COMM 10 Midterm

Most psychologists believe that the basic identify scripts for our lives are formed before we even learn to talk.

False

Mothers are more likely than fathers to challenge children and encourage them to achieve more.

False

The self is something that we are born with.

False

There are two and only two genders in all known cultures.

False

Who has the first influence on the development of self?

Family members

Who provides direct definitions by labeling us and our behaviors?

Family members

What is a key feature of interactive models?

Feedback

Culture selection example

Flash 2 images, one in each eye. A baseball player and a bull fighter. Over 90% of people in Mexico saw the bull fighter. Over 90% of people in America saw the baseball player.

Types of Social Norms

Folkways, Mores, Taboos

Paralanguage - pause, silence

For effect e.g. the pregnant pause

The ___ refers to the views of society as a whole.

Generalized Others

Displacement Gestures

Gestures to relieve the anxiety of how to acknowledge a gaze; nervous energy is displaced i.e. twirling hair, tug earlobe, fix glasses

Submissive Displays

Gestures to signal "I am harmless"

Receiver

Gets the initial message at the end of the line

Mediated mass example

Giving a lecture using a microphone (mass distribution of message to many people and if they ask questions there is feedback)

What is the single most important issue?

Global communication and interacting with other cultures

Green attitudes and beliefs

Green Planet

What are the 6 segmenting dimensions for business markets?

- Kind of Relationship -Purchasing Methods -Type of Customer -Demographics -Type of buying situation - How customers will use the product

What are some examples of psychological variables?

- motivation -perception -learning -attitude -trust - lifestyle

Subconscious gestures

-"Notice me" actions i.e. standing tall, swaying, stretching for men i.e. adjusting lipstick or skirt, glance then look cooly away, being playful and childish, put themselves in easy line of sight for women

Anticipation affecting the direct contact stage example

-2 groups -One told they were put together for a reason. The other told that they were all different and that people were worried they wouldn't get along. Both randomly selected. 1st group more efficient. 2nd group more problems working together.

How might the use of space play into flirting?

-An invitation to space shows interest -If you are too close and she crosses her arms it is a defensive move. -If he allows the woman to put an object on his side of the table on a date, that means he is making space for her i.e. reach for something in his personal bubble

Profanity

-As with all language, the use of profanity varies from place to place -It is higher in cities such as New York City perhaps because of more stress or the tolerance of difference and anonymity -Thought people say it because they aren't really supposed to, as profanity becomes more widespread it looses its "punch."

Selena's Algebra teacher, Mr. O'Brien, tells her that he believes Selena is a "natural" when it comes to mathematics. This comment inspires Selena to study even harder and as a result she earns an "A" on her test. Selena's achievement can be explained using which interpersonal concept?

A self-fulfilling prophecy

What is a drive?

A strong internal stimulus that encourages actions to reduce a need.

Non-mediated small group example

A study group in which everyone sits around and is talking face to face; business meeting

Use of the eyes are not without these problems

A) Staring, glaring= problematic B) Gawk + deadly glare= REALLY interested in the woman B) Winks =suave or off-putting C) Elevator eyes= exploring below the neck; NO

Who expanded on Schutz's ideas?

Abraham Maslow

A key foundation for improving your self-concept is:

Accepting the self as in process

What do psychographics focus on?

Activities, Interests, and Opinions

Negative Twist

Allow us to have superiority and maintain an ego. A positive stereotype with a _____. Example: We admire athletes BUT they are just dumb jocks

What are two attributes that help product space or the representation of positioning?

An example might be deodorant soap vs. moisturizing soap.

Self Disclosure

An expression of some of your private feelings/thoughts. Moving from the hidden self to the open self.

The field of communication can be traced to..

Ancient Greece

What do sellers offer in generic markets?

And sellers offering various, often diverse, ways of satisfying those needs.

Playfulness

Another way potential lovers communicate harmlessness to each other (regulated by a more primitive part of the brain); brings in an evolutionary perspective

What is a language?

Any system of formalized symbols that is used as a means of communication

Noise

Anything that causes a loss of information as it flows from source to destination.

What is internal noise?

Anything that distorts a message from inside the source or receiver ex: thoughts of eating instead of focusing on your professor

What is external noise?

Anything that distorts a message from the immediate external social or physical world ex: Jackhammer outside, good-looking student next to you

What is noise?

Anything the distorts/interferes with fidelity; includes internal and external noise ex: static

All of the following are guidelines for improving perception and communication

Associate the similarities of facts and inference

What are attachment styles?

Attachment styles are patterns of parenting that tell children who they are, who others are, and how to approach relationships.

What is a company's market?

Market is a group of potential customers with similar needs who are willing to exchange something of value with sellers offering various goods or services.

How does market segmentation work with groups?

Market segmentation groups customers with similar needs.

What are downers?

Downers are people who communicate negatively about us and reflect negative appraisals of our value as inidivduals.

Who predicted that technology would create a global village?

Marshall Mcluhan

Roles Selection Example

Each focuses on a different thing in the park based on their occupation i.e. a zoologist, a psychologist, and a pickpocket

____ define(s) where an individual stps and the rest of the world begins.

Ego Boundaries

Elaborate vs. Succinct

Elaborate example-Arabic: If you don't want any more food you can't simply say "no" you must say "I swear I could not eat another bite"

Pat says, I am so stupid I ll never graduate from college. I just can t learn this chemistry because I am so darned dumb! Pat s self-communication is an example of:

Engaging in self-sabotage

____ were the first to use the term white to describe a racial group in the area that is now the United States.

Europeans when they colonized the United States

Ongoing

Evolves over time, continuous process

High Fidelity Message example

Face to face

Age does not influence perceptions; they are stable

False

Culture influences the self-concept in limited ways.

False

What did Abraham Maslow propose?

Maslow proposed that we communicate to meet a range of human needs. Basic needs then abstract needs, which created Maslow's Hierachy of needs)

Who took the first steps toward creating the global village?

Mass Media

Meanings are constructed in Interpersonal Communication

Meaning arise from how we interpret one another

Mediated and non-mediated interpersonal example at the same time

Mediated: passing a note to someone in class, non-mediated: smile to each other after note has been passed and received

Who distinguished three levels of communication and what are they?

Philosopher Martin Buber It, You, Thou

Pickup Lines

Something said in 25 words or less that captures a stranger's interest

Which of the following is NOT a regulative rule of interpersonal communication?

Speaking is a way to show you care about issues.

Non-mediated interpersonal example

Speaking to someone face to face

To get female attention, males will...

Stand tall, shift feet, stretch, move around to be noticed

The most important aspect of personal identity in North America is race.

True

Formal vs. Informal

USA-informal Korea- Formal; using at least 6 different levels of formality depending on the situation

What are uppers?

Uppers are people who communicate positively about us and reflect positive appraisals of our value as individuals.

In general, masculine-gender speech communities follow this communication rule:

Use talk to accomplish practical goals.

Static evaluation

Using words to make reality seem more concrete, descriptions use the word "is" i.e. Mark IS a nervous guy. In order to correct this, date what you are saying. "Mark WAS nervous at the party yesterday."

Mediated small group example

Video conference online

What are vultures?

Vultures are extreme versions of downers who communicate negatively about us by attacking our view of self.

Which one of the following statements is true about emotions?

We experience emotions holistically.

What are some limits of intimacy?

We need distance from people too; true intimacy takes time, energy, effort

Proximity

We tend to develop relationships with people we interact with on a regular basis; why long distance relationships are so hard (Thanksgiving breakup)

Similarities

We tend to select people with the same values/class/interests/intelligence as we do because it validates us and reduces uncertainty. Studies show that too much similarity however can lead to boredom.

What is It Communication?

We treat others like objects or non-human. Ex. a homeless person, or server, humanity is lost

The Blind Self

What others know about you but you don't (toilet paper on your shoe, how you come off to other people)

The Unknown Self

What you don't know about you and others don't know about you (maybe you have a deep seeded hatred of fathers)

The Open Self

What you know about you and what others know about you (gender, race, etc.)

The Hidden Self

What you know about you that others don't (things that you've done/believe that you keep to yourself)

High Fidelity

When the message is translated from beginning to end without distortion

What is body synchrony?

When two people flirting are facing each other and moving in tandem with one another; mirroring one another; this shows reciprocity in that important responses need to be returned and reaffirmed i.e. swaying together

Ego boundaries refer to:

Where an individual stops and the rest of the world begins.

Non-mediated intrapersonal example

You thinking your own thoughts

Combined Target Market Approach

combining two or more submarkets into one larger target market as a basis for one strategy.

metacommunication

communication about communication

Metacommunication

communication about communication meta= about ex. you seem really stressed

mass communication

communication from one source to a large audience

small group communication

communication occurring within small groups of three or more people

All of the following are reasons why we may not express emotions except:

communication problems

interpersonal communication

communication that occurs between two people within the context of their relationship and that, as it evolves, helps them to negotiate and define their relationship

Interpersonal Communication is not a panacea

communication will not fix everything

intrapersonal communication

communication with oneself

Kind of shopping example...

comparison on getting the best price, or shopping at publix for convenience.

face needs

components of one's desired public image

Interpersonal Communication involves ethical choices

concern of what is right and what is wrong

What are Personal Needs?

concerned with an individual's needs for personal satisfaction, unrelated to what others do

What are Safety Needs?

concerned with protection and physical well-being

Trust

confidence a person has in another person

All of the following are five principles of interpersonal conflict EXCEPT:

conflict can be destructive for individuals and relationships.

Devin is surprised when his friend burps and belches after their dinner together. Devin says, "Burping and Belching is so rude." Devin's perception of his friend's behavior is based on a(n) ____ rul

constitutive

Activities

identify what people do

Psychologists define ____ as rules for living and identity.

identity scripts

According to the book, all of the following are guidelines for interpersonal communication competence EXCEPT:

imagination

All of the following are risks to self-disclosing communication except:

others may increase closeness with us

Expectations

outcomes or events that a person anticipates

Actors will have to learn diction and elocution of words when taking on a new role. They really must pay close attention to ____.

paralanguage.

Randy says, "I am really bummed out about not getting any job offers." His roommate, Lance, responds, "Sounds as if you're feeling pretty low about the response so far." Lance's communication is an example of:

paraphrasing.

Attachment styles are:

parenting patterns that teach us who we are and how to approach relationships.

Selective Perception

people screen out or modify ideas, messages, and information that conflict with previously learned attitudes and beliefs

Economic Buyers

people who know all the facts and logically compare choices to get the greatest satisfaction from spending their time and money.

What are empty nesters?

people whose children are grown and who are now able to spend their money in other ways

According to the perceptual view of emotions, what occurs second?

perception of event

Lacy is constantly dissatisfied with herself. She wants to get plastic surgery to get rid of her huge nose and fat thighs. Lacy is suffering from which fallacy?

perfection

Chat rooms can be evaluated based on how interesting or boring the conversations are. This statement best represents

personal constructs.

The opposite or unproductive communication of negative affect is:

positive affect

Which one of the following is not a paralanguage behavior?

refusing to speak

These rules specify when, how, where, and with whom to talk about certain things.

regulative

What are Qualifying Dimensions?

relevant to including a customer type and core features in a product-market.

Feedback

response to a message, whether verbal, non-verbal, or both.

What are the 3 dimensions of relationship meaning?

responsiveness- how aware of others and involvesd we are liking/affection- positive or negative feelings communicated power/control-power balance b/w communicators

Confirmation

rethinking the decisions

Norms

rules of what behavior are acceptable in a situation

After performing a comprehensive job search, job seekers put together a resume, write a cover letter, and then go on job interviews. This statement best exemplifies:

scripts.

Nikki believes that she is lovable and that people are loving and can be trusted. Nikki has a(n) ____ attachment style.

secure

What are the four attatchment styles?

secure style fearful style dismissive style anxious/resistant style

All of the following are guidelines for improving self-concept except

seek contexts that support personal change

Multiple Target Market Approach

segmenting the market and choosing two or more segments, then treating each as a separate target market needing a different marketing mix.

Single Target Market Approach

segmenting the market and picking one of the homogeneous segments as the firm's target market.

egocentric

unable to take another person's perspective

According to your text, the author states that it is important to gain access to information in our blind and ____ areas

unknown

All of the following are forms of unproductive communication EXCEPT:

validation of each other

communication codes

verbal and nonverbal behaviors, such as idioms and gestures, that characterize a culture and distinguish it from other cultures

message

verbal and nonverbal elements of communication to which people give meaning

feedback

verbal and nonverbal responses to a message

expressive talk

verbal communication whose purpose is to express emotions and build relationships

Transaction

way of giving feedback

Relationship meaning

what communication expresses about relationships between communicators ( mother to daughter or boss to employee)

Discretionary Income

what is left of income after paying taxes and paying for necessities.

Communication is irreversible

what is said can't be unsaid ( losing temper and saying something you may regret)

Selective Exposure

when consumers seek out and notice only the information that interests them

Ego boundaries refer to:

where an individual stops and the rest of the world begins.

Offbeat Pickup Line

"Do you think we are ever going to switch to the metric system?"

Altar Pickup Line

"I'd like to take you home to meet my mother."

Complementarity

"Opposites attract." Differences can strengthen a relationship when they are complementary---when each person's characteristics satisfy the other person's needs (ex: person who talks a lot with a person who hardly talks at all)

Seductive Pickup Line

"You are the sexiest woman in the room." *should demonstrate romantic and sexual interest, stir but not shock

3 basic listening skills - Following

*Door openers *Minimal encourages *Open-ended questions (not too frequent) *Attentive silence

3 basic listening skills - Attending

*Posture of involvement *Appropriate body motion *Eye contact *Non-distracting environment

What are the three basic needs of the interpersonal needs theory?

-Affection -Inclusion -Control

What are the trends as you move from intrapersonal to mass communication?

Impersonal, less dynamic, less feedback

What happens as you go from intrapersonal to mass communication?

Impersonal, less feedback, less dynamic

Language selection example

In Arabic, there are two words for color---hot and cool. In English, there are many words for color.

Fourth Stage: Integrating Stage

Individuals take on identity as social unit and may even behave similarly; develop common property (our song, our car), obligation grows in this stage i.e. invited to a party on the same card

More on analyzation

You see 5 billion stimuli but the brain can only process 500. Those 500 vary from person to person which explains how different people have different perceptions. This is how the selection process occurs.

The "Sapir-Whorf" hypothesis

Your language determines how you see the world

monochronic

a concept that treats time as a finite commodity that can be earned, saved, spent, and wasted

out-group

a group of people with whom one does not identify

in-group

a group of people with whom one identifies

dyad

a pair of people

channel

a pathway through which messages are conveyed

face

a person's desired public image

Belief

a person's opinion about something

Attitude

a person's point of view toward something.

Attitude

a point of view

perceptual set

a predisposition to perceive only what we want or expect to perceive

symbol

a representation of an idea

asexuality

a sexual orientation characterized by a general lack of interest in sex

bisexuality

a sexual orientation characterized by sexual interest in both women and men

heterosexuality

a sexual orientation characterized by sexual interest in members of the other sex.

social penetration theory

a theory that predicts that as relationships develop, communication increases in breadth and depth

Johari window

a visual representation of components of the self that are known or unknown to the self and to others

According to the cognitive labeling view of emotions, what occurs first?

external event

co-cultures

groups of people who share values, customs, and norms related to mutual interests or characteristics beyond their national citizenship

The sense of touch is:

haptics

Social Influences

have to do with the associations that the buyer might have with other people.

Message treatment

how you communicate or convey something

Phatic communication

indirect things that people say to open up the channel

"When you said my idea was stupid, I felt hurt" is an example of ____ language.

I

face-threatening act

any behavior that threatens one or more face needs

Nonverbal - Kinesics

anything and everything that has to do with the body

Perception

Complex process in which people receive, select, organize, interpret stimulus into coherent info

Selective Retention

Consumers remember only what they want to remember

What are the two different types of dimensions?

Qualifying dimensions or Determining dimensions

What is small talk?

Queries and replies (barrage of questions); the focus of small talk is on nonthreatening common knowledge; it is functional in maintaining balance and connection -Small talk is off-putting if: personal questions are asked too soon, bragging, political speeches, religious views

organization

the process of categorizing information that has been selected for attention

social comparison

the process of comparing oneself with others

To avoid peer pressure and bullying what have schools developed?

uniforms that students must wear.

If current immigration trends in the U.S. continue as predicted, by 2050?

There will be no single majority group.

This communication confirms the worth of others and our concern for them. An examples is "I can understand why you feel that way."

equality

Interpersonal communication effectiveness can be learned

everyone con become competent communicators

The opposite or unproductive communication of useful metacommunication is:

excessive metacommunication

Trial

experimenting with a product

instrumental needs

practical, everyday needs

interpersonal perception

the process of making meaning form the people in our environment and our relationships with them

reflected appraisal

the process whereby a person's self-concept is influenced by his/her beliefs concerning what other people think of the person

breadth

the range of topics about which one person self-discloses to another

self-concept

the set of stable ideas a person has about who he/she is

gossip

the sharing of an individual's personal information with a third party without the individual's consent

Adoption Process

the steps individuals go through on the way to accepting or rejecting a new idea.

Nonverbal - Environment

the surrounding within the interacting environment e.g. lighting, music, interior design, temperature, smell

culture

the system of learned and shared symbols, language, values, and norms that distinguish one group of people from another

overattribution

the tendency to attribute a range of behaviors to a single characteristic of a person

self-serving bias

the tendency to attribute one's successes to internal causes and one's failures to external causes

What are ego boundaries?

they define where an individual stops and the rest of the world begins.

instrumental talk

verbal communication whose purpose is to solve problems and accomplish tasks

Opinions

ways people feel about things

Limited Problem Solving

when a consumer is willing to put some effort into deciding the best way to satisfy a need.

Routinized Response Behavior

when consumers regularly select a particular way of satisfying a need when it occurs.

What is evaluating the decision?

when the consumer assesses the experience of his or her decision.

Nonverbal - Time

who keeps who waiting for how long. It conveys status and importance

identity

your understanding of who you are

Self Image

Refers to the qualities/skills/characteristics that you think you have i.e. She considers herself to be kind, intelligent, attractive, and a good pool player.

The term _______, also called the looking-glass self, is based on Charles Cooley s poem.

Reflected appraisal

Feedback

The receiver becomes the source; relates to the fact that messages can go in either direction and constantly switch who is the source and the receiver

How does the Feedback Model increase fidelity in the message?

The receiver can communicate what they do and do not understand, and the source can clarify.

The Interpersonal Imperative

3 Basic Social Needs 1. The need for inclusion 2. The need for control 3. The need for affection

What are the PSSP Hierarchy of Needs?

4- Personal Needs 3- Social Needs 2- Safety Needs 1-Physiological Needs

How many basic principles of effectiveness are there?

8

Benefits sought example...

A car buyer looking for a car with good gas mileage.

A needs example..

A customer's needs could be economic or functional.

What is a generic market?

A generic market is a market with broadly similar needs.

How does a market grid help with market segmentation?

A market grid works as a visual aid to market segmentation.

Euphemism

A pleasant term substituted by a blunt one, challenge to be nice without sacrificing the clarity of the message i.e. firing=early retirement, negotiated departure; pork vs. pig (remove from animal used by vegetarians)

What is a product-market?

A product- market is a market with very similar needs and sellers offering various close substitute ways of satisfying those needs.

What is market segment?

A relatively homogenous group of consumers who will respond to a marketing mix in a similar way. This is a aggregating process.

What are some factors that affect expression of intimacy?

1. Gender: Women are more open to self disclose and bond through talk. Men bond through actions. This leads to misunderstandings. For many women, sex is a form of sharing intimacy that is created through talk. For men, sex opens up intimacy because it is a "shared activity." 2. Culture: In some cultures PDA is acceptable. In others, it would be very inappropriate. Showing intimacy in the US includes watching movies or taking a walk together. 3. Society: In some places there are arranged marriage, but in the US you can choose who you get into intimate relationships with.

The Self Concept

A relatively stable set of perceptions that you have about yourself

What did Wilbur Schramm depic feedback as?

A second kind of message. Messages are created and interpreted based on personal fields of experience

What are the 10 stages of relationships?

1. Initiating 2. Experimenting 3. Intensifying 4. Integrating 5. Bonding 6. Differentiating 7. Circumscribing 8. Stagnation 9. Avoiding 10. Terminating

What are the 4 systems of communication?

1. Intrapersonal 2. Interpersonal 3. Small Group 4. Mass

Why is profanity so widespread?

1. Movies (Devil's Rejects) 2. 1960s made America a more relaxed society 3. The feminist movement brought cussing to females 4. Mass media 5. Music 6. Radio and some newspapers 7. Most taboo words have changed over time

Attitudes selection example

The referee is always unfair to your team. Why? Because you are favorably predisposed towards you own team.

What are factors influencing selection and perception within ourselves?

1. Past Learning Experiences 2. Culture and subculture 3. Language 4. Motivation 5. Stereotypes 6. Roles 7. Moods 8. Attitudes 9. Psychological tendencies

What is self?

The self is a complicated, multidimensional process.

Hearing vs listening

Hearing is a physiological process by which the sensation is transmitted to the brain Listening is a psychological process that involves understanding and interpreting

What are the needs of Maslow's hierachy from bottom (basic) to top (abstract) ?

1. Physical Needs for Survival ( air, food, sex) 2. Safety and Protection ( shelter, protect us from harm) 3. Belonging needs (fun, connect us to others) 4. Self-Esteem (respect, value by others) 5. Self-Actualization (reach fullest individual potential

What are the dimensions of intimacy?

1. Physical: contact, touch (i.e. Harry Harlow's contact comfort) 2. Intellectual: exchanging important ideas with one another (i.e. debates) 3. Emotional: sharing important feelings with one another 4. Shared activities: doing things together (i.e. eating together, sex)

What are the stages of perception?

1. Reception: The biology of the uptake of stimuli; application of our senses 2. Analyzation: Focusing, organizing, and interpreting the stimuli in a meaningful way

Types of Psychological Tendences

1. Selective Exposure 2.Selective Attention 3. Selective Retention

3 Aspects of the Self Concept

1. Self Identity 2. Self Image 3. Self Esteem

The 4 Selves

1. The Open Self 2. The Hidden Self 3. The Blind Self 4. The Unknown Self

What are the factors influencing selection and perception in objects/stimuli?

1. What is easy, obvious, close: A girl in the club placing herself in the line of sight for some guy 2. What is intense: loud siren, bright hair color 3. What contrasts: select things because they are different; Hawaiian shirt 4. What is repeated: select that which we see/hear over and over again; restaurant slogans ("BK have it your way!")

Selective perception factors - within stimuli/objects

1. Easy (obvious, closest to us) e.g. a girl places herself in the line of sight of a guy, making her easy to attend to 2. Intensity (exists in high, extreme degree) e.g. loud, large, bright, shouting, siren 3. Contrast (stands out because it's different) e.g. naked guy in Berkeley 4. Repetition e.g. Sunday service, slogans

What are the some examples of economic needs?

1. Economy of purchase or use. 2. Efficiency in operation or use. 3. Dependability in use. 4. Improvement of earnings. 5. Convenience.

How do cultures influence how verbal language is used?

1. Elaborate vs. Succinct 2. Formality vs. Informality 3. English common but translated wrong

John decided to go out for the swim team, but was convinced that he would not make the team. He was always told that he was an "okay" swimmer, but not comp0etitive enough for a high school team. In fact, John was a very good swimmer, and equal to many others on the team. However, as John predicted, he did not make the team. This is an example of

A self-fulfilling prophecy

Double Bind

Clash between verbal and nonverbal aspects of a message (clash between content and treatment) i.e. "I'm not angry" but is yelling.

Stages in the Development of the Self

1. You imagine how your actions appear to others (i.e. in basketball how is your shooting) 2. You imagine how other people are judging these actions (i.e. This person is a good basketball player/athlete) 3. You make some type of self judgment based upon how you think others are judging you (i.e. I am a good basketball player)----> Problem: in this process what you think others are thinking is more important than what they actually are (anorexia)

SEMCDR - Message

Code, Content, Treatment

Message

Code: meaningful, structured grouping of symbols that must be shared to be understood ex: Language Content: all symbols from beginning to end of message ex: I love you Treatment: how we convey the content (non-verbal things like tone and volume)

What is small group communication?

Communication between three of more people. Can recognize when one person is missing or if there is an outsider in the conversation. Everyone has the capacity to be a source. i.e. basketball team meeting in person

What is interpersonal communication?

Communication between two people; feedback filled. Self-disclosure occurs most during it i.e. sitting across a table talking on a date

What were the shortcomings of the linear models?

Communication flows in only one direction. Listeners passively absorbe sender's messages Represents communication as a sequential set of actions

What is mass communication?

Communication in which there are so many people that you do not recognize everybody i.e. lecture in college

What is mediated conversation?

Communication through a physical inanimate object between a source and receiver. It removes source and receiver from face-to-face conversation. i.e. telephone

What is phatic communication?

Communication to open up a channel for communication; acts as a social lubricant; even though topics are meaningless it sends message of interest i.e. ask for time, when already know what the time is -A person that is too direct ("boy you look good") is too fast

What is intrapersonal communication

Communication with yourself; thinking your own thoughts and feeling your own feelings

What are submarkets?

Could be explained as a college target market for food, with a variety of cuisine like chinese food, american food, or sushi.

What is positioning?

How customers think about brands in market. Along with marketing research techniques that collect info about the consumer's perceptions.

What is differentiation?

How marketers distinguish her or his offering and helps consumers perceive the marketer's product to be different in the marketplace

Problems with using English

Most people speak English as a 2nd or 3rd language. There are problems with using it though (i.e. hotel in Paris--> "Please leave your values at the front desk.")

Taboos

Most strongly held norms in society that they don't need formal laws Ex: cannibalism, incest, necrophilia

Disclosure

Revealing info about each other makes us like them more (you can learn that you are similar). It is a form of respect/trust to tell or be told. However, this must be done at the right time. Too soon=bad. Reciprocity is important here-it cannot be just one way.

Norms

Rules on what behavior is acceptable/expected in a given situation

Pocket Points

Points in a circular model that indicate it is not just one source doing the encoding

Abstraction

Process of generalizing about similarities between objects, people, events, etc.; can avoid problems by being more specific i.e. going to a movie "with a mammal"

What is perception?

The complex process by which people receive, organize, and interpret their sensory stimuli/experiences into meaningful and coherent pictures i.e. two people can see the same thing but have different interpretations of it

Linear Models

The first model of interpersonal communication, a one way process, which transmitted a message to another person that was a verbal model to answer the following. By Laswell -Who? -Says What? -In what channel? -To Whom? -With what effect?

Reasons Why We Self Disclose

SCRIME 1. Self Clarification 2. Catharsis 3. Reciprocity 4. Impression 5. Manipulative reasons 6. To Enchance relationships

What functions do words serve?

SPPERE 1. Stand for (refer to) things in the world 2. Perform actions 3. Provoke emotions 4. Reduce uncertainty 5. Express complexities 6. Promote human contact

Mediator

Something INANIMATE that comes between the source and receiver

What is the first step in effective market segmentation?

The first step in effective market segmentation involves naming a broad product market of interest to the firm.

Onomatopoeia

The formation of words that imitate sounds in the world i.e. buzz, bang

SEMCDR - Source

The idea person

Channel

The medium used to get a message from source to receiver; ways to send messages i.e. face to face, TV, etc.

Tonya is very friendly and outgoing with her friends at school, sharing many details of her life. At work, however, Tonya is very reserved, quiet, and focused on her job. What concept of self explains Tonya's behavior?

The self is multidimensional

Who developed the interpersonal needs theory?

William Schutz (1966)

Gender Differences in flirting

Women are more aware of flirtations and males +females respond differently i.e. Sexual Seduction: For women interested in going down that path, direct sexual approaches work more effectively on males. For men interested in going down that path, romantic and seductive strategies work better for getting women to have sex

Mediated intrapersonal example

Writing yourself a note, keeping a diary

Why can't you just focus on the market?

You can't just focus on the market because the product oriented approach ignores customers and customers make a market!

Reciprocity

You like a person and the person likes you back. Knowing that someone likes you is a strong source of attraction. On the other hand, we don't like people who don't like us.

Customer Relationship Management (CRM)

an approach in which a seller fine-tunes the marketing effort with information from a customer database.

self-fulfilling prophecy

an expectation that gives rise to behaviors that cause that expectation to come true

attribution

an explanation for an observed behavior

What is an anxious/resistant style?

an inconsistent treatment from caregiver.

ethnicity

an individual's perception of his/her ancestry or heritage

nationality

an individual's status as a citizen of a particular country

Interpersonal Communication Competence

ability to communicate in ways that are effective and appropriate, and help is achieve our goals in specific interactions, which require 5 skills

What are Determining Dimensions?

actually affect the customer's purchase of a specific product or brand in a product-market and can be further segmented in groups.

Segmenters

aim at one or more homogeneous segments and try to develop a different marketing mix for each segment.

The paralanguage is communicated through:

all of these

As Krista listens very carefully to her teammate Carl as he describes a marketing campaign. When Carl finishes, Krista pounces: "You said we could get a rough draft of the whole campaign by the end of the month. You forgot that we lose two workdays for the annual retreat next week. Besides, your plan calls for some outsourcing. Where are you getting the funds for that?" Krista's response shows that she listened to Carl's ideas not to understand them and work with him but to identify weak spots and attack them. This is an example of:

ambushing.

As soon as Barton finishes speaking, Matt jumps in and says, "Ha! I knew that's what you'd think and I can tear holes in your reasoning." He then proceeds to refute much of what Barton said. Matt has engaged in:

ambushing.

This involves very careful listening

ambushing.

The French word "rue" and the American word "road" mean the same thing in their respective cultures. These different symbols used for the same thing remind us that language is:

arbitrary.

Coy

artfully shy - a way to test the seriousness of the male (typically occurs in young girls and even blind girls)

In Bruno's car, he has many bumper stickers and several souvenirs from all the road trips that he has made in that car. Bruno's personal items are examples of ____.

artifacts

These are personal objects we use to announce our identities and heritage and to personalize our environments.

artifacts.

Models

attempts to represent what something is and how it works and our historical roots.

Qualities of symbols include all of the following except:

attribution

Tabitha wants some time alone because she feels a need to get in touch with herself as an individual. However, her partner wants them to spend as much time together as possible. The tension in this example illustrates the ____ relational dialectic.

autonomy/connection

self-monitoring

awareness of one's behavior and how it affects others

Paralanguage - vocal qualities

background characteristics of a speaker's voice e.g. pitch

What is awareness?

become aware of

10 stages of relationship - 4) Integrating

becoming a social unit

10 stages of relationship - 8) Stagnation

behave in usual way without old feelings

An example of psychological noise is

being preoccupied with a problem

Inter and Personal can be described as

between person, or communication between people...

All of the following influence perception EXCEPT:

bias

An example of this area could be when others may see that we are insecure even though we think we've hidden that well. Others may also recognize needs or feelings that we haven't acknowledged to ourselves.

blind

The ____ area contains information that others know about us but we don't know about ourselves.

blind

Nonverbal - Kinesics - Emblem

body gestures or movements that are directly translatable into words or phrase e.g. middle finger for f you

Brand familiarity example..

brand recognition like coca cola.

Which of the following is NOT a constitutive rule of communication?

business email must be answered within 24 hours

What is a secure style?

caregiver that is consistently attentive.

What is a dismissive style?

caregiver that is disinterested, rejecting, or abusive.

What is a fearful style?

caregiver that rejects, acts negative, or abusive towards child.

Raul came to the United States from Mexico three months ago and he is still having trouble understanding Americans' tendency to rush all the time. He is also surprised when his teachers are irritated if he joins class a while after class has started. Raul's confusion about American pace of life is based on which aspect of nonverbal behavior?

chronemics

It is standard practice to have to wait, sometimes a good while to see a physician or attorney, even if you have an appointment. This conveys the message that the physician's ____ is more valuable than yours.

chronemics.

All of the following are distinct ways North Americans respond to relational distress EXCEPT:

cognitive complexity

All of the following are influences on perception except:

cognitive complexity

communication competence

communicating in ways that are effective and appropriate for a given situation

In this stage, the foundation of constructive management of conflict is established long before a specific disagreement is aired.

early

Response

effort to satisfy drive

Coworkers who say something like "it seems like we have really different ideas about how to tackle this new project. Let's talk through what each of us has in mind and how we can connect our goals." This is a great example of ____.

equality

This type of communication does not evaluate others of what they think or feel.

defensive

As after taking cooking lessons, Thelma bakes a cake for her friend Louise's birthday. When Louise sees the cake, she says, "Wow, that's so sweet. My mom always made a special cake for my birthday, and she would decorate it so elaborately." Thelma replies, "Well I'm sorry that I didn't decorate the cake extravagantly. I guess I still have a lot to learn about cooking." Thelma's response illustrates

defensive listening.

The five symbolic abilities described in your textbook are.

definition, evaluation, organization, hypothetical thought, self-reflection

What are Social Needs?

derived from a person's interactions with others

The strategy doesn't evaluate others or what they think and feel.

description

10 stages of relationship - 10) Terminating

desire to dissociate through either cost escalation, pseudo-deescalation, or fait accompli

10 stages of relationship - 3) Intensifying

directly or indirectly expressing reciprocity

The counterpoint to superiority is ____.

equality

This communication tends to cultivate supportive, confirming communication climates. It focuses on finding a solution that all parties find acceptable.

spontaneity

This kind of communication feels open, honest, and unpremeditated.

spontaneity

10 stages of relationship - 5) Bonding

statement is made to the world that the relationship exists e.g. marriage, facebook status

This is a predictive generalization applied to a person or situation. Based on the category in which we place someone or something and how that person or thing measures up against the personal constructs we apply, we predict what he, she, or it will do.

stereotype.

All of the following are supportive communication EXCEPT:

strategy

Natalie will always ask her roommate, what she is doing this weekend, because she wants her roommate to help her with her schoolwork. After a while, her roommate realizes that she is using this strategy.

strategy

Paralanguage - vocal segregates

substitutes for words e.g. "uh-huh"

ethnocentrism

systematic preference for characteristics of one's own culture

Systematic

takes place within various systems. ( expectations of what is expected due to society and cultural norms)

SEMCDR - Encoder

takes the idea and put it in some form that receiver will understand

Typical effects of this fallacy include: thinking you are responsible for others' feelings and guilt for how others feel.

taking responsibility for others

Interests

tend to create stronger drives

Dissonance

tension caused by uncertainty

empathy

the ability to thin and feel as others do

cognitive complexity

the ability to understand a given situation in multiple ways

self-disclosure

the act of giving other information about oneself that one believes they do not already have

Message content

the beginning to the end of the message

facework

the behaviors one uses to project one's desired public image to others

uncertainty avoidance

the degree to which people try to avoid situations that are unstructured, unclear, or unpredictable

Inclusion

the desire to be social and be included in groups

Affection

the desire to give and receive love

Nora tells Dan that she needs help with a computer problem rather than saying "would you do something for me if I told you it really mattered?" By asking her help and saying "I really need help with the computer glitch", she is using this strategy.

spontaneity

The counterpoint to strategy is ____.

spontaneity

Control

the desire to have some influence on people and events in our lives.

reference groups

the groups of people within whom one compares oneself int eh process of social comparison

depth

the intimacy of the topics about which one person self-discloses to another

autonomy face

the need to avoid being imposed upon by others

competence face

the need to be respected and viewed as competent and intelligent

10 stages of relationship - 6) Differentiating

the need to establish individual identity e.g. "who am I in this relationship?"

fellowship face

the need to feel liked and accepted by others

source

the originator of a thought or an idea

receiver

the party who interprets a message

personality

the pattern of behaviors and ways of thinking that characterize a person

Nonverbal - Kinesics - Regulator

things that you do with your body that maintain, regulate, and coordinate the back and forth nature of communication e.g. slow nod to indicate continuation

Paralanguage - vocalization

things we do with our voice to convey a message e.g. speaking through yawning --> boredom, laughing, sighing, snoring

Economic Needs

those needs that are concerned with the consumer making the best use of his or her time and money.

decode

to interpret or give meaning to a message

encode

to put an idea into language or gestures

symbols

true meaning or representations

Humorous Pickup Line

"So what's a nice girl like you doing in an elevator like this?"

Friendly Pickup Line

"Would you mind some conversation while we wait?"

Applying Norms to Dating

(1) Calling after getting their number: calling everydayis breaking a folkway (2) Listening: In the early stages of dating this is important to carrying the conversation (3) Where you will go and what you will do (4) Paying for dinner: don't complain about price (5) At dinner: don't flirt with the waiters (6) Goodnight Kiss: most normative is a light lipped kiss (7) What to say after?: "Let's do it again sometime." (8) Sex: what is normative varies due to religious, psycho/social decisions; break folkway if calling genitalia by name

3 basic listening skills - Reflecting

*Verbal - paraphrase *Nonverbal - emotions

Evolutionary Perspective

-Courtship is less about romance and more about passing on genetic fitness -Women must be selective is she wants to have a good child so they tend to select males that are strong, healthy, intelligent, and attractive -For males, what pays off is having access to a wide probability of women in order to pass on his genes -Also use coyness in order to see if a man will persist and pursue

Touch

-Cues that show progress in interest -Touching mostly on forearm, wrist, shoulder -Females tend to touch first

Promise withdraw

-Evolutionary perspective: getting into a mating posture and then backing away -She doesn't want to make it too hard, but she wants to make it hard enough to show he'll stay around -Coyness strategies as a good test of seriousness. This starts at age 1-2, girls tend to hide their eyes with strangers.

What are the stages of selection?

-Factors relating to objects/stimuli -Factors within ourselves

What are some examples of the 5 social influences?

-Family -Social class -Reference groups -Culture -Ethnic groups

Types of Pickup Lines

-Friendly -Offbeat -Humorous -Altar -Seductive

Response

-If the gaze is returned, the people may react and a conversation may ensue

What are the 5 demographic segmentation dimensions?

-Income (Single person vs. Family of 3) -Sex or Age -Family Size or Family Life Cycles (Divorced or Seniors) -Occupation or Education -Ethnicity or Social Class (Hispanic/Middle Class)

How might eyes play into flirting?

-Initial connection is made through eyes; suppresses emotions, depths, intentions, successful eye contact may require action; for flirting brief increments of 2-3 seconds until the message is received

"F**k"

-It is now a verb, noun, adjective, interjection -It is not spliced into words "unf**kingbelievable" -The word is so widespread that its lost its shock value and stopped showing up in graffitti

What are some examples of purchase satisfaction?

-Purchase reason -Time -Surroundings

What are the three issues with geographic segmentation dimensions?

-Region of the world or country- U.S. -Region in a country- Northeast -Size of a city- Orlando

Second Stage: Experimenting Stage

-Search for common ground and favorable qualities in the other person; may be like auditioning/interviewing for role of boyfriend/girlfriend and if they are worth pursuing i.e. "You love running? Me too, where do you run?"

Motivation selection example

-Select based on what is important to you and your needs -You are more likely to see an advertisement for food when you are hungry

Fifth Stage: Bonding Stage

-Symbolic, public gestures made to show the relationship exists i.e. marriage license, moving in with one another, changing relationship status on Facebook

Factors that Influence Self Disclosure

-The Halo Effect: the generalization of one characteristic to someone's whole being (see a man help a lady cross the street---you think he is a good person) -Culture Differences: some cultures encourage more self disclosure than others (Americans share more freely than Japanese)

Sixth Stage: Differentiating Stage

-The need to establish individuality going from "we" to "i" occurs during the first serious stresses/strains i.e. take a break finding own passions again

First Stage: Initiating Stage

-Two people are showing they're interested in each other through contact -Often done with formal behavior (phatic communication, small talk, flirting) -Approaching is active. Networking is going through others. i.e. small talk and handshakes

Coyness

-Use in flirting; to be artfully shy ; smile, jerk up eyebrows, giggle -A way to test out a person for commitment

Gaze

-Usually the girl eyes the boy or vice versa, and the latter picks up on their stare and responds to it -Many women stare intensely for 2-3 seconds -Pupils dilated indicate signs of extreme interest

Nonverbal aspects of flirting

-Voice is important in nonverbal flirting- tones of inflection show interest -Laughing more is also helpful

Stereotypes selection example

-You get stereotypes from your culture, your family, your own past learning experiences, the mass media -Even positive stereotypes tend to have a negative twist

Type of problem-solving approaches example..

...

Stages of Interpersonal Communication

1. Anticipation stage: your expectations of the upcoming encounter 2. Direct contact stage: verbal or nonverbal 3. Reciprocity stage: the receiver is under some social obligation to reciprocate

What are some complicating factors of communication labeling?

1. Blurring: not always clear which system of communication a situation falls under (i.e. emails considered interpersonal but you can send it to many so mass communication) 2. Different systems working at the same time (i.e. lectures) 3. Mediation and non-mediation happening at the same time. 4. Technological changes blur between systems 5. SEMCDR can apply to interpersonal and mass 6. The nature of networking in regard to communication has changed to make communication more interactive

Which terms were unacceptable in different centuries (19th-21st)?

19th: religious terms were unacceptable 20th: sexual terms were unacceptable End of 20th-21st: racial and gender slurs were unacceptable

Competency

Attracted to people with skills that we would like to have. We seek people who are competent and skilled but not TOO competent. Someone who is too perfect seems unreachable and inhuman. People like approachability. (In this order people likes 1. superior who blundered 2. superior who didn't 3. average people who didn't blunder 4. average person who blundered)

The Need for Control Extremes

Autocrats: people with too much control Abdicrats: people who have too little of the control need Healthy: democrat

What is the 6 step adoption process?

Awareness Interest Evaluation Trial Decision Confirmation

What are needs?

Basic forces that motivate consumers to do something

Why does segmentation fail too often?

Because beginners start with the whole mass market and try to find one or two demographic characteristics to divide up (segment) this market.

Personal Knowledge

Because interpersonal communication is an interaction, both parties create and interpret messages, are responsible for the communication's effectiveness, and must get to know each other personally.

Flirting

Behave as though attracted to or trying to attract someone 1. Coyness 2. Gaze 3. Response 4. Displacement Gestures 5. Smile 6. Subconsciously 7. Submissive Displays 8. Playfulness 9. Evolutionary Perspective of flirting 10. Promise Withdraw 11. Nonverbal Aspects of flirting 12. Phatic communication 13. Small talk 14. Touch 15. Body Synchrony

Thoughts example...

Beliefs of a brand or product category

Love would be placed in which of Maslow's Hierarchy of Needs?

Belonging Needs

Stanton is giving a speech for the first time. He thinks he is doing well, but his audience can tell that he is very insecure and nervous. This example can be categorized into which part of the Johari window

Blind area

How can broader market definitions help?

Broader market definitions can help firms find opportunities.

What are broader market definitions?

Broader market definitions including both generic market definitions and product-market definitions.

Equivocation/Bypassing

Bypassing: Using the same word with different meanings or different words with the same meaning (i.e. love can mean many different things) Equivocation: Words have more than one common definition (i.e. newspaper headlines); can be cleared up through feedback

The concept of emotional intelligence was first introduced by

Carol Saarni.

What type of people usually engage in I-You communication?

Casual Friends, work associates, and distant family members.

Double bind

Clashes between message content and message treatment

What are the two levels of meaning?

Content and relationship meaning.

Third Stage: Intensifying Stage

Couple has defined themselves as in a relationship. A sense of commitment starts to grow. People start to express feelings of attraction. Direct: telling the person Indirect: nonverbal cues like doing things for the other person or meeting their friends i.e. spending more time with each other, getting to know family and friends

Meanings

Creating meanings as we figure out what each other's words and behaviors stand for or represent.

Seventh Stage: Circumscribing Stage

Decline in both quality and quality

What are the five skills of interpersonal communication ?

Developing a range of skills (must have a variety of behaviors and choose appropriate one) Adapting Communication appropriately Engaging in dual perspective (our on and someone elses perspective) monitoring communication (observing and regulation your own communication commiting to effective and ethical interpersonal communication ( commit to the time and energy to practive responding to others as unique and valuable individuals)

Subcultural differences

Different cultures may use the same language in a different way and this may lead to misunderstandings i.e. "hella" from NorCal means "really"---> sometimes words can spread throughout the country

A father says to his son, " You are very smart." This is an example of:

Direct Definition

What are the 4 Influences on Self-Concept?

Direct Definitions Attachment Styles Reflected Appraisals & Social Comparisons Identity Scripts

____ language is more honest.

I

Jenema is walking in a mall and a homeless person approaches her and asks for money. Jenema keeps walking without speaking to or looking at the person. The relationship between Jenema and the homeless person is

I-It

What are identity scripts?

Identity scripts are guides for living that define our roles and how we play them. Rules for living and identity.

Source

Initial person whose idea will be communicated

Rate of use example...

Internet, your car, or electricity.

Why is interpersonal communication important?

Interpersonal Communication is central to our everyday lives and out effectiveness.

Individual

Interpersonal communication evolves over time, is affected by our past, and influences our future.

Example of all 4 systems of communication

Intrapersonal: You visited the mountains and made a painting of it for yourself. Interpersonal: You then show it to your friend that suggests you should show it to your art class. Small group: You show it your art class which then says you should take it to a museum. Mass: Gallery seen by all

What is social comparison?

Involving ourselves with others to for judgment of our own talents, abilities, and qualities.

Many scholars argue that race:

Is a socially constructed category

According to research discussed in Chapter 1, for intimates, talking about a vision of a shared future

Is the most powerful ties that link people.

Socialization develops in the early period of life. What four stories were mentioned to show examples of this?

Isabelle and Anna The two wild boys stories

What is direct definition?

It is communication that explicitly tells us who we are by labeling

How might touch/kinesics play into flirting?

Kinesics: the study of the way in which certain body movements and gestures serve as a form of nonverbal communication i.e. not responding to flirting "cold shoulder"- drawn lips, clenched teeth, tight jaw OR he's trying to get her attention but she's yawning and examining her split ends

Selective perception factors - within ourselves

Language - predisposes us to particular interpretations of reality

Sapir-Wharf hypotheses on language

Language determines the way we see reality --> too far..just because you don't have a word for something doesn't mean you can't perceive it

What are wants?

Learned needs or desires

Non-mediated mass example

Lecture, sometimes called public communication

Folkways

Lightly held norms that are not a big deal if you break them; social customs to which people perform without pressure Ex: wearing different colored socks

What are the three models of interpersonal communication? Also, what are the three levels of communication?

Linear Models, Interactive Models, and Transactional Models I, You, Thou

Interactive Models

Listeners are sending messages back to the speaker. the "listeners as passive recipients" weakness in linear models by adding feedback to the communication process. Suggest that both senders and receivers participate actively,

Chelsea does not enjoy the speaker's topic, but her goal is to gather and evaluate the information being presented so she can write a report on the presentation. This is an example of ____.

Listening for information

What is reflected appraisal?

Looking glass self- reflect the appraisals that others make of us

Gender differences - sex

Male - a way to create intimacy Female - a way to express intimacy that has already been formed

Gender differences - bonding

Male - form bond through doing things together Female - form bond through talk

Past Learning Experiences Selection example

Man cheated on woman, now she thinks all men are untrustworthy

What makes someone attractive?

Men like women with: large eyes, small noses, narrow waist (marking virginity), full hips, full lips (all things associated with youthfulness); high waist to hip ratio signifies bad eating habits or pregnancy Women like men with: tall height, muscles, and broad shoulders (all things associated with strength) although this varies WIDELY; women's preferences can depend on menstrual cycle Culture: beauty ideals vary over time Personality: more ordinary looking people with pleasant personalities are judged as more attractive. Physical appearances are more important to men than women. Women on the other hand are concerned about status, ambition, and wealth

High fidelity message

Message from the source to receiver without distortion

Circular Model

Model in which there is a constant switching from receiver to source and source to receiver; opposite of the linear model. Feedback is involved and is realistic of day to day communication.

Mores

More strongly held norms which bring about stronger reactions when broken Ex: being naked in your front lawn

Segmentation is a two-step process, which is?

Naming broad product-markets and segmenting markets to selecting target markets and develop marketing.

What was added to the revised model and who added it?

Noise was added by Claude Shannon and Warren Weaver and illustrated how a message goes from a source to a destination.

Selective

Not communicating intimately rather responding to specific receiver(s) ( such as Thou communication)

Linear Model

One-way communication (SEMCDR model); going solely from source or receiver

Purchase relationship example...

Ongoing relationship or a bad relationship.

Which communication skills are most important in an organization?

Oral communication

The Looking Glass Self Theory

Other people function as a mirror. Based upon the concept of role taking where you put yourself in someone else's position.

What is intimacy?

Our desire to connect with other people, arising from closeness

Limited language/Unlimited reality

Our vocabularies are limited, for complex things words are not adequate i.e. imagine teaching someone how to ride a bike

Transactional Model

Overcomes the weaknesses of interactive models, emphasizes dynamics (changes) of interpersonal communication, depicts multiple aspects like messages, noise, and field of experience.

The Need for Affection Extremes

Overpersonal: too much of the affection need Underpersonal: people who don't want to be touched Healthy: personal

The Need for Inclusion Extremes

Oversocial: joining every club in high school Undersocial: people who don't want to belong to anything Healthy: join a few groups that apply to you

Submissive Display Example

Palm up placement of the hand, shoulder shrug (a posture containing helplessness), tilted neck

In early life our _______ help us figure out who we are through interaction.

Peers

What is You Communication?

People acknowledge one another ex. How can I help you? ( majority of our interactions )

What is Thou Communication?

People are acknowledged as unique individuals and open ourselves completely. ex. fully trusting others (SWOT)

What is non-mediated conversation?

People talking in person face-to-face

What are opinion leaders?

People that influence others (rhetoric)

Perception

Perception is how people gather and interpret information from the world around them.

What are the four kinds of noises?

Physiological (distracitons from body like hunger or headache) Physical (distractions from our environments) Psychological (affects how we communicate like being unattentive) semantic ( words that cannot me understood, like technical language)

What problems does the fact that words stand for things in the word cause? (Problems with the first function)

RELEASS 1. Bypassing/Equivocation 2. Abstraction 3. Euphemism 4. Relative Language 5. Static Evaluation 6. Language is limited and reality is unlimited 7. Subcultural differences in the use of language

What are prevalent identifiers of our Western Culture?

Race, gender, sexual orientation, and socioeconomic class.

Self Esteem

Refers to how you feel about yourself emotionally. How you rank yourself in terms of self identity and self image.

What is an example of a company's market?

Restaurants like Red Lobster or Panera Bread.

To get male attention, females will...

Reveal more of leg, tilt head, twirl hair, lick lips

What are factors that determine intimacy with one person over another/factors for forming relationships?

SCCREPPD 1. Physical Appearance: may trump personality; importance decreases with time 2. Similarity: comforting to know someone has same values/education/race; drawn to people like us 3. Complementarity: differences can strengthen a relationship; like what you lack 4. Reciprocity: someone likes you and you like them back 5. Exchange: people who give us benefits/rewards 6. Proximity: like someone you frequently see 7. Competency: talented, skilled people are attractive 8. Self-disclosure: form of trust, build liking through shared experiences

Before going to a job interview, Jay says to himself, " I know I won't get this job because I don't intervew well. He then mutters during the interview, " I don't know." What is this an example of?

Self-Fulfilling Prophecy

Janet says, "I didn't get a job offer because the interviewer was biased and it was a nasty day. However, Ellen didn't get an offer because she isn't qualified." This is an example of

Self-Serving Bias

Margaret works in a day-care center. She observes that whenever she breaks-up fights between the kids, each child will say the other one made them fight or the other one started it or they couldn't help hitting. This is an example of the ____.

Self-Serving Bias

What is self- disclosure?

Self-disclosure is viewing information about ourselves.

Jenna believes that she doesn t have an aptitude for statistics, so doesn t put much effort into her statistics class. She performs poorly in the class, supporting her initial belief. This is an example of a(n):

Self-fulfilling prophecy

Ellior discovers that all of his friends scored lower on an exam than he did, and Elliot concludes that he is really smart. His conclusion is based on:

Social Comparison

Irene observes that on the most-recent test in her engineering class, only two students out of 60 earned higher scores than she did. She concludes that she is smarter than most of the others in class, at least in the subject of engineering. This is an example of a(n):

Social Comparison

What are social comparisons?

Social comparisons is where we compare ourselves to those around us.

What two views affect our society as a whole?

Socially Constructive Views and Variable Views

Relative Language

Some words gain meaning only through comparison i.e. small vs. large

What is a short coming of Inteactive Models?

Still represents communication as a sequential set of actions. Says one person is a sender and the other is a receiver, though all involved sends and receives messages. Doesnt capture that interpersonal communication is a dynamic process. (Communication becomes easier with time)

What type of process is Strategy Planning?

Strategy planning is a narrowing-down process/

Physical Attractiveness Example

Studies show that beautiful people are treated much differently than unattractive people i.e. handsome criminals get shorter sentences, good looking patients get better treatment, beautiful people are wealthier, ugly children tend to be abused more than cute kids)

Mood selection example

Study with people in different moods. All shown picture of kids digging in the mud. When happy, happy sees kids having fun. When anxious, they worry that someone is going to get hurt and that no adult is watching them.

Low Fidelity Message example

TV with a lot of static

Decoder

Takes forms out of codes and puts them into ideas and thoughts

Encoder

Takes the thoughts/idea and puts it into some form that people can understand

Mediated interpersonal example

Talking on the phone, writing a letter, sending a text

What is the basic communication model?

The SEMCDR Model (Source, Encoder, Message, Channel, Encoder, Receiver)

Self Identity

The social positions that you occupy. Who you are in relation to other people. i.e. He is a student, friend, a son.

What is Selective Exposure?

The tendency to expose yourself to message that you agree with and to avoid those that counter what you think i.e. atheist is not likely to go to church

What is Selective Attention?

The tendency to pay attention to parts of a message that are in accordance to what you believe and not pay attention to parts you do not agree with. i.e. Obama talks about economics and you listen because you agree. He talks about war and you tune him out because you don't agree.

What is Selective Retention?

The tendency to remember parts of a message that you agree with more than those that you don't agree with. i.e. when asked about Obama's speech you tell your friend how he talked about economics and not war because you agree with his stance on economics but not war

Nonverbal - Artifacts

Things, objects that we use to communicate e.g. jewelry, clothing, cars

Exchange

This comes from the economic view of relationships. There is a cost-benefit analysis. We seek people who give us rewards (physical, emotional, financial). Through life we develop an idea of what we deserve in a relationship; if a person falls below the mark, we are likely to not be interested in them. The more desirable someone is (intelligent, beautiful, etc.) they have higher expectations for people.

Which relationship according to Buber do we become fully human?

Thou relationships/communication

How do we develop our self concept?

Through communication with others

Early models of interpersonal communication were considered?

To be simplistic...

Why do we communicate?

To develop identities, establish connections, work out problems, and coordinate efforts with others snd meets our basic needs

Why do firms use promotions?

To help position a marketing mix that meets the target customers' needs.

Learning

a change in a person's thought processes caused by prior experience.

sexual orientation

a characteristic determining the sex or sexes to which someone is sexually attracted

stigma

a characteristic that discredits a person, making him or her be seen as abnormal or undesirable

ethics

a code of morality or a set of ideas about what is right

channel-lean context

a communication context involving few channels at once

channel-rich context

a communication context involving many channels at once

polychronic

a concept that treats time as an infinite resource rather than a finite commodity

high-power-distance culture

a culture in which much or most of the power is concentrated in a few people, such as royalty or a ruling political party

low-power-distance culture

a culture in which power is not highly concentrated in specific groups of people

low-context culture

a culture in which verbal communication is expected to be explicit and is often interpreted literally

high-context culture

a culture in which verbal communication is often ambiguous, and meaning is drawn from contextual cues, such as facial expressions and tone of voice.

individualistic culture

a culture that emphasizes individuality and responsibility to oneself

collectivistic culture

a culture that places greater emphasis on loyalty to the family, workplace, or community than on the needs of the individual

10 stages of relationship - 7) Circumscribing

a decline in quantity/quality of communication

Submissive displays

a flirting strategy that reassures harmlessness e.g. tilted neck

Promise withdraw

a flirting strategy when you look at someone then withdraw to test for seriousness

model

a formal description of a process

androgyny

a gender role distinguished by a combination of masculine and feminine characteristic

masculinity

a gender role, typically assigned to men, that emphasizes strength dominance, competition, and logical thinking

femininity

a gender role, typically assigned to women, that emphasizes expressive, nurturing behavior

society

a group of people who share symbols, language, values, and norms

explicit rule

a rule about behavior that has been clearly articulated

implicit rule

a rule about behavior that has not been clearly articulated but is nonetheless understood

gender role

a set of expectations for appropriate behavior that a culture typically assigns to an individual based on his/her biological sex

homosexuality

a sexual orientation characterized by sexual interest in members of one's own sex

norm of reciprocity

a social expectation that resources and favors provided to one person in a relationship should be reciprocated by that person

Expectation

an outcome that is anticipated

noise

anything that interferes with the encoding or decoding of a message

Clustering Technique

approaches used to try to find similar patterns within sets of data.

10 stages of relationship - 9) Avoiding

create major distance

What is self-sabotage?

crippling kinds of self-talk.

Information needs example..

customer that wants a lot of info while others need a little info

Unique

each person is unique and irreplaceable

Metacommunication affects meanings

express how one feels about interactions (ex.im only telling you this because I care about you, communicates to child how to interpret this message)

10 stages of relationship - 2) Experimenting

finding similarity and favorable characteristics, audition

Combiners

firms that try to increase the size of their target markets by combining two or more segments.

"Memorial Day parades are patriotic, yet sad events," is an example of a(n) ____ rule.

framing

What is problem solving?

gather memories or searching for information from sources.

stereotypes

generalizations about groups of people that are applied to individual members of those groups

The perspectives of the ____ other reflect the views generally held by others in a society

generalized

Nonverbal - Kinesics - Illustrator

gestures or movements that accompany and illustrate the verbal message

Displacement gestures

gestures that displace nervous energies and ease anxiety e.g. biting the nails

Evaluation

giving a product a mental trial

Lifestyle Analysis

he analysis of a person's day-to-day pattern of living as expressed in that person's Activities, Interests, and Opinions—sometimes referred to as AIOs or psychographics.

____ information is what we know about ourselves but choose not to reveal to most others.

hidden

Which of the following is a personal construct?

how a friend measures up on the dimension of intelligent-unintelligent

Corey thinks that people who are outgoing are also friendly, confident, and fun. Corey's assumption that outgoing are also friendly, confident, and fun is inference based on his ____ of the qualities that accompany outgoingness.

implicit personality theory

Monica and Chandler have an argument over whose turn it is to do clean their house. In the heat of the argument, Chandler calls Monica a "slob". Then, Monica calls Chandler a "self-centered moron". Later, after they have made up, Chandler tries to apologize to Monica. However, Monica is still hurt and complains that no matter what Chandler says now he must have meant what he said. According to the communication principles, Chandler doesn't realize that:

interpersonal communication is irreversible

SEMCDR - Decoder

involve hearing, reading etc.

All of the following are panes of Johari Window EXCEPT:

known

In this stage, in unproductive conflict this involves meeting proposals with counter-proposals, in constructive conflict people continue to collaborate.

later

content dimension

literal information that is communicated by a message

This involves listening only for content and ignoring the relationship level of meaning.

literal listening.

Content meaning

literal or denotative meaning ( clean your room now means the room needs to be cleaned.)

All of the following are conflict management skills. EXCEPT:

look for points of disagreement

Chris says he loves Betsy, but he's not sure they have a future together. Chris's feelings toward Betsy indicate he:

loves her but isn't committed.

The most interpersonally constructive passive response to relational conflict is:

loyalty.

Nonverbal - Kinesics - Adaptor

manipulations of your body to help you adapt to or feel comfortable in a situation e.g. play with your hair

We cannot not communicate

meaning we can't avoid communication when we are with others.

Message code

meaningfully structured group of shared symbol system e.g. Languages. Sign language. Morse code.

Beliefs

opinions people have about something

Lawrence is having trouble listening effectively in his advanced philosophy course. Usually he listens well in class, but the professor in this case is so full of information and he presents such complicated ideas that Lawrence has difficulty following and retaining the lectures. Lawrence is experiencing a listening obstacle known as:

message complexity.

In this stage of unproductive conflict tend to be marked by infrequent interruptions that disrupt the flow of talk.

middle

The ____ stages of constructive conflict is marked by what Gottman calls agenda building.

middle

On the continuum of interpersonal climates, the middle between confirming and disconfirming climates is known as ____.

mixed climate

What are Physiological Needs?

most basic needs people experience

Nonverbal - Kinesics - Affect display

movements that convey emotion e.g. facial expressions

Paralanguage - vocal qualifiers

nonverbal aspects that convey emotion (how you say it) e.g. clip vs drawl

Typical effects of this fallacy is that it can make others defensive and can alienate self from feelings.

obsession with shoulds

Reinforcement

occurs in the learning process when the consumer's response is followed by satisfaction—that is, reduction in the drive.

need for inclusion

one's need to belong to a social group and be included in the activities of others

need for affection

one's need to give and receive expressions of love and appreciation

need for control

one's need to maintain a degree of influence in one's relationship

self-esteem

one's subjective evaluation of one's value and worth as a person

What are the four points of the Johari Window?

open blinded hidden unknown

The opposite or unproductive communication of dual perspective is:

preoccupation with self

Interpersonal Communication develops and sustains relationships

primary way that we build, refine, and transform relationships

ethics

principles or codes of conduct

Cues

products, signs, ads, and other stimuli in the environment

Maggie has always dreamed of her perfect romantic soul mate. She believes that her ideal soul mate will be tall, dark, handsome, smart, and rich. Maggie's ideal soul mate is an example of ____.

prototype

My boss Susan is a great supervisor because she listens to her employee's concerns and ideas. Susan is an example of a(n):

prototype.

Little Timmy did not get a toy from the supermarket that he really wanted. He refuses to sit near his mom or even hold her hand when he walks to the car. He is using his ____ to indicate his anger.

proxemics.

Miguel tries to concentrate during a class lecture, but he can't get his mind off a personal problem. His preoccupation with his personal problem is an example of ____ noise.

psychological

Low-Involvement Purchases

purchases that have little importance or relevance for the customer

What is purchase decision?

purchasing a product or postponing a decision and forgo a purchase

All of the following are American styles of negotiation EXCEPT:

push to reach decisions cautiously

Purchase Satisfaction

reason for the purchase, time pressure involved, and surroundings of the purchase

The term ____, also called the looking-glass self, is based on Charles Cooley's poem.

reflected appraisal

Members of his project group at work consistently comment on Ervin's excellent performance as team leader. Ervin begins to view himself as an effective leader and considers moving into a higher level management position. The process through which Ervin developed this sense of self at work is called:

reflected appraisal.

A form of nonlistening is ____, which involves focusing only on particular parts of communication.

selective listening.

People who only focus on particular parts of communication are engaging in ____.

selective listening.

Interpersonal Communication

selective, systematic, unique, and ongoing process of transaction between people who reflect and build personal knowledge of one another and creat shared meanings.

Linnea's parents praise her for earning high marks in her first year in college. Linnea's parents are addressing her ____ needs.

self-esteem

Jorge says, "When I do badly on a test or paper, I usually say either the professor was unfair or I had too much to do that week and couldn't study like I wanted to. But when my friends do badly on a test, I tend to think they're not good in that subject or they aren't disciplined or whatever." This is an example of:

self-serving bias.

10 stages of relationship - 1) Initiating

showing that you're interested in making contact

relational dimension

signals about the relationship in which a message is being communicated

Irene observes that on the most-recent test in her engineering class, only two students out of 60 earned higher scores than she did. She concludes that she is smarter than most of the others in class, at least in the subject of engineering. This is an example of a(n):

social comparison.

Paralanguage - vocal fluences

sounds used to fill in gaps of silence in conversation e.g. "um", "like"

What is a reference group?

the people to whom an individual looks when forming attitudes about a particular topic.

SEMCDR - Receiver

the person who receives the message

context

the physical or psychological environment in which communication occurs

interpretation

the process of assigning meaning to information that has been selected for attention and organized

selection

the process of attending to a stimulus

perception

the process of making meaning from the things we experience in the environment

image management

the process of projecting one's desired public image

fundamental attribution error

the tendency to attribute others' behaviors to internal rather than external causes

What is the interpersonal needs theory?

the tendency to create and sustain relationships based on three basic needs.

primacy effect

the tendency to emphasize the first impression over later impressions when forming a perception

recency effect

the tendency to emphasize the most recent impression over earlier impressions when forming a perception

negativity bias

the tendency to focus heavily on a person's negative attributes when forming a perception

positivity bias

the tendency to focus heavily on a person's positive attributes when forming a perception

Paralanguage

the vocal but nonverbal aspect of speech

image

the way one wishes to be seen or perceived by others

SEMCDR - Channel

the ways we send messages e.g. face-to-face

What is a culture?

the whole set of beliefs, attitudes, and ways of doing things of a reasonably homogeneous group of people.

Psychological Variables

things that are going on in the mind of the consumer that affect purchase.