COM 225 1nd EditionExam #3 Study Guide Lectures: 16-24Lecture 16 (November 3)What is a goal?Three issues in influence- 1) instrumental issue - address issue when we at-tempt to achieve a specific goal through talk, 2) relational issue - work to build shared understanding of who we are to one another, 3) identity issue - confirm or reject each others’s self-presentations Persuasion vs. directives vs. compliance-gaining = Directives - straightfor-ward statements or requests that influence simply by providing information,Persuasion - communicators use evidence and reasons to get others to com-ply in cases in which direct requests might meet with resistance, Compli-ance-seeking behaviors - lie somewhere in the middle, communicators use strategic interaction to achieve their endsprinciples of influence:reciprocity• Example: Pregivingsocial proof• Examples: smoky room study, list technique, artificial linesliking• Examples: attractiveness, celebrities, attitude similarity, incidental similarityauthority• Examples: clothing, Milgram’s shock machine ScarcityConsistency - we want others to act consistently and we want to act consis-tently ourselves • Examples: cognitive dissonance, foot-in-the-door, low-balling• how to improve consistency (three ways) nonassertiveness - dysfunctional behavior in which individuals do not stand up for their rights when those rights are infringed upon aggressiveness - dysfunctional behavior in which individuals ignore the rights of others by using offensive and hostile behaviorsassertiveness - “standing up for one’s own rights, without infringing upon the rights of others Reading:Luncheon technique - Gregory Razran ran a series of studies showing that subjects are more positive about the people and things they experience while eating, explain that it is not a long step from Pavlos study to Razrans luncheon technique Self-presentation strategies - used to manipulate others• intimidation - aren't at all concerned with being nice, ingratiation - uses charm, helpfulness and flattery to control others , self-promotion - want to be preceded as competent, emphasize exert power, supplica-tion - presentation is that of helplessness Power• reward - a source perceived as controlling rewards, expert - some-times a source is influential because he or she has special knowledge or skill, referent, and legitimate powerNOTE: You do not need to know all types of goals (e.g., instrumental, infor-mational, relational, etc.)Lecture 17 (November 5) Importance of definitions of familypowerpower-authority structures • positional - families that establish very clear, hierarchical lines of au-thority, and person-oriented structures - families that allow individual members to determine how much influence they want to exertdecision-making structures• positional vs. person-oriented• consensus - when its members try to make a unanimous decision, seeking input from all members, negotiating differences of opinions orvalues, and finding a solution that everyone feels us satisfactory, ac-commodation - less articulate or less dominating members of the fam-ily give in to those who hold the power or are more persistent, and de facto decision-making- when neither of the first two methods work, one in which a single member of the family acts alone or the matter is decided by events, usually after a period of unproductive decision centralized - a single family member who interacts a great deal with all the members and may or may not pass information along to the rest of the fam-ily and decentralized communication networks - one in which frequent inter-action is likely to occur among all or most family members boundaries• internal boundaries - keep the system running and serve the individu-als who make up the family unit (enmeshed (one that scarifies the au-tonomy of its members in order to experience a great deal of cohe-sion) -disengaged (promotes independence at the risk of not develop-ing a sense of family loyalty)• external boundaries - provide services t the larger society (open (fam-ily that encourages its members to experience a wide variety of social life and then share those experiences with the rest of the family, pro-viding a constant source of new ideas) -closed (reacts to the larger so-ciety with a little more suspicion or indifference))• random boundariesfamily functions• both internal and external – you don’t have to memorize them all but be familiar with the idea of internal vs. externalfamily communication patterns• different types of rules - 1) creation of specific rules to guide family communication and 2) the development of more general family themesand identities - Regulative and Constitutive Rules Lecture 18 (November 10) family subsystems • husband-wife• parent-childparenting stylesparental control: Discipline • Power assertion• Love withdrawal• Inductioncouple types & where they fall on the four dimensions (e.g., interdepen-dence)• Traditional - highly interdependent, share conventional views of mar-riage and family life, and engage in conflict on a fairly regular basis • Separates - tend to be more autonomous, spouses give each other more room, they aren't as expressive, and while they hold fairly con-servative views on marriage, they don;t feel as strongly about their views as traditionalists• Independents - differ from the others in that they subscribe to more nonconventional values and views about relationships • Mixed - mens that the couples disagree in their definition of the rela-tionship or in their views about marriage (Separate/traditional - most district of theses hybrid types) John Gottman—Four Horsemen of the ApocalypseReading: Parallel parenting - there is little if any consistency in the rules and in disci-pling the child from different parents Crisis stages - stage 1) Shock resulting in numbness or disbelief, denial, stage 2) Recoil stage reuniting in anger, confusion, blaming, guilt, and bar-gaining, stage 3) depression, stage 4) reorganization resulting in accep-tance and recovery Lecture 19 (November 12) how friendships and romantic relationships differ and how they are similarthe importance of physical attractiveness in relationshipsmatching hypothesis - the decision to interact and pursue a more personal relationship is often based on the perception that we are relative equals in terms of physical beauty factors that increase attractiveness• physical attractiveness - often most
View Full Document