In the Study by Mackie (1986), Polarization Was Found to Occur

question 54

Multiple Choice

In the study by Mackie (1986) , polarization was found to occur only when the source of information was perceived to be from within the in-group and resulted from the subjects conforming to the 'extreme' group norm. This study demonstrates the applicability of the __________ model.

• A) social comparison
• B) social identification
• C) social differentiation
• D) persuasive argumentation
• E) group cohesiveness

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Definitions:

Sales Presentations

A strategic dialogue or demonstration by a salesman aimed at persuading customers to buy a product or service.

Empathy and Kindness

The ability to understand and share the feelings of others combined with the quality of being friendly, generous, and considerate.

Buyer and Seller

The parties involved in the exchange of goods or services for payment, where the buyer purchases and the seller provides the product or service.

Trust

The belief that another will act as they are expected to act.