FMST 238 Lecture Notes - Lecture 7: Chinese Canadians, Conflict Resolution, Dan Ariely
Document Summary
When to use decision process, intuition or decision rules. Autonomic: spouses make equal # of decisions independently. Types of power considered most relevant for influencing decision. Referent: referent power is exercised when one person conforms to the anticipated preferences of another person to feel closer to him/her, select product that parent approves. Reward: reward power is the ability to bestow something favorable on another party contingent upon desired behavior, show affection, ask nicely, just ask, bargain, completion of chores (good behavior) Coercive: resides in the other party"s perception that punishment will result from noncompliance, anger, beg, con. With respect to children"s passive social power, parents felt that their children had both legitimate and expert powers. That is, parents perceived their children to be influential by nature of their legitimate right to participate in the decision- making process ad due to their knowledge and/or expertise in the product category.
