Understanding People in Groups 3

Understanding - TheS ocial C xt of Organizations onte C to e Maste subtitlestyle lick dit r Major C m om unication Topics Mode of transm s ission

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Click to edit Master subtitle style The Social Context of Organizations
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Major Communication Topics Modes of transmission Communication structure Media Persuasive principles Evidence Contrast Reciprocity Persuasive communicators Social proof Liking
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Why Do We Care About 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 people waiting in line for a copier Who receives more assistance “Excuse me, I have five pages. May I use the Xerox machine?” “Excuse me, I have five pages. May I use the Xerox machine because I am in a rush?” Try a different contrast “Excuse me, I have five pages. May I use the Xerox machine because I need to make some copies?” 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 course you need the copier to make copies There isn’t really an “explanation” at all So what does the explanation do? Instigates a process of automatic processing People consider an alternative without assessing the meaning of the alternative
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Ways We Under-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 the past When do you avoid click—whirr thinking?
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Major Question in Persuasion: Levels of Processing Automatic processing Dominated by scripts Very prone to 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? The problem is complex The problem 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 more emotional imagery Know when to use which appeals Using a deep strategy on shallow processors may mean you’ll be ignored Using a shallow strategy on deep processors may mean you’ll be discredited Know how to change levels if needed Can instigate deeper processing when it’s important that the audience knows all the facts Can instigate shallow processing when you would rather the audience isn’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 airline adopting team based compensation Terminal employees rated based on customer satisfaction and correct luggage handling;
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This note was uploaded on 07/18/2011 for the course MAN 4504 taught by Professor Benson during the Spring '08 term at University of Florida.

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Understanding - TheS ocial C xt of Organizations onte C to e Maste subtitlestyle lick dit r Major C m om unication Topics Mode of transm s ission

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