UGBA 105 Midterm 2
Symbols of Authority - correct answer Titles, Clothes, Trappings
i.e. Doctor, uniform, nice office/prestigious cars
Two Types of Status - correct answer Ascribed and Achieved
Ascribed Status: - correct answer we are born with it or involuntarily achieve it
-> based on gender, race, ethnicity, citizenship
Achieved Status: - correct answer determined by one's performance, effort, choice
-> engineer, college graduate. We can also alter some ascribed statuses: citizenship, religion, gender
4 ways to reduce Mindless Obedience - correct answer 1. Instill a sense of responsibility to individual
employees: by example, procedures, i.e. ask them to present their own findings
2. Cultivate a culture which questions authority: make it ok to second guess and extol those that do in
public, ask people for opinions
3. Ensure there are channels for reporting unethical activities: make it someone's responsibility, i.e. an e-
mail address, a mentor
4. Faced with an authority, ask yourself: Are they credible? Can they be truthful?
2 ways to reduce Unhealthy Conformity - correct answer 1. encourage disagreement in group settings:
i.e. devil's advocate role
2. don't assume you have consensus across members: encourage people to speak up, or use other
avenues (i.e. email, offline discussion) to solicit their input
6 Strategies for Persuasion - correct answer 1. Liking: People like people who like them
2. Reciprocity: People feel obligated to return favors
3. Social Proof: People follow lead of similar others
, 4. Consistency: People try to do what they say they will
5. Authority: People defer to experts
6. Scarcity: People want more of what is difficult to get
HONESTY IS VERY IMPORTANT
Liking - correct answer -people like those that like them
-similarity increases liking: physical similarity or similar interests
-flattery increases liking: praise "charms and disarms", doesnt have to be merited but that's risky
HOW TO DO IT: uncover real similarities and offer genuine praise
What is liking - correct answer we comply more with requests from people we like (and who seem to like
us)
examples of Liking - correct answer salesperson finding common ground; attractive models/political
candidates
factors of liking - correct answer similarity; ingratiation; attractiveness
defense against Liking - correct answer check how quickly liking emerges; separate liking from agreeing
Reciprocity - correct answer -people feel obligated to return favors
-offering something upfront encourages others to respond to your future requests: gifts for co-workers
and subordinates; favors and offers for help
-suggests a sense of trust & sense of cooperation
HOW TO DO IT: do favors, offer to help, give gifts
What is reciprocity - correct answer we comply more after we've received something; we repay the
"giver"
examples of reciprocity - correct answer preprinted address labels; "free" estimates; favor exchange
Symbols of Authority - correct answer Titles, Clothes, Trappings
i.e. Doctor, uniform, nice office/prestigious cars
Two Types of Status - correct answer Ascribed and Achieved
Ascribed Status: - correct answer we are born with it or involuntarily achieve it
-> based on gender, race, ethnicity, citizenship
Achieved Status: - correct answer determined by one's performance, effort, choice
-> engineer, college graduate. We can also alter some ascribed statuses: citizenship, religion, gender
4 ways to reduce Mindless Obedience - correct answer 1. Instill a sense of responsibility to individual
employees: by example, procedures, i.e. ask them to present their own findings
2. Cultivate a culture which questions authority: make it ok to second guess and extol those that do in
public, ask people for opinions
3. Ensure there are channels for reporting unethical activities: make it someone's responsibility, i.e. an e-
mail address, a mentor
4. Faced with an authority, ask yourself: Are they credible? Can they be truthful?
2 ways to reduce Unhealthy Conformity - correct answer 1. encourage disagreement in group settings:
i.e. devil's advocate role
2. don't assume you have consensus across members: encourage people to speak up, or use other
avenues (i.e. email, offline discussion) to solicit their input
6 Strategies for Persuasion - correct answer 1. Liking: People like people who like them
2. Reciprocity: People feel obligated to return favors
3. Social Proof: People follow lead of similar others
, 4. Consistency: People try to do what they say they will
5. Authority: People defer to experts
6. Scarcity: People want more of what is difficult to get
HONESTY IS VERY IMPORTANT
Liking - correct answer -people like those that like them
-similarity increases liking: physical similarity or similar interests
-flattery increases liking: praise "charms and disarms", doesnt have to be merited but that's risky
HOW TO DO IT: uncover real similarities and offer genuine praise
What is liking - correct answer we comply more with requests from people we like (and who seem to like
us)
examples of Liking - correct answer salesperson finding common ground; attractive models/political
candidates
factors of liking - correct answer similarity; ingratiation; attractiveness
defense against Liking - correct answer check how quickly liking emerges; separate liking from agreeing
Reciprocity - correct answer -people feel obligated to return favors
-offering something upfront encourages others to respond to your future requests: gifts for co-workers
and subordinates; favors and offers for help
-suggests a sense of trust & sense of cooperation
HOW TO DO IT: do favors, offer to help, give gifts
What is reciprocity - correct answer we comply more after we've received something; we repay the
"giver"
examples of reciprocity - correct answer preprinted address labels; "free" estimates; favor exchange
