...Chapter Overview 16.1 Social Thought and Behavior Groups Core Social Motives CONCEPT LEARNING CHECK 16.1 Describing 16.3 Attribution: The Person or the Situation? Fundamental Attribution Error Actor-Observer Bias Defensive Attribution Self-Serving Bias Social Roles 16.2 Person Perception Social Categorization Physical Appearance Stereotypes Subjectivity Culture and Person Perception CONCEPT LEARNING CHECK 16.3 Explaining Attributional Biases 16.4 Attitudes and Social Judgments Components of Attitudes Relieving Cognitive Dissonance Influencing Attitudes: Persuasion The Foot-in-the-Door Technique Role Playing Affects Attitudes CONCEPT LEARNING CHECK 16.2 Person Perception and Musical Tastes Culture and Attitudes CONCEPT LEARNING CHECK 16.4 Explaining Persuasion 16 Learning Objectives Social Psychology 16.1 16.2 16.3 16.4 16.5 16.6 16.7 Define social psychology. Compare and contrast social cognition, social influence, and social norms. Describe the core social motives. Illustrate social categorization. Discuss how stereotypes and subjectivity impact personal perception. Explain the various types of attribution. Describe the components of attitudes. Illustrate the different ways to influence attitudes. Differentiate between conformity, obedience, and compliance. Describe the biological, psychological, and sociocultural aspects of prejudice, aggression, and attraction. Discuss the pros and cons of group influence on an individual...
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...animal Books by Elliot Aronson Theories of Cognitive Consistency (with R. Abelson et al.), 1968 Voices of Modern Psychology, 1969 The Social Animal, 1972, 1976, 1980, 1984, 1988, 1992, 1995, 1999, 2004; (with J. Aronson), 2008 Readings About the Social Animal, 1973, 1977, 1981, 1984, 1988, 1992, 1995, 1999, 2004; (with J. Aronson), 2008 Social Psychology (with R. Helmreich), 1973 Research Methods in Social Psychology (with J. M. Carlsmith & P. Ellsworth), 1976 The Jigsaw Classroom (with C. Stephan et al.), 1978 Burnout: From Tedium to Personal Growth (with A. Pines & D. Kafry), 1981 Energy Use: The Human Dimension (with P. C. Stern), 1984 The Handbook of Social Psychology (with G. Lindzey), 3rd ed., 1985 Career Burnout (with A. Pines), 1988 Methods of Research in Social Psychology (with P. Ellsworth, J. M. Carlsmith, & M. H. Gonzales), 1990 Age of Propaganda (with A. R. Pratkanis), 1992, 2000 Social Psychology, Vols. 1–3 (with A. R. Pratkanis), 1992 Social Psychology: The Heart and the Mind (with T. D. Wilson & R. M. Akert), 1994 Cooperation in the Classroom: The Jigsaw Method (with S. Patnoe), 1997 Nobody Left to Hate: Teaching Compassion After Columbine, 2000 Social Psychology: An Introduction (with T. D. Wilson & R. M. Akert), 2002, 2005, 2007 The Adventures of Ruthie and a Little Boy Named Grandpa (with R. Aronson), 2006 Mistakes Were Made (But Not By Me) (with C. Tavris), 2007 Books by Joshua Aronson Improving Academic Achievement, 2002 The Social Animal To...
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...Your student ID _________________________________ Your Name _____________________________________ Your Signature __________________________________ THE UNIVERSITY OF NEW SOUTH WALES Australian School of Business School of Marketing MARK1012: Marketing Fundamentals Final Examination Session 1, 2011 Instructions: This examination paper consists of TWO sections, Section A and Section B; (TWELVE printed pages excluding this page). Printing is double sided, so check each page carefully. You have two [2] hours to complete this examination plus 10 mins reading time Read the questions carefully and answer all questions as instructed. Answer the TWO short essay questions in SECTION 1 in the space provided under each question. Questions must be answered in ink. Write all your MULTIPLE CHOICE answers (SECTION 2) in the Generalised Answer Sheet provided. Note that there are 50 (FIFTY) Multiple Choice Questions. Print your full name and Student number {z… } on the first page of each book and sign Use of UNSW approved calculators is permitted. No other material is to be taken into the examination room. This paper is marked out of 35 as indicated in your Course Outline (35% of the overall course grade) You may NOT retain this pap SECTION 1 (Short Essay Questions) Question No. 1.1 (Answer either A or B) 4 marks A What is the product life cycle [PLC] concept? Draw a typical PLC diagram for a ‘Style’ item in the box provided. B What is meant...
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...Emotional Intelligence on leadership and success. Emotional intelligence, Leadership and success are very subjective terms and can be interpreted in various ways.. Hence an attempt is made to define them and set the boundaries of the analysis. Firstly the foundations of emotional intelligence are established and boundaries of it is defined. The scope of leadership and success is defined in the organisations in OECD countries. Couple of examples from India and China is added to differentiate how diverse the leadership and success in these countries compared to US corporations. The leadership excludes the political leadership as such and ability to win votes even though the shared vision, hope (President Obama’s Hope) and mass communication is as much an application of EI as any corporate leaders. Some of the practical aspect of the EI is added in this article to make it more direct and meaningful to practical organisational life. The applications of Intentional Change Theory, shared visions are discussed as useful tool. At an individual level the Positive Emotional Attractor and Negative Emotional Attractor are established. Scientific basis of EI measurement and the research from neurological study is presented to complete the analysis. How the meditation, mindfulness and Yoga fit into overall scheme is discussed. . 1. Introduction The main intent of the theoretical treatise is four fold. The theoretical back ground and body of knowledge on the subject of emotional...
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...shape experience are themes that run throughout the course. We will study the major perspectives in psychology, research methods, brain and nervous system structures, states of consciousness, learning, memory, cognitive and social-emotional development in infancy and childhood, social psychological issues such as conformity and obedience, and some of the major categories of psychological disorders and therapies. You will have a chance to pursue some topics in more depth. The goal of the course is to strike a balance between giving a survey of a very rich, complex field and covering topics in depth. Both understanding of basic psychological principles and practical application will be emphasized. The aim is to enrich your knowledge of psychology and your ability to apply psychological principles to everyday life. Required Text Myers, D. (2011). Exploring psychology, 8th ed. NY: Worth. ISBN: 1-4292-3826-7 Course Learning Objectives To be able to understand, illustrate, apply, and discuss: 1. The major perspectives in psychology 2. How psychologists ask and answer questions 3. The basic structures and functions of the brain and nervous system 4. States of consciousness 5. How humans learn and remember 6. Cognitive and emotional-social development in infancy and childhood 7. How individuals are influenced by others and social contexts 8....
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...Instructor’s Manual and Test Bank to accompany A First Look at Communication Theory Sixth Edition Em Griffin Wheaton College prepared by Glen McClish San Diego State University and Emily J. Langan Wheaton College Published by McGrawHill, an imprint of The McGrawHill Companies, Inc., 1221 Avenue of the Americas, New York, NY 10020. Copyright Ó 2006, 2003, 2000, 1997, 1994, 1991 by The McGrawHill Companies, Inc. All rights reserved. The contents, or parts thereof, may be reproduced in print form solely for classroom use with A First Look At Communication Theory provided such reproductions bear copyright notice, but may not be reproduced in any other form or for any other purpose without the prior written consent of The McGrawHill Companies, Inc., including, but not limited to, in any network or other electronic storage or transmission, or broadcast for distance learning. PREFACE Rationale We agreed to produce the instructor’s manual for the sixth edition of A First Look at Communication Theory because it’s a first-rate book and because we enjoy talking and writing about pedagogy. Yet when we recall the discussions we’ve had with colleagues about instructor’s manuals over the years, two unnerving comments stick with us: “I don’t find them much help”; and (even worse) “I never look at them.” And, if the truth be told, we were often the people making such points! With these statements in mind, we have done some serious soul-searching about the texts that so many teachers—ourselves...
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...psychology, anthropology, and honors seminars at the university level. As a professional writer, he has written nonfiction books, journal and magazine articles, novels, and stage plays. Contents Contents INSTRUCTIONS TO STUDENTS LESSON ASSIGNMENTS LESSON 1: PSYCHOLOGY: THE SCIENCE OF THE MIND LESSON 2: THE MIND AT WORK LESSON 3: MOTIVATION, EMOTION, DEVELOPMENT, AND PERSONALITY RESEARCH PROJECT LESSON 4: PSYCHOLOGICAL DISORDERS LESSON 5: PSYCHOLOGY FOR TWO OR MORE CASE STUDIES SELF-CHECK ANSWERS 1 7 9 43 75 117 127 147 167 171 iii YOUR COURSE Instructions Instructions Welcome to your course, Essentials of Psychology. You’re entering a course of study designed to help you better understand yourself and others. For that reason, you can think of this course as practical. It should be of use to you in living your life and reaching the goals you set for yourself. You’ll use two main resources for your course work: this study guide and your textbook, Psychology and Your Life, by Robert S. Feldman. OBJECTIVES When you complete this course, you’ll be able to ■ Describe the science and methodologies of psychology in the context of its historical origins and major perspectives Outline the fundamental structure of the human nervous system and explain how it relates to the organization of human sensory perception Relate altered states of consciousness to sleep, hypnosis, meditation, sensory deprivation, and physiological responses to psychoactive drugs...
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...Tide has successfully changed the way families did their laundry. This innovation of using synthetic compounds has greatly reduced the time and effort consumers spent while doing their laundry (American Chemical Society 2007). Tide captured more than 30 percent of the laundry market in the early 1950s and therefore emerged to be the top selling detergent (Back to EurekAlert! 2006). 1 Situation Analysis According to Lamb et al. (2012), situational analysis includes SWOT analysis that affects the performance of an organization. Organizational resources such as financial resources, production costs, marketing skills, technology, employee capabilities and brand image should be taken into consideration. Environmental scanning is also essential as it affects the organization’s future as it can help in identifying market opportunities and threats. Additionally, PESTLE analysis will be conducted to analyze the relationship between an organization and its external environment. With that, we will be able to design an integrated marketing communications program. 1.1 Internal Analysis To analyze the resources of the master company which is Procter & Gamble we need to analyze it based on three factors tangible resources, intangible resources as well as human resources. Firstly, the tangible aspect includes...
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...Part 1: Defining Marketing and the Marketing Process (Chapters 1–2) Part 2: Understanding the Marketplace and Consumers (Chapters 3–6) Part 3: Designing a Customer-Driven Strategy and Mix (Chapters 7–17) Part 4: Extending Marketing (Chapters 18–20) 5 Consumer Markets and Consumer Buyer Behavior marketChapter Preview You’ve studied how and use ers obtain, analyze, information to develop customer insights and assess marketing programs. In this chapter, we take a closer look at the most important element of the marketplace—customers. The aim of marketing is to affect how customers think and act. To affect the whats, whens, and hows of buyer behavior, marketers must first understand the whys. In this chapter, we look at final consumer buying influences and processes. In the next chapter, we’ll study the buyer behavior of business customers. You’ll see that understanding buyer behavior is an essential but very difficult task. To get a better sense of the importance of understanding consumer behavior, we begin by looking at GoPro. You may never have heard of GoPro, the small but fast-growing company that makes tiny, wearable HD video cameras. Yet few brands can match the avid enthusiasm and intense loyalty that GoPro has created in the hearts and minds of its customers. GoPro knows that, deep down, it offers customers much more than just durable little video cameras. More than that, it gives them a way to share action-charged moments and emotions with friends...
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...Sales Planning And Operation Intended For Engineered Product Company(EPCO) Objective The main objective of this unit is to prepare a brief note for the learners with an understanding of Sales planning, Sales management, and the Selling process, which can be applied in different areas to maximize profit in EPCO. Summary of the Assignment Selling is very important part of any successful business, and so mostly find that they need to use the Sale Experts in some point of their business. To be good knowledge in Sales, anyone who is interested as a professional career it may need to understand the basics of selling, to practice and plan. In here, the learner get a theoretical concept of selling and sales planning, and give them the possibilities to put their personal selling skills into practice. This Unit starts with an overview of how Personal selling fits with overall marketing strategy for a business, then, the stages of the selling process as well as how to put them to use. As they will understand the basic concept about selling process, learners will indentify the role and objectives of Sales management. This is a skill which can be applied to an extensive scope of organizations. At the end, learners will be able to start Planning sales movement for a product or service of their choice-this is also an important skill that can be used in to variety situations as they move into higher level. Learning outcomes On successful completion of this unit a learner will: ...
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...Q1) What is Ethical analysis and discuss its Application: in Corporate Decision making? Ethics is unique among disciplines in that practitioners often cannot agree on a common definition of their topic. Ethics Scoreboard can't solve that problem, which is many centuries old. Here it attempts to put forth definitions that explain what words mean when they are used on this website.] Values: Those qualities of behavior, thought, and character that society regards as being intrinsically good, having desirable results, and worthy of emulation by others. Morals: Modes of conduct that are taught and accepted as embodying principles of right and good. Morality: A system of determining right and wrong that is established by some authority, such as a church, an organization, a society, or a government. Ethics: The process of determining right and wrong conduct. Ethical System: A specific formula for distinguishing right from wrong. Unethical: An action or conduct which violates the principles of one or more ethical systems, or which is counter to an accepted ethical value, such as honesty. Non-ethical considerations: Powerful human motivations that are not based on right or wrong, but on considerations of survival and well-being, such as health, security, love, wealth, or self esteem. Concepts Non-Ethical Considerations: Defined above, non-ethical considerations are important because they are often the powerful impediments to ethical conduct, and the cause of many conflicts...
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...Table of Contents Conditioning 3 Memory 14 Thought 21 Perception 25 Sensation 33 Personality Theory 39 Abnormal Behavior 49 Psychotherapy 56 Emotion 59 Motivation 62 Social Psychology 70 Intelligence 75 Physiology 78 States of Consciousness 84 Statistics 88 Human Development 91 Conditioning What are the laws of learning? What are the things that glue in our knowledge of the world? We are talking about the role of experience in shaping our lives. The rules of learning give us great adaptability. There are three basic types of learning. They are habituation, classical conditioning, and instrumental conditioning. Imagine a worm. When the tide is in, it comes out. It has extensions from its head, getting particles from the outside. So it comes out of its hole to snatch these particles. It has one fear though: seagulls. The worm is delicious to them. They see him and they eat him. The worm has a detection system wired in though. When there is a shadow, he ducks. It is a hard-wired reflex. Sometimes, however, shadows don’t mean a darn, like on a cloudy day. If it doesn’t come out because of the shadows, it will get nothing done and starve to death. Therefore, if the shadows are too frequent, it will ignore them. There...
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...SALES MANAGEMENT AND MARKETING FORECASTING Cold calling - contacting a lead for the first time Commission – a form of sales force compensation in which the amount paid is in direct proposition to the accomplishment of specific objectives. Company sales forecast - a prediction of unit or dollar sales for the given period in total or broken down by product, segment or other categories’ and based on the marketing strategy that will be put in place A Prospect - a potential buyer interested in the seller’s product Quotas are quantitative objectives used to direct sales force activity and evaluate performance. Sales territory – all the actual and potential customers often within a specific geographic area, for which the salesperson has responsibility Sales management is the management of Personal Selling function. Personal Selling is a person to person process by which the seller learns about the prospective buyers want and sees to satisfy them by offering suitable goods or services and making a sale. (Keokemoer 2005) Selling is convincing the prospect to convince him or her to buy a product or service. Buyers can buy without a salesman being presented but they tend to buy minimum quantities and to confine their orders to known lines. Importance of Salespeople in management A sales function covers such activities 1. The presentation, demonstration and sale of company goals, negotiation...
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...chapter, you should be able to: 1. Understand the different motivations of consumer and organisational buyers 2. Formulate strategies for approaching consumer and organisational buyers 3. Recognise the importance of relationship management KEY CONCEPTS • • • • • • • • • • • • ACORN brand personality buy class buy phase buying centre centralised purchasing choice criteria consumer decision-making process creeping commitment decision-making unit (DMU) financial lease interaction approach • • • • • • • • • • • just-in-time (JIT) delivery/purchasing life-cycle costs lockout criteria operating lease organisational buying behaviour reference group relationship management reverse marketing strategic partners total quality management (TQM) value analysis 78 Sales environment 3.1 DIFFERENCES BETWEEN CONSUMER AND ORGANISATIONAL BUYING There are a number of important differences in emphasis between consumer and organisational buying that have important implications for the marketing of goods and services in general and the personal selling function in particular. Fewer organisational buyers Generally, a company marketing industrial products will have fewer potential buyers than one marketing in consumer markets. Often 80 per cent of output, in the former case, will be sold to perhaps 10–15 organisations, meaning that the importance of one customer to the business to business marketer is far in excess of that to the consumer marketing company. However, this situation is complicated in...
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...Proof 5 WHY YOU SHOULD FORGET THE PAST: Sunk Cost Fallacy 6 DON’T ACCEPT FREE DRINKS: Reciprocity 7 BEWARE THE ‘SPECIAL CASE’: Confirmation Bias (Part 1) 8 MURDER YOUR DARLINGS: Confirmation Bias (Part 2) 9 DON’T BOW TO AUTHORITY: Authority Bias 10 LEAVE YOUR SUPERMODEL FRIENDS AT HOME: Contrast Effect 11 WHY WE PREFER A WRONG MAP TO NO MAP AT ALL: Availability Bias 12 WHY ‘NO PAIN, NO GAIN’ SHOULD SET ALARM BELLS RINGING: The It’llGet-Worse-Before-It-Gets-Better Fallacy 13 EVEN TRUE STORIES ARE FAIRYTALES: Story Bias 14 WHY YOU SHOULD KEEP A DIARY: Hindsight Bias 15 WHY YOU SYSTEMATICALLY OVERESTIMATE YOUR KNOWLEDGE AND ABILITIES: Overconfidence Effect 16 DON’T TAKE NEWS ANCHORS SERIOUSLY: Chauffeur Knowledge 17 YOU CONTROL LESS THAN YOU THINK: Illusion of Control 18 NEVER PAY YOUR LAWYER BY THE HOUR: Incentive Super-Response Tendency 19 THE DUBIOUS EFFICACY OF DOCTORS, CONSULTANTS AND PSYCHOTHERAPISTS: Regression to Mean 20 NEVER JUDGE A DECISION BY ITS OUTCOME: Outcome Bias 21 LESS IS MORE: The Paradox of Choice 22 YOU LIKE ME, YOU REALLY REALLY LIKE ME: Liking Bias 23 DON’T CLING TO THINGS: Endowment Effect 24 THE INEVITABILITY OF UNLIKELY Events: Coincidence 25 THE CALAMITY OF CONFORMITY: Groupthink 26 WHY YOU’LL SOON BE PLAYING MEGATRILLIONS: Neglect of Probability 27 WHY THE LAST COOKIE IN THE JAR MAKES YOUR MOUTH WATER: Scarcity Error 28 WHEN YOU HEAR HOOFBEATS, DON’T EXPECT A ZEBRA: Base-Rate Neglect 29 WHY THE ‘BALANCING FORCE OF THE UNIVERSE’ IS BALONEY: Gambler’s...
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