UGBA 105 Midterm 2 questions with correct answers graded A+ 2023/2024

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