MSU COM 225 - Day 13_Chapter 9 Outline (6 pages)

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Day 13_Chapter 9 Outline



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Day 13_Chapter 9 Outline

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Pages:
6
School:
Michigan State University
Course:
Com 225 - An Intro to Interpersonal Comm
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1 Com 225 Chapter 9 Goal Competence Goals Goals future states of affairs that individuals desire to attain or maintain Interaction goals goals that require communication and coordination to be achieved What is influence Broadly it refers to any act of communication whether consciously intended or not that is capable of affecting attitudes or behaviors Types of Influence Directives pass the salt Compliance seeking strategic interaction e g pregiving hinting threats promises Persuasion evidence and reasoning Issues in Influence Instrumental issue attaining goals through talk Relational issue building bonds with each other Identity issue presenting self to others and confirming or rejecting other s presentation of self Multiple Goal Theories Interaction goals often conflict Communication situations are complex when o Multiple goals are relevant to pursue o Significant obstacles to achieving those goals are present 2 o Actions that might accomplish one goal conflict with those that might accomplish other relevant goals o Dilemmas Skills for Goal Achievement Meeting positive need to be approved and negative need to remain autonomous face needs o Positive face threats How could you be so stupid o Negative face threats Do the dishes o Both types of face You should quit smoking Role taking Basic Needs The need for rewards learning theory The need for consistency dissonance theory The need for identity value theory macho man The need for rewards Models of Learning Classical conditioning Operant conditioning Social learning Social exchange Classical Conditioning 3 Conditioned Response wincing the doctor s office Unconditioned Response wincing s office Operant Conditioning Rewards vs Punishment Consequent Stimuli laughter and applause Future Response Tell more jokes Response Tell a joke Consequent stimuli boos and hisses Social Learning Observing Others being Model response stimuli Future response never performs again 4 We often imagine action s consequences Social Exchange Theory Given a choice between two relationships we will choose the more rewarding one Relational Currencies objects or actions that carry relational meaning o Gifts favor time food o Rewards differ o Love expressed through affection vs material goods Cognitive Dissonance Cognitive dissonance is the feeling of discomfort when simultaneously holding two or more conflicting cognitions ideas beliefs values or emotional reactions Can occur when new evidence conflicts with pre existing ideas beliefs The need for consistency Ways to reduce cognitive dissonance Sources of dissonance I always eat healthy but I ate an entire bag of Cheetos o Denial o Bolstering rationalizing o Differentiating redefining the decision o Transcendence o Modifying Attitudes o Communicating Strategy Commitment 5 Commitment also influences our behaviors Most powerful commitments are o public o effortful o voluntary Foot in the door technique The needs to establish identity Value Theory o Self concept guides our behavior o Strongest motivation is to remain true to what we believe is right o People often engage in unrewarding and inconsistent behaviors simply to act out a valued life script o For example the macho man may have to do a lot to prove himself Source Characteristics Not all communicators are created equal Bases of Power o Reward rich guy at the bar o Coercive inspire fear armed criminal o Expert we trust doctor o Referent people we like Brad Pitt and Angelina Jolie o Legitimate police officer Self presentation strategies 6 o ingratiation o intimidation o o o


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