Final Exam Chapter 13 and 14

three types of behavior change

• conformity

• compliance

• obedience

conformity

an attempt to fit in

a student will drink more beer at a college party is peers consume lots of beer

compliance

we are directly or indirectly asked to change a behavior and we do

ask a passenger to buckle up in a vehicle

obedience

when a perceived authority figure requests a change in behavior, people obey in order to appease the authority

ABC model of ABS

behavior is directed by activators and motivated by consequences

self-perception theory

we validate our values, attitudes, or beliefs by observing our own behaviors

Tim is passionate about sports and fitness and he believes these passions emanate from his dedication to sports since elementary school - he chooses to continue performing behaviors with that value.

foot-in-door

gains compliance to a relatively large request by first obtaining compliance to a smaller, related request.

want roommate to help wash dishes? ask them total out the trash first

social labeling

when an individual is assigned an attribute, attitude, or belief and is then asked to comply with a behavior related to that label

label a driver as careful increases their safe driving behaviors

ability vs effort

negative experiences will have a negative affect on ability but poise on effort

effort will try harder

percieved choice

young boy feels like he is making a choice between outfits but you are okay with either

a couple chooses a wedding venue, the flowers, the caterer all to say I do

how to honor one’s commitment

• perceived choice

• active

• public

active

sign a document, shake hands, succumbing to fraternity hazing

it takes months to plan a wedding where you change rings and say I do

public

making a commitment in front of others

a wedding is watched by wedding guests and deviations from the commitment will be met with social disapproval

false similarity

when a person can gain favor or compliance by faking or claiming similarity - similarity must be believable - this can be through words or physical appearance

compliments

a quick and easy way to gain favor, even if the target is aware of the ulterior motive

Mere-exposure effect

impact of repeated exposure can improve an opinion

norm of reciprocity

identify by Alvin Gouldner

an obligation to help individuals who have provided you with help and retaliate agains those who have caused you harm

direct and indirect

the norm of reciprociy occurs in two forms

direct reciprocity

the exchange of helpful or harmful behavior between two individuals

can occur over a long period of time

indirect reciprocity

occurs when the behavior of a third individual is activated following the awareness of the previous interaction

vicarious reciprocity

person C observed Person A helping B, and C chooses to help A as a result

pay-it-forward reciprocity

A purchases a coffee for B, and B does the same for C

social proof principle

we look to others for guidance about which behaviors are appropriate or inappropriate for a particular situation or unfamiliar setting

social norms

rules or guidelines for appropriate or inappropriate behaviors

injunctive norm

defines desirable and/or undesirable behavior

what one “ought to do”

descriptive norm

the common and observed behavior of other people

are people running hiking or biking

a sign that says no food or drink and most people comply and the norm is applied

authority principle

compliance with a request coming from an authority figure

harsh factor approach

an authority figure who gains obedience from others based on a hierarchal position within a particular social structure

stupid ass security guard makes me throw away my shooter in the centros line

soft factor approach

applies factors or one’s attributions (experience, education, and credibility) to gain obedience

physicians and professors use their authority to gain obedience because of their educational experience

heuristics

mental shortcuts used to make a decision - save time and effort in making a decision

Matt allowed salesman to find a mechanic instead of doing it himself and it saved him an inspection station - and he assumed the mechanic was an unbiased third party

attire

a uniform gains more obedience to a request than regular clothes

titles

define a level of authority because they offer insight into the background of an individual

cardiologist, surgeon, doctor, CEO

scarcity principle

we value things that are rate or becoming rare

psychological reactance theory

we act to regain our personal control when we perceive a restriction of limitation on our freedom or indivuality

shirt and shoes sign

forbidden fruit phenomenon

restricting an item makes it seem scarce and therefore more valuable

job

an unfulfilling but necessary way to make money

career

an opportunity to advance from one position to a better position

calling

a fulfilling and socially useful activity - reports highest satisfaction

flow

a completely involved, focused state, with diminished awareness of self and time; results from full engagement of our skills

six interest types

• realistic (hands-on doers)

• investigative (thinkers)

• artistic (creators)

• social (helpers, teachers)

• enterprising (persuaders, deciders)

• conventional (organizers)

personnel psychology

applies psychology’s methods and principles to selecting, placing, training, and evaluatig workers

organizational psychology

considers how word environments and management styles influence worker motivation, satiation, and productivity

human factors psychology

explores ho machines and environments can be optimally designed to fit human abilities

informal interviews

interviews that provide a sense of someone’s personality, but give interviews power to control the impression the are making - not a good indication of how their performance will be

structured interviews

offer a disciplined method of collecting information - a process that asks the same job-relevant questions of all applicants

How organized are you?

performance appraisal methods

• checklists

• graphic rating scales

• behavior rating scales

employee engagement

the extent of the work’s involvement, enthusiasm and identification with organization

leaders

people who motivate and influence them to enable their group’s success, and who engage their interests and loyalty

achievement

goals motivate…

charisma

an ability to influence others while making them comfortable

bolsters leadership

leadership styles

• directive

• democratic

• social

• transformational

• task

directive leadership

leading troops into battle

democratic style

developing a comedy show

task leadership

setting standards, organizing work, and focusing on goals

usually use a directive style

social leadership

explain decisions, help group members solve conflicts, and build teams that work well together

usually women, use democratic style

increases moral and productivity

transformational leadership

motivates others to identify with and fully commit themselves to the group’s mission - articulate high standards, inspire people to share their vision, and offer personal attention

task and social leadership

effective manages often exhibit both…

operant conditioning

effective leadership often build on a basic principle of…

to teach a behavior, catch a person doing something right and reinforce it

more engaged

workers who have a best friend at work and feel like they belong are…

personnel psychology

psychology subfield that focuses on training job seekers, and assisting with employee selection, placement, appraisal, and development

organizational psychology

focuses on worker satisfaction and productivity and on organizational change

human factors psychologists

work with designers and engineers to tailor appliances, machines, and work settings to our natural perceptions and inclinations

flow

People who view their work as a calling often experience ____, a focused state of consciousness, with diminished awareness of themselves and time

personnel, human factor

___ psychologists assist with job seeking, and the recruitment, selection, placement, training, appraisal, and development of employees;______ psychologists focus on how people and machines interact and on optimizing devices and work environments

structured interview

A personnel psychologist scripted a set of questions to ask all applicants for a job opening. She then trained the firm’s interviewers to ask only those questions, to take notes, and to rate applicants’ responses. This technique is known as a(n)

360-degree feedback

In your job, you rate your own performance, your manager’s, and your peers’. Your manager, your peers, and your customers also rate your performance. Your organization is using a form of performance appraisal called

SMART goals

what type of goals will best help you stay focused and motivate you to do your finest work in this class

transformational

research indicates that women are often social leaders. They are also more likely than men to have a ___ leadership style

both task and social leadership, depending on the situation and the person

effective managers often exhibit

improving th design of machines and environments

human factor psychologists focus primarily on