COM 21200 Lecture Notes - Lecture 26: Operant Conditioning, Reinforcement, Ingratiation

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Interpersonal influence and needs: motivational monday, activity, homework. Discussion question: refer to box 9. 1 (p. 208) on weapons of influence. I paid for the a(cid:374)(cid:374)ual dog fee (cid:271)/(cid:272) it(cid:859)s a la(cid:449)(cid:895: scarcity rule: scarce resources are more valuable than those that are easily obtained (ex. the last available model; these are going fast) Unde tanding othe (cid:859) need : to influence others, you have to know their needs and goals, you can influence others with, rewards, consistency and stability, establish identity, self-respect. Types learning based theories: stimulus and response based models, classical conditioning, operant conditioning, social learning, social exchange theory, relational currencies. Classical conditioning: pairing of 2 stimuli so that the response to one becomes attached to the other, unconditioned stimulus: the actual stimulus; what gets the response (smell, sound, etc). Meat powder: unconditioned response: actual response to the unconditioned stimulus ex. salivating, conditioned stimulus: related 2nd stimulus; ex.

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