OB NOTES ROY LATEST
4) Was Tom’s decision to try and deal with Dick’s theft the right way to proceed?
In your answer, be sure to consider the full impact that Tom’s decision would have on the team, especially in terms of its values and sense of common purpose? In particular, also consider the way in which Tom’s conduct may align with (or come into conflict with):
(a) the team’s values of fairness and moral behaviour; and,
(b) wider social values of fairness and moral behaviour
Compliance
- Goals are motivations of people
There are many influences to these goals
Goal of Accuracy (desire to achieve accurate perception of reality)
1. Affect and Arousal use feelings as cues for effective responding affect infusion model (AIM): targets mood matters fear-then-relief procedure
2. That’s Not All Technique (TNA) short time for rational decision making present initial deal, and then immediately sweeten the deal. Higher anchor point, range of acceptance.
3. Resistance disrupt then reframe technique (DTR): 3 dollars, 300 pennies, it’s a bargain…keep reframing!!
4. Authority and Obedience rewarded for behaving in accordance with authority, holocaust
5. Social norms follow social norms especially during times of uncertainty to acc respond to social situations.
Goal of Affiliation (desire to maintain meaningful social relationships)
1. Liking
- the more we like and approve of them, the more likely we comply with his or her requests (for help).
- heuristics lead ppl to respond as if there is truly meaningful relationships. Eg. Shared names, birthdays and other superficial stuff let them comply request.
- trivial dialogue by salespeople
- impression management (remembering name)
2. Reciprocation
- repay others for what they have given->strongest and most pervasive forces in all human cultures. (builds trust and equity)
3. Door-in-the-face technique
- precede actual request with a more extreme request likely to get rejected
- ppl feel like since the salesperson compromised, he/she
In your answer, be sure to consider the full impact that Tom’s decision would have on the team, especially in terms of its values and sense of common purpose? In particular, also consider the way in which Tom’s conduct may align with (or come into conflict with):
(a) the team’s values of fairness and moral behaviour; and,
(b) wider social values of fairness and moral behaviour
Compliance
- Goals are motivations of people
There are many influences to these goals
Goal of Accuracy (desire to achieve accurate perception of reality)
1. Affect and Arousal use feelings as cues for effective responding affect infusion model (AIM): targets mood matters fear-then-relief procedure
2. That’s Not All Technique (TNA) short time for rational decision making present initial deal, and then immediately sweeten the deal. Higher anchor point, range of acceptance.
3. Resistance disrupt then reframe technique (DTR): 3 dollars, 300 pennies, it’s a bargain…keep reframing!!
4. Authority and Obedience rewarded for behaving in accordance with authority, holocaust
5. Social norms follow social norms especially during times of uncertainty to acc respond to social situations.
Goal of Affiliation (desire to maintain meaningful social relationships)
1. Liking
- the more we like and approve of them, the more likely we comply with his or her requests (for help).
- heuristics lead ppl to respond as if there is truly meaningful relationships. Eg. Shared names, birthdays and other superficial stuff let them comply request.
- trivial dialogue by salespeople
- impression management (remembering name)
2. Reciprocation
- repay others for what they have given->strongest and most pervasive forces in all human cultures. (builds trust and equity)
3. Door-in-the-face technique
- precede actual request with a more extreme request likely to get rejected
- ppl feel like since the salesperson compromised, he/she