COMST 101 EXAM 3 STUDY GUIDEChapter 6: Know and understandThe different filters used when selecting friends/partners (according to filtering theory)1. Sociological or Incidental Cues: proximity, frequency of interaction…2. Pre-interaction cues: Physical beauty, artifacts, nonverbal behavior… 3. Interaction cues: social rewards, conversational management…4. Cognitive cues: attitude similarity, need complementarity, shared values…The characteristics of interpersonal communication (hint: direct, personal, etc.)1. Directness- when we communicate face to face, we can’t hide2. Personal: common group3. Immediate: can adjust4. Spontaneous: little rehearsal5. Informal: freedomDefinition of self-disclosure Definition: “Communication that offers information about oneself” (the voluntary revealing of information that would normally be unobtainable.) occur when “when one person voluntarily tells anotherperson things about himself which the other is unlikely to know or discover from other sources”.Three expressive-protective; autonomy-togetherness; novelty-predictability types of tensions mentioned in the text Expressive-Protective dialectic: balancing between the need to share personal information and the need to maintain privacy. Autonomy-togetherness dialectic: friends and couples decide how interdependent they want to be.  Novelty-predictability dialectic: as individuals interact, they fall into patterns. They develop ways of behaving that, for the most part, satisfy their needs then their behavior will be predictable. Types of dysfunctional communication behaviors (e.g., progressive spiral, etc.)1. Rigid role relations: who are more comfortable to play the dominance part2. Disconfirmation: rejecting responses, responses that leave us with a diminished sense of self-respect.3. Paradoxes: when couples fall into the habit to sending one another contradictory messages.4. Spirals: one partner’s behavior intensifies that of the other.Stages of relationship development (e.g., integration)1. Initiating: create favorable initial impression2. Experimenting; begin to build their relationship3. Intensifying: high satisfaction and excitement4. Integrating: share attitude and interests, exchange intimacy trophies5. Bonding: like marriage or other kind of consists of a public ritual to legitimize the relationship.Termination stage in dyadic relationships (e.g., coming to terms with the breakup)1: differentiating: begins to notice and comment on previously overlooked differences.2: Circumscribing: members carefully restrict their communication. Skip the topic.3: stagnating: silence and inactivity4: avoiding: partners separate either physically or emotionally5: terminating: both of them realized that their relationship is dissolving and termination may come as a relief. Examples of advising responses mentioned in the textMost used response type, think about the problem, make a judgment, and offer a simple solution, often, you won'tReasons why people build dyads1. Comfort and support (healthier)2. Develop sense of self (looking glass self: the appraisals of others act as a kind of mirror, reflecting back to us)3. Maintain stable views of ourselves over time. (Social comparison: by turning to others)Matching hypothesis and attractiveness in relationshipsPeople of similar attractiveness more likely to date/Differences between exchanges vs. communal relationshipsExchange- causal; exchange rewards (dinner for tutoring) e.g.: low involvement friendshipCommunal- close friends; direct concern for partner (lending money)Types of attachment stylesSecure: 60%, like self and othersAvoidant: 25%, like self, dislike othersAmbivalent/anxious: 11%, dislike self but like others, fear of losing attachment. Low-ball sale techniqueOffer incentive to make a decisionMake a decision based on that incentiveA successful low-ball relies on the balance of making the initial request attractive enough to gain agreement, whilst not making the second request so outrageous that the customer refuses.- First propose an attractive price on an idea/item which you are confident that the other person/buyer will accept.- Maximize their buy-in, in particular by getting both verbal and public commitment to this, e.g., a down payment or a handshake.- Make it clear that the decision to purchase is of their own free will.- Change the agreement to what you really want. The person/buyer may complain, but they should agree to the change if the low-ball is managed correctly.Gender differences in what people disclose in personal adsWomen: hair color, family, good listener, male-oriented hobbies, seeking for status/personalityMen: profession, age, money, hobbies, seeking for attractivenessLooking-glass selfThe idea that self-image results from the images others reflect back to an individual.Relationship development1: proximity: people nearby used be friends. 2: attractiveness: how the couple looks, according to the “Matching hypothesis” (man love to pay more for a dinner with more attractive women, but women not gonna pay no matter what)3: similarity: more similar attitude more attractive. Similarity  interaction  likingPath toward intimacy: initiating  experimenting  intensifying  integrating  bondingDeception in personal relationships Dinner was great v. Are you sure this is chicken?Commitment and relationship maintenance (hint: can commitment help maintain a relationship?)Can commitment help maintain a relationship? YesChapter 7: Know and understandThe glass cliff: Gender different in leadership. “They choose women be a leader when they did poorjob, so they can blame poor result on women. People tend to choose men be leader when they did a great or not bad job.”When women and minorities are seen as better leaders because of their ability to manage crises. Tradition: men chosen over women to leadCharacteristics of groupsDefinition: 3 or more people who become interdependent and share a collective identity through interaction.1. Interact: a collection of people develops into a group through interaction, an aggregate of individual athletes becomes a functioning team.2. Interdependent: separate individuals have become a functioning whole. Individuals rely o others to achieve goal.3. Shared behavioral standards: members experience a sense of identity and psychological closeness4. Collective identity: sense of be a team, cohesion, psychological closenessAdvantages of working in groups1. Groups