Here’s the Quizlet link again cuz someone deleted it https://quizlet.com/173713449/com-225-exam-3-flash-cards/ Study Guide A Chapter 9 - Goal Competences 1. What are some of the techniques used by cults to get members to join? Cults attract members by using same age recruiter, attractive role models, fun activity emphasizing unity, reinforcing conformity 2. What is symbolic role taking? Take on a role of another to predict how they will react 3. Why is it important to be able to role-take if you want to influence others? It allows us to identify objections others may raise to influence attempts, and it allows us to choose the most effective line of action in a given situation. Most important, it allows us to understand others’ needs. 4. What is the difference between learning, consistency, and value theories? a. Values: people establish their identity and guard their values b. Learning: people want to achieve rewards and escape punishment c. Consistency: people want to appear to be stable over time 5. Which of these theories sees behaviors as being driven by rewards and punishments? Learning. by the need for stability? Consistency. By the need to establish a satisfactory identity? Values 6. What are examples of theories for each of these? a. Learning theory: Actions that are associated with positive outcomes will be repeated, while those resulting in negative outcomes will be avoided. b. Consistency: We feel uncomfortable or uneasy when people change their behaviors or changing situation. c. Value theory: EG. Bravery is high in your hierarchy of values; you may undertake very foolhardy actions in order to avoid being labeled a coward. You may be highly influenced by challenges or dares. 7. What are the 4 major learning theories? a. Classical conditioning: involves stimulus, a response, and a transfer of the response to something else b. Operant conditioning: learning based on positive and negative reinforcement c. Social learning theory: Based on modeling vicarious learning, watching and observingd. Social exchange theory: Communication is a bartering system. Theory based on economics, choose most rewarding relationships, costs are compared with rewards (too costly out of here) 8. What is the difference between social learning theory & operant conditioning? Between classical and operant conditioning? Social learning theory is more through observing on your own, while operant conditioning results in a reward. Classical conditioning trains the response in a different way than operant conditioning by not providing reinforcement. 9. What does social exchange theory say about our choice of relationships? People weigh the potential benefits and risks of social relationships. When the risks outweigh the rewards, people will terminate or abandon that relationship 10. What are relational currencies and how are they related to the way we evaluate relationships? Relational currencies: objects or actions that carry relational meanings when they are exchanged 11. What are the 3 major consistency theories? a. Balance theory b. Congruity theory c. Cognitive Dissonance theory 12. What is balance theory? Focuses on the sense of “balance” in our relationships. Example of balance theory when people we like disagree with us we experience imbalance. 13. How can you tell whether a system is balanced or imbalanced? We feel out of balance in conflict. We want to correct imbalance and restore the smooth relationship 14. How can a system be put back into balance? By correcting conflict. The preference for relationships is agreement, we work to restore the smooth relationship. 15. What is congruity theory? Focuses on inconsistencies in our attitudes and what to do about this. 16. When does incongruity occur and how can it be reduced? Amount of commitment is related to dissonance reduction 17. What is cognitive dissonance theory? Focuses on the conflictive feelings we experience when something doesn’t occur the way we expected 18. When does cognitive dissonance occur and how can it be reduced? Can be reduced by putting our commitments out in the open, really mean our commitments and want to do it on our own instead of being forced into them. 19. What is counterattitudinal advocacy and how can it be used to influence other people? Influence strategies aimed at getting someone to reverse usually negative behaviors (EX: binge drinking on a 21st birthday) 20. What is values theory? Value theory holds that people can be influenced by appeals to their value systems. If, for example, bravery is high in your hierarchy of values, you may undertake very foolhardy actions in order to avoid being labeled a coward. 21. How are our identities and values related?22. How can people be influenced by appeals to their value systems? Value theorists believe that people often engage in unrewarding and inconsistent behavior simply to act out a valued life script - NOT SURE IF THAT’S THE RIGHT ANSWER, GOT IT ON THE BOOK 23. What are the five types of power? a. Reward: your ability to give someone else a reward i. Internal/psychological: within you ii. External/tangible: outside of you b. Coercive: power is based on force, threat, and intimidation c. Expert: based on knowledge, training, and expertise d. Referent: based on association with others. EX: part of the “in group” that gives you a special status e. Legitimate: your assigned role. EX: you are a judge in a court of law and pass a convicted felon 24. What are the methods of strategic self-presentation? Be able to identify and define these e.g. ingratiation, etc. a. Ingratiation: false flattery to butter up somebody b. Intimidation: use threat to persuade others c. Self promotion: present your own credentials in a self-serving way d. Exemplification: imitate the values that you admire in others e. Supplication: appear helpless even when you’re not f. Compliance: getting people to go along with your plan 25. What does cognitive response theory say? It stresses the large part played by the receiver during the influence process. It states that, during persuasion, receivers generate cognitions about the messages they hear. Receivers search their cognitive files for preexisting attitudes, knowledge, and feelings and try to make sense of a source’s message in light of what they already know.