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UGBA 105 Midterm Final Review Test 2024.
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UGBA 105 Midterm Final Review Test 2024. 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 achi...

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  • April 23, 2024
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  • 2023/2024
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  • ugba 105 midterm final review test 2024

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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

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