black individuals’ actions?
Those who synchronized their actions showed no favoritism towards Whites over Blacks.
What did the study about tapping in synchrony reveal about self-sacrificial behavior?
Participants who tapped in synchrony were significantly more likely to help their partners.
What was the outcome of the economic game played by teams that marched together compared to those who walked normally?
Teams that marched together were 50 percent more cooperative.
What does the presence of music allow in terms of social coordination?
It possesses rare coordinating power that aligns listeners along motoric, vocal, and emotional dimensions.
What was the outcome of the study involving four-year-old children walking and singing together?
Those who engaged in joint musical experience were over three times more likely to help their partner.
What type of thinking does music influence according to Daniel Kahneman’s distinction?
System 1 thinking, which is fast, associative, intuitive, and emotional.
Fill in the blank: Writing about music is like _______.
[dancing about architecture]
What does music’s influence do to rational thinking?
It makes the deliberative, rational route to knowing difficult to access.
What is a strategic insight for communicators when addressing an audience?
Match the System 1 versus System 2 orientation of the appeal to the corresponding orientation of the recipient.
What is the rational route to knowing often hindered by?
Difficulty in access and availability
Who said, ‘Anything too stupid to be spoken is sung’?
Voltaire
What does the advertising adage suggest if facts are insufficient?
Sing it to them
What are the sensations that can win over rationality in communication?
Harmony, synchrony, and unity
What percentage of contemporary songs have romance as their subject?
80 percent
What was the critical takeaway regarding persuasive communication?
Match System 1 vs. System 2 character of communication with audience mindset
According to J. Scott Armstrong, what percentage of TV commercials incorporate music?
87 percent
When should music be used in advertising according to Armstrong?
For familiar, feelings-based products in emotional contexts
What technique did Mandy Len Catron claim could produce love in forty-five minutes?
Reciprocal self-disclosure
What do the Arons’ research findings suggest about reciprocal exchange?
It binds individuals together
What type of questions were used in the self-disclosure procedure?
Progressively more personal questions
What was the effect of participants engaging in reciprocal self-disclosure?
Generated feelings of closeness and unity
What historical event involved shared suffering leading to unity?
World War I experiences of soldiers
What was the connection between the Choctaw Nation and the Irish during the Great Famine?
Reciprocal aid based on shared suffering
How did the Boston Marathon bombings affect group identity among residents?
Increased fusion of identities with the community
What was the outcome for groups that experienced mutual suffering in experiments?
Increased self-sacrifice and cooperative behavior
What did researchers find about Twitter activity following the Paris attacks?
Elevated expressions of solidarity and support
Fill in the blank: The procedure of self-disclosure involves _______.
[reciprocal self-disclosure]
True or False: Music should always be included in advertising.
False
What is the effect of shared pain on group identity?
Fuses identities into ‘we’-based attachments
What emotion did the shared experiences in the studies evoke?
Solidarity
What does the synchrony of distress reflect?
Its collective nature
It indicates that shared experiences of distress can strengthen group bonds.
How long did immediate spikes of anxiety and sadness last after the event?
Two to three days
However, expressions of solidarity remained elevated for weeks and months.
What relationship was found between expressions of unity and shared anguish?
They were directly related
Greater shared distress led to stronger bonds.
What ethical approach did Aldo Leopold advocate for in environmental conservation?
The right of all plant and animal species to exist in their natural state
This was detailed in his book ‘A Sand County Almanac’.
What personal conflict did Aldo Leopold experience regarding his environmental ethics?
He cut down a red birch tree to favor a white pine
This contradicted his belief that all trees had a right to exist naturally.
What is the IKEA effect?
People value items they have built themselves similarly to expert creations
This phenomenon reflects a bias towards self-created items.
What effect does co-creation have on individuals’ feelings towards their co-creators?
It may foster a special affinity for both the creation and the co-creator
This is linked to feelings of unity.
What was the unexpected finding from the study on managers’ involvement in work products?
Managers attributed success to both themselves and their employees
This suggests a merging of identities in co-creation.
What is the impact of asking for advice in interpersonal interactions?
It fosters a feeling of togetherness
This can enhance collaboration and unity.
What was the outcome when participants provided advice versus opinions in a survey about a new restaurant?
Participants who gave advice showed a higher likelihood of patronizing the restaurant
This indicates that advice creates a merging state of mind.
What two factors influence children to treat nonrelatives as family members?
- Length of co-residence
- Observation of parental caregiving
These factors help cultivate kinship-like relationships.
What is a potential downside of asking for advice from a superior?
The concern of appearing incompetent or dependent
However, the benefits of co-creation often outweigh this concern.
What should be the focus when trying to influence people towards unity?
Establish feelings of ‘we’-ness with the human family
This is crucial for addressing larger societal issues.
What is a key implication for parents wanting to expand their children’s sense of community?
Encourage co-residence and caregiving behaviors
This promotes a broader sense of kinship and belonging.
What is the significance of parents caring for outsiders in the context of humanitarian acts?
It reflects a sense of selflessness that is usually reserved for family members
Examples include the accounts of Chiune Sugihara and Mother Teresa.
What is the first action implication for parents regarding their children’s sense of ‘we-ness’?
Providing long-term domicile residence for cross-group children, though often not feasible for most households.
What is a more manageable second implication for parents to help their children connect with cross-group peers?
Providing family-like experiences in the home to cross-group children through playdates or sleepovers.
How should visiting cross-group children be treated in the home?
They should not be afforded guest status but treated as family members.
What should parents do if their children have chores during a visit from a cross-group child?
Assign the visitor chores to help, treating them as one of the family.
What is the recommendation for dinner invitations involving cross-group playmates?
Invite them to help set the table or prepare for the meal to foster inclusion.
True or False: Favoring visiting children over family members is encouraged to model a lack of prejudice.
False.
What do diverse neighborhoods and friendships promote in individuals?
A greater identification with all humanity and a reduction in prejudice.
What is one way parents can foster cross-group friendships for their children?
Look for compatible friendship matches at school or in community activities.
Why are public meetings between cross-group friends important?
They lower prejudices among onlookers and encourage cross-group relationships.
What is the effect of reciprocal self-disclosure in friendships?
It strengthens relationship solidarity and deepens cross-group connections.
Fill in the blank: Connections that involve acting together, such as ________, create a broadened sense of ‘we-ness’.
[dancing, singing, reading, walking, working]
What type of commonality can help to reduce biases between groups?
Mutual identity.
What happens when individuals recognize similarities in emotional experiences?
They develop a more humanized perception of out-group members.
What is a powerful feature of human nature that leads to rivalry?
The experience of threat to group welfare or reputation.
What should advocates of intergroup unity be aware of?
The powerful evolutionary pressures that favor group competition.
What strategy can be used to promote greater intergroup unity?
Make cross-group members more present in homes, neighborhoods, and friendship networks.
What is the jujitsu analogy in the context of promoting unity?
Channeling the opponent’s power to one’s own advantage.
What strategy is proposed to build unity across groups?
Making cross-group members more frequently present in homes, neighborhoods, and friendship networks
This approach leverages genetic similarity cues to foster unity.
What is the catchphrase suggested for redirecting evolutionary pressures toward unity?
May their force be with you.
What factor can bolster the strength and stability of connections that promote unity?
Attentional focus.
What is ‘the focusing illusion’ as described by Daniel Kahneman?
The phenomenon where people presume that if they are paying attention to a particular thing, it must warrant interest.
How does focused attention affect the perceived importance of features?
Desirable features appear more important and thus more desirable.
What effect did increased media coverage of 9/11 have on public perception?
It significantly increased the perceived importance of the event.
What was the outcome of directing online furniture store visitors’ attention to images of clouds?
They rated comfort as more important and preferred more comfortable furniture.
What impact did viewing aged photos of oneself have on retirement planning?
Participants were willing to allocate more funds to their retirement plans.
What can be done to amplify the perceived worth of cross-group connections?
Train ourselves to redirect attention to legitimate shared connections.
True or False: People can be trained to turn their attention away from threatening thoughts.
True.
What is the proposed method to deter malevolent members of ‘we’-based work groups?
Recognize corrupt actors, announce no leniency, and establish a no-tolerance policy.
What surprising finding emerged regarding Codes of Conduct written in ‘we’ language?
Participants were more likely to engage in illegal conduct.
What were two additional findings related to ‘we’ language in ethical conduct?
- Belief that the organization would engage less in surveillance
- Belief that the organization would be more forgiving of violators.
What ethical obligation do labor unions have that can lead to issues of misconduct?
Loyalty to their members.
How did the Catholic Church’s hierarchy handle misconduct among priests?
They pardoned and concealed abuses, prioritizing in-group protection.
What should organizations do at the outset of group membership regarding ethical behavior?
Make a written commitment to ethical behavior in the Code of Conduct.
What personal conflict did the author experience while serving as an expert witness?
The conflict between scientific integrity and loyalty to the team.
What was the author’s solution to clarify their commitment to scientific integrity?
Adding a final paragraph to declarations of opinion indicating their values.
What is the primary ethical obligation of a ‘we’-group?
To make the best-appearing case for its clients.
What did the author include in his formal statement to clarify his commitment?
A paragraph indicating that his views were based on information provided by attorneys and subject to modification from new information.
What unexpected benefit did the author find from his formal statement?
It made him appear less of a loyalist and reinforced his preferred role.
In the legal case mentioned, what was the author’s opinion about the company’s advertising?
The advertising campaigns were misleading regarding the healthful properties of its products.
What tactic did the opposing attorney reference during the deposition?
The foot-in-the-door influence tactic.
What was the author’s response when asked if an initial public commitment leads to more extreme stands?
Yes.
Fill in the blank: The author’s preliminary declaration of opinion was seen as an initial public commitment that would push him to be _______.
rigidly consistent.
What was the purpose of the final paragraph in the author’s declaration?
To commit to receptivity to new information and consequent change rather than fixed consistency.
What should organizations include in their Code of Conduct to promote ethical culture?
A self-committing ‘sign in its window’ with a no-tolerance clause.
What rationale should be provided for a no-tolerance policy in organizations?
Workplace satisfaction and pride associated with an ethical culture.
What are the three general conclusions from research into ‘we’-groups?
- Members favor the outcomes and welfare of fellow members over nonmembers.
- Members use preferences and actions of fellow members to guide their own.
- Partisan tendencies have arisen evolutionarily to advantage ‘we’-groups.
What is one fundamental factor leading to feelings of ‘we’-ness?
Perception of belonging together with others.
What are commonalities that generate the perception of belonging?
- Kinship (genetic overlap)
- Place (home, locality, region)
What is a second fundamental factor leading to a sense of unity?
Acting together in unison or coordination.
How can shared musical experiences lead to feelings of unity?
By allowing people to act together and feel consequent unity.
What can increase the chances of unity among different species?
Choosing to share family experiences, neighbor experiences, and friendship experiences with out-group members.
True or False: Connections involving mutual enemies can lead to feelings of unity with out-group members.
True.
What might make connections with out-group members more enduring?
Focusing concentrated, repeated attention on such connections.
