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Understanding People in Groups 3

Understanding People in Groups 3 - TheS ocial C xt of...

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Click to edit Master subtitlestyle TheSocial Context of Organizations
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Major Communication Topics Modes of transmission Communication structure Media Persuasiveprinciples Evidence Contrast Reciprocity Persuasivecommunicators Social proof Liking Expertise
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Why Do WeCareAbout Communication? Because management is, to a very large extent, a process of persuasion Conflicts often due to communication failures Ratings of organizational communication strongly related to commitment behavior
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Reasoning and Persuasion Story from Ellen Langer who studied peoplewaiting in line for a copier Who receives more assistance “Excuseme, I havefivepages. May I usetheXerox machine?” “Excuseme, I havefivepages. May I usetheXerox machinebecauseI am in a rush?” Try a different contrast “Excuseme, I havefivepages. May I usetheXerox machinebecauseI need to make somecopies?” Results 60% agreed to request one 94% agreed to request two 90% agreed to request three
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Click, whirr… Obviously, the third reason is irrelevant Of courseyou need thecopier to makecopies Thereisn’t really an “explanation” at all So what does the explanation do? Instigates a process of automatic processing Peopleconsider an alternativewithout assessing the meaning of thealternative
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Ways WeUnder-Process in Daily Life When do you make decisions based on click—whirr thinking? Don’t consider much evidence You just go with your gut You go with what’s worked in thepast When do you avoid click—whirr thinking?
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Major Question in Persuasion: Levels of Processing Automatic processing Dominated by scripts Very proneto tricks When does it occur? The problem is simple The problem is routine People don’t care about outcomes Low need for cognition Controlled processing Much more cognitive Difficult to trick When does it occur? Theproblem is complex Theproblem is novel People care about outcomes High need for cognition
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Why Is Level of Processing So Important? Know which types of appeals are most effective Deep processing means thorough information and facts Shallow processing means less information and moreemotional imagery Know when to use which appeals Using a deep strategy on shallow processors may mean you’ll beignored Using a shallow strategy on deep processors may mean you’ll bediscredited Know how to change levels if needed Can instigatedeeper processing when it’s important that theaudienceknows all thefacts Can instigateshallow processing when you would rather theaudienceisn’t paying too much attention (ethical problem) Know how to protect yourself from shallow strategies!
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Persuasion Exercise You are the vice president of human resources for an airlineadopting team based compensation
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