Pgs430 Exam 3 Study Guide

Front 1

Six principles of Influence

Back 1

Reciprocity
Commitment and Consistency
Social Proof
Liking
Authority
Scarity

Front 2

Provide example of Reciprocy is used in business context

Back 2

Give and take rule
-The christmas card and thank you card example

Front 3

Know what would happen if you send random people holiday cards and how this is tied to the principle of reciprociy?

Back 3

People will send back the card even though they are strangers

Front 4

Be familiar with a study by Dennis Regan of Cornell University or Joe given participant cokes

Back 4

People are more likely to buy the ticket from joe when they recieved the coke beverage from him than the one not

Front 5

Example of commitment and consistency

Back 5

A woman who could go back to her ex-bf even though she got mistreated.

Front 6

How does commitment and consistency influence confidence when better at a horse track?

Back 6

got more confident after making the bet compare to before

Front 7

How does commitment and consistency influence toy purchasing behavior in February?

Back 7

Toy company will under produce the toys around christmas season (star track, ...................................) make parent feel guilty for not getting the toy their kids want and will buy more to make up for it

Front 8

How was commitment and consistency used to obtain information out of american soldiers?

Back 8

speaking the same language

Front 9

Who was researcher who studied how to decrease fear of dog?

Back 9

albert Bardura

Front 10

Be able to explain and give multiple examples of social proof in sales context?

Back 10

Marketing use advertisment to inform us which product is the "faster growing" as the largest selling.
Once buying begins, each purchase builds the dieas that other, similar people want the product, so it must be good

Front 11

Be able to describe how social proof might be applied to training employees?

Back 11

New employees seeing someone their own age performing the job so they have the believe they can learn them too.

Front 12

Describe how liking can evoke purchasing behavior in business context

Back 12

The friendly thief: more likely to say "yes" to the request from someone we know or like.
Less people turn off friend/ family request in Asia

Front 13

4 Principles of influence used in Tupperware, pampered chief and candle parties

Back 13

Liking: Sayinng "yes to request from people we know and like
Reciprocity: take and give rule, when someone recieve gift someone before buying begin
Commitment and Consistency: each person is urged pubically to describe the use and benefit of the tupperware has already
Social Proof: everybody buying it, it must be good
These method will help increase sales

Front 14

What factor influence liking? (4 factors)

Back 14

Physical attractiveness- "hallo Effect"
Similarity ^ liking
Compliment ^ liking
Familiarity ^ liking

Front 15

Be familiar with how scarity can change people's view of how valuable something

Back 15

Opportunity seem more valuable when availabilities is limited
business used the most: "limited # tactic"
If the item is rare or become rare it become more valuable
Peple more motivated if they know they about to lose something

Front 16

Common ways to evoke scarity principle in advertisement

Back 16

Saying there is a limited # left

Front 17

Be able to define and explain Just-in-Time inventory system

Back 17

Inventory system where inventory arrive just in time if needed

Front 18

What country first used J.I.T system

Back 18

Japan

Front 19

What are some advantage of J.I.T. system?

Back 19

Save space= save $$
won't over stock product

Front 20

KANBAN

Back 20

Japan word for "card" or "sign"

Front 21

Be able to describe the 3 keys components of re-engineering

Back 21

1.Organization distinct competencies: things that make your company unique, better than the other
2. Assess care processes: concern transforming material, capital, information and labor into part of services a customer values.
3. Process value analysis: uncovers a whole lots of activities that add a little value whose only justication is "we've always done it this way"

Front 22

Groupthink

Back 22

The capacity for group pressure to damages the mental effeciency, reality testing and moral judgement of decision making groups.

Front 23

Some examples of situation in which group think occur in this country

Back 23

Hawaii -pearl harbor
Iran Hostage Rescue
Bay of pig
vietnam war

Front 24

Know multiple characteristics that occur in organizations that make groupthink more likely to occur

Back 24

1. members may rationalize away any ristance to assumptions they have made
2. Members pressure any doubter to support the majority decision
3. Doubters keep silient
4. Group can interpret silence as agreement with majority

Front 25

Four causes of groupthink

Back 25

1. cohesiveness
2. Isolation
3. Leadership
4. decisional stress

Front 26

Know 7 problem groupthink can cause

Back 26

1. Incomplete assessment of a problem
2. A poor or trumcated information search
3. selected bias in processing available info
4.Limited development of alternatives
5. Incomplete assessment of alternatives
6. Failure to consider risks involved with the preffered choices
7. Failure to reappraise rejected alternatives

Front 27

Several ways that as manager you can discourage groupthink

Back 27

1. Strive for open leadership style
2. Downplay time constrints
3. Encourage methological decision mking procedures

Front 28

Define Group

Back 28

2 or more people INTERACTING and INTERDEPENDENT who have come together to achieve particular objectives

Front 29

7 Things you can do to increase cohsiveness as a manager

Back 29

1. make your group smaller
2. encourage agreement with group goals
3. increase the time members spend togethers
4. increase the status of the group & perceived difficulty of attaining member in that group
5. stimulate competition with other groups
6. give reward/ reinforcers to the group, rather than individual.
7. physically isolate the group

Front 30

7 characteristics that capture essence of an organization's cultures

Back 30

1. innovation
2. attention to detail
3. outcome organizational
4. people orientation
5. team orientation
6. agressiveness
7. stability

Front 31

Cohesiveness

Back 31

the degree to which members are attracted to each other and are motivated to stay in the group

Front 32

Difference between a dominat culture and subculture

Back 32

Dominant Culture: Express core values shared by a majority of the organization members
Subculture: tened to develop in large organizations to reflect common problems, situations or experiences member face.