202 stidy guide

What is Persuasion?

Communication strategies intended to change the views or attitudes of another

What is the Peripheral route?

Processing of persuasion based off Hueristics, no arguments are considered, a positive feeling is developed through simple cues or associations

What is the Central route?

the path of cognitive processing that involves rational or analytical judgement of message content, considering the argument, more pronounced attitude change

What are the 3 Rhetorical strategies?

ethos, pathos, logos

What is Inductive Reasoning?

specific to general reasoning
specific cases, facts or instances are used to draw more general conclusions

What is Deductive reasoning?

general to specific reasoning
a general conclusion that has been supported by a specific amount of evidence is applied to a specific case

What are logical fallacies?

errors in reasoning that render an argument invalid, HAPPENS ALL THE TIME

What is Charisma?

compelling attractiveness or charm that can inspire devotion in others.
Communication that draws on values, symbolism, and emotion.

What areCharismatic leadership tactics?

communication techniques people use to make themselves more "leader-like" and be perceived by others as influential and trustworthy

What is Cognitive dissonance?

the state of having inconsistent thoughts, beliefs, or attitudes, especially as relating to behavioral decisions and attitude change.

What is Positive motivation?

desire to succeed in a task which will lead to happiness and satisfaction

What are Appeals to Needs?

The Friedman doctrine

the only social responsibility of business is to increase profits, so long as the company stays within the rules of law

What is Agency theory?

A situational explanation for obedience. We move between 2 states: the autonomous state & agentic state. In the agentic state, our sense of responsibility is shiftedto the authority figure.

What is a Company-centered model?

Non-independence of economic theory

What is a Moral issue?

Situations that significantly benefit or harm persons (self or others), directly or indirectly.

What are Power bases?

legitimate, reward, coercive, referent, expert

What is the Bathsheba syndrome?

The moral corruption of people in power

Psychology and power and wealth

What is the Benign violation theory of humor?

What are Cultural movements?

What is Dominance?

behavior enacted with the goal of acquiring or demonstrating power

What is Prestige?

level of respect shown to a person by others

What is Dual Inheritance Theory?

Human evolution is the product of dual inheritances: genes and culture

What is over imitation?

Reasons team effectiveness suffers (problems in the lost in the desert exercise)

What are Weaknesses of teams?

What are True teams?

What are Co-acting groups?

Characteristics and principles of high performing teams and co-acting groups

What are Meeting perceptions?

What is Meeting recovery syndrome?

Effective meeting management

What is Prospective hindsight?

People are more likely to generate alternatives when told that something has already happened.

What is the Sunk cost effect?

the willingness to do something because of money or effort already spent

What is the Recency effect?

the most recent info we have about an individual is the most important in forming impressinos

What is Team psychological safety?

What is Complex interactions?

What is Tight coupling?

where what happens in one part directly and quickly affects another part

What is Common information effect?

Teams tend to spend too little time discussing unshared (unique, uncommon) information

Characteristics desired in followers

Leadership trait theories

attempt to explain distinctive characteristics accounting for leadership effectiveness

Leadership behavioral theories

Leadership contingency theories

how much more powerful than language is non-verbal communication to convey meaning?

12.5x

What is an example of hard skills?

getting stuff done, abilities, skills

What is an example of soft skills?

teamwork, communication, organization, attention to detail

What are some high scoring traits of CEOs?

Following through, hiring Grade A players, analytical skills, setting high standards

What are some low scoring traits of CEOs?

Enthusiasm, listening skills, creativity, persuasion, respect

What are the 4 perspectives of intrapersonal skills?

Practice, Science, Personal Experience, and Reflection

How can we use intuition to make decisions at work? (deifinition, strengths, weaknesses)

D- going with your gut, knowledge without any particular explanation or reason (based on pattern recognition)
S- experience, pre-set morals and valuesW- act quickly, bias, not considering others thoughts

What is overconfidence bias?

overestimation of one's actual ability to perform a task successfully. mother of all biases, strongest effect on behavior.

what are some examples of overconfidence bias?

wars, failing startups, stock bubbles

What is confirmation bias?

tendency to search for and interpret information in a way that confirms one's existing opinions or preconceptions, "it is comfortable"

What is the availability heuristic?

tendency to form opinions about the commonness of events based on ease of recall. events that trigger strong emotions are easier to remember, perceived to be more coming
tendency to view recent events as more likely to happen again

what is an example of an availability heuristic?

Since the pandemic happened once, when will it happen again

What is the anchoring effect

the tendency to form judgements about qualitative values by giving excessive weight to starting value (or anchor)

What is the bandwagon effect?

the tendency to act in a certain way because many other people do. relative to groupthink and herd mentality, blindly following the crowd

What is experience?

extrapolation from our experience to a broad set of circumstances. conventional wisdom can be wrong and is also influenced by bias.

How much % does intelligence explain the variation in performance?

16%

What is bounded rationality?

a process of making decisions by constructing simplified models that extract the essential features from problems without capturing all their complexity

How can we use authority to make decisions at work?

Experts or posted facts that we trust. Precise but time consuming and may not have the right info (could also have a pay wall)

How can we use science to make decisions at work?

The accumulation of reliable and valid evidence, systamatically processing and drawing conclusions. AN ACCUMULATION OF EVIDENCE IS THE STRONGEST AND MOST RELIABLE

Correlation does

not equal causation

How much of the united states is introvert?

about half

What are some of the characteristics of introverts?

prefer less stimulating environments, quiet concentration, listen more than talk, think before speaking, pushing the spotlight off of them

What are some of the characteristics of extroverts?

energized by social situations, assertive, multi tasking, think out loud and on their feet.

Society is now considered a paradise for?

Extroverts

What are the most effective screening measures?

Multi measure tests - cognitive + personality + interest + skill

What are the pros and cons of 4Q tools?

PRO- widely available and inexpensive, can provide self-discovery, team building, coaching, enhancing communication
CON- highly transparent, can be bias, limited predictive validity, results can change over time

What are some of the characteristics of strong personality tests?

1. measure stable traits that dont change too much over time2. normative in nature - compare against another's3. have a "candidness" - lie detector for accuracy4. high reliability - be a valid predictor

What is an ecological fallacy?

falsely accusing properties of a group apply to an individual (there WILL be outliers)

What is the 3 criteria for causality?

1. x and y are related2. other potential causes are ruled out2. x comes before y

What is critical thinking?

a systematic and comprehensive process of making objective, unbiased assessments of facts when forming a judgement

What are 4 attributes of critical thinking?

1. intellectual humility - admitting mistakes and errors in judgement, altering opinions in light of evidence2. confidence in reason - most weight places into evidence and hard facts2. intellectual curiosity - exploring new topics, learning new things, and getting knowledge in any form4. intellectual independence - willingness to question authority, challenge conventional wisdom, and honestly examine opinions with which they disagree

Can personality change?

over time, life cycles affect personality. Less stability in beginning and ends of life.

What is the Big Five Personality ?

What do people constantly overestimate? and is even across both genders?

intelligence and generosity. Men are more likely to overestimate than women.

Intelligence is PROVEN

not CLAIMED

what is self-awareness?

understanding who we are and how we are similar or different from others

What is self-esteem? How does it change over your lifetime?

how much you value, respect, and feel confident about yourself. increases until middle age and peaks then drops down over aging.

What is self-concept?

the view indivduals have of themselved as being physical, social, spiritual, or moral beings (can be positive or negative)

What is the Old vs. New View in self-esteem?

OLD - self-esteem affects performance
NEW - performance affects self-esteem

What is self-efficacy?

belief in ones ability to do things

What is the direction of Internal Locus of Control and Performance?

Small correlation. Unknown direction of cause and effect.

What are emotions?

short-lived, intense, feeling states that occur in response to events (stimulus)

What is the Old vs. New View in emotions?

OLD - only 6 emotions (fear, anger, sadness, happiness, disgust, and surprise)
NEW - 27 interconnected emotions that each have a gradient

What are the 4 competencies of emotional intelligence?

ability to understand and interpret emotions
1. self-awareness - understand own emotions2. social awareness - understand emotions of others3. self-management - control emotions of others4. relationship management - influence emotions of others to build relationships

What is fear?

a basic, intense, emotion aroused by the detection of imminent threat, involving on immediate alarm reaction that mobilizes the organism by triggering a set of physiological changes

What is the difference between anxiety and fear?

fear is short term and a response to a specific threat (a test, the dark, a predator), whereas anxiety is a long term response to a diffuse threat (walking through an open field, being a student)

What is stress?

physical symptoms of fear and anxiety
activation of the sympathetic nervous system - a network of nerves involved in a flight or fight arousal

What is fight or flight?

When your body provides energy, reflexes, and strength to help respond to different stresses (tunnel vision, butterflies [blood flowing away from digestion], palms sweating)

T or F? does anxiety divert attention from on-task behaviors?

True

What is the Yekes-Dodson law?

arousal is only helpful up until a certain point

What is burnout?

A psychophysiological response due to frequent but generally ineffective efforts to meet excessive demands, involving a psychological, emotional, and sometimes physical withdrawal from an activity in response to excessive stress or dissatisfaction

What is exposure therapy?

therapy that confronts clients with what they fear with the goal of reducing the fear

What is the equity theory?

focuses on employee perceptions as to how fairly they think they are being treated compared to others

What are the two types of inequity?

underpayment and overpayment

What are some examples of persuasion?

Marketing, Recruiting, interviewing, convincing your team, leading...