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UGBA 105 Midterm Homework 2024.
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UGBA 105 Midterm Homework 2024. What is reciprocation - correct answer we comply more after we've received something; we repay the giver Why does reciprocation work? - correct answer A seemingly universal norm of turn taking and exchange; often rewarded Examples of reciprocation - correct ...

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  • April 23, 2024
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  • 2023/2024
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  • ugba 105 midterm homework 2024

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UGBA 105 Midterm 2

What is reciprocation - correct answer we comply more after we've received something; we repay the
giver



Why does reciprocation work? - correct answer A seemingly universal norm of turn taking and exchange;
often rewarded



Examples of reciprocation - correct answer Preprinted address labels; "free" estimates; favor exchange



Factors of reciprocation - correct answer Can be resources, services, or even concessions



Defense of reciprocation - correct answer If suspicious, consider refusing initial gift



Reciprocation: People feel obligated to reciprocate - correct answer concessions



Reciprocation can be couched as a ____ from a ____ - correct answer retreat, request. Eg, ask for a lit
then retreat so you give up some and then they feel like they owe you



What is commitment and consistency? - correct answer We comply more to positions that seem
consistent with our prior commitments



Why does commitment and consistency work? - correct answer Norms of consistency; easier to fall back
on previous positions



Examples of commitment and consistency - correct answer Hazing; bait and switch; foot in the door;
public positions



Factors of commitment and consistency - correct answer Commitments that are public, effortful, and
internally motivated

,Defense of commitment and consistency - correct answer Recognize sunk costs; foolish consistency isn't
wise



Commitment and consistency: The desire to be (and look) consistent is a central motivator of _____ -
correct answer behavior



_____ / ____ statements are more likely to leverage the power of commitment and consistency - correct
answer public, concrete



What is social proof? - correct answer We comply more to do something other people are doing



Why does social proof work? - correct answer The widespread thing is often the right thing - norms,
information, etc.



Examples of social proof - correct answer Laugh tracks; salting the tip jar; bystander apathy;
management fads



Factors of social proof - correct answer similarity to reference group is key



Defense of social proof - correct answer Probe for validity; even if evidence is valid, needn't comply with
the crowd



What is authority? - correct answer We comply with people who appear to be authorities or have
expertise



Why does authority work? - correct answer Authorities are often right; facts or expertise indicate
knowledge



Examples of authority - correct answer Spokespersons; mgmt consultants; honkers wait longer for luxury
cars

, Factors of authority - correct answer appearances of authority: titles, clothing; use of facts or fact-like
evidence



Defense of authority - correct answer Be aware of authority's power and ease of faking; check if
authority is real expert



What is scarcity? - correct answer We tend to prefer something that is limited, disappearing, or
unavailable



Why does scarcity work? - correct answer We hate to have our freedom and choice limited



Examples of scarcity - correct answer Buy now while supplies last!; exploding job offers



Factors of scarcity - correct answer Goods as well as info (even info about scarcity); newfound scarcity is
potent



Defense of scarcity - correct answer Use panic as a cue to take time out; reconsider why you need what's
offered



What is liking? - correct answer We comply more with requests from people we like (and who seem to
like us)



Why does liking work? - correct answer We're often well-served to trust the people we like



Examples of liking - correct answer Salesperson finding common ground; attractive models/political
candidates



Factors of liking - correct answer similarity, ingratiation; attractiveness



Defense of liking - correct answer Check how quickly liking merges; separate liking from agreeing

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