Dell Followed A Hybrid Focus Strategy Commerce Essay

Dell Followed A Hybrid Focus Strategy Commerce Essay Porters theory of generic strategies, the Ansoff Matrix, the strategy clock and the TOWS Matrix are the important tools that are needed to produce strategic options (Proctor, 2000, p 37) (Williamson, et al, 2003, p 78) Based on Porters generic strategies, it can be said that Dell followed a hybrid focus strategy. A hybrid strategy is a combination of both differentiation and cost leadership strategy (Johnson et al, 2008, p.230). Dell is constantly structuring its business to be seen more than a PC business and is focusing on different areas of business such as security, business logistics and applications as well as minimising on its costs as far as possible. Based on the Ansoff matrix, Dell can be said to have adopted market development mainly to encourage growth. Selling directly to customers enable dell to enter market development phase by selling new products through new distribution channels. The strategy is based on selling existing products in new markets by reaping the majority of market share. The Ansoffs will be used to suggest the strategic direction for Dell. By investing in RD can be beneficial to Dell as it can continuously develop new products with the latest technology on the market before its competitors, thereby benefitting from first mover advantage. Its strong brand name can enable Dell to impose insurmountable barriers to its competitors. Moreover, it can expand its customer base and retain its customers. As discussed above, people also want the latest technology, thus there is high opportunity of growth in this market. However, focussing on RD will mean diverging from the direct sales model as innovative products necessitate various channels of distribution to ensure speedy delivery. As a result, RD can move Dell away from its mass customisation which is one of its core competencies. Dell can move into business consulting which may be a good source of revenue streams. The biggest opportunity which Dell can leverage is its efficient value chain. Its efficient value chain enabled it to achieve lot of success and therefore by moving into consulting can further strengthen its reputation. By entering into consulting, it will enter a new market and reach new customers which will help it expand its customer base. However, Dell only has specific knowledge but it is not equipped with the necessary expertise to enter into consulting and serve the market profitably which can tarnish the image of the business in the future. This strategy encourages Dell to return to its core competencies and calls for the company to get back to basics. It pushes the company to improve upon those competencies. The strategic direction can be market development and method here can be strategic alliance and joint ventures. The company can form alliances with consulting companies. This method is good in the sense that it does not require much investment. Dell can reinvigorate on its core competencies and further integrate in the market. Dell can strengthen its core competencies further by including more suppliers, improving its customer service, engaging in more marketing and promotion initiatives and expanding the turnkey solutions. By adopting this strategy, dell can improve its value chain, concentrate on the existing market and expand its customer base. Moreover, this strategy do not require much investment as Dell does not have to reinvent itself and product new products. Dell is dependent on Intel processor gives it limited choice to satisfy all its customers. Therefore, by adding more suppliers, Dell can offer more configuration choices to its customers. The growth of enterprise solutions and service businesses has led to a change in the revenue stream of the business in 2010. Dell therefore can leverage on that important asset by providing more predictable solutions to customers and hence strengthen its position in the market. By following this strategy, dell can continue to maintain its position in the market as a pioneer and differentiate itself from its competitors. The proposed method here can be Strategic Alliances and Organic Development. Therefore, by engaging into alliances, Dell can make use of the resources of its alliances to provide new goods and services to its customers more easily. Using strategic alliances in the existing market will enable Dell to improve and increase its retailing of products. Financial position Dells financial position shows a stellar performance which can be shown by its ratios. Revenues in May 2012 fell below the forecast due to high fall in sales as new technologies tablets and iPad have taken a larger share of the market. Therefore to overcome this gloomy outlook, Dell is diversifying into other line of business so as to remain competitive in the market. This clearly explains its recent waves of international mergers and acquisitions it has taken over the last two years (The New York Times, 2012). Dells profits slid by 47% in the third quarter of 2012. This is because Dells business is considered to be a static one which is tied to the sale of PCs, while consumers want the latest technology. This has led  to the continuous increase in demand for tablets and smartphones which have spurred growth in the market (Bloomberg businessweek, 2012). Dell has recently adopted storage as part of its business. Coupled with that, it is now aligning its storage portfolio to provide non-stop, fluid data solutions. There was an increase in revenue of 16% from 2010 to 2011 mainly due to an improvement in the economy. During a recession, people usually decrease their demand for luxury goods which clearly shows the decline for 2009. The growth of enterprise solutions and service businesses has led to a change in the revenue stream of the business in 2010. There was an increase in revenue from 14.3% in 2009 to 18.7% in 2011. Compared to the poor net income performance in 2010 due to a big fall in revenue, that of 2011 was pretty good. There has been an increase of 84% in net income in 2011 from 2010. This resulted from an increase of 1.6% and 2.5% in profit margin and ROA respectively. The improvement in growth can also be attributed to the increase involvement of Dell in service operation. As a result, Dell continues to invest a lot in its service aspect of business (Part 2, Item 7, Form 10-K, Dell Inc. 2011). Dell has touted an increase in growth mainly from its acquisitions. There was an increase in current assets by $4,776 billion from 2010. This resulted mainly from due to an increase in cash and cash equivalents which represented 4.4% of total assets. Cash and cash equivalents rose mainly due to an increase in revenue and a decrease in cash in investing activities. There was an improvement in fixed asset turnover from 24.3 times in 2010 to 31.5 times in 2011 which shows clearly that Dell has used its fixed assets more effectively to generate revenue. This represents a shift in their revenue streams (Part 1 2, Item 2 8, Form 10-K, Dell Inc. 2011). Both current ratio and quick ratio improved from 2010 to 2011 which shows that Dell managed its assets efficiently so as to maintain a good liquidity position. Due to a rise in retained profits in 2011, equity rise to $2billion. Equity rose from 28.9% in fiscal 2010 to 39.3% in fiscal 2011 mainly due to the purchase of shares and stock price variations. (Part 2, Item 8, Form 10-K, Dell Inc. 2011) Based on the BCG matrix, Dells PC can be classified as a cash cow. Its market continues to expand. To maintain its position as a cash cow, Dell has to come up with products to meet the needs and provide value to its customers. The star can be its server business and needs to be upgraded continuously so as to maintain its position. The question mark can be its service business and to turn it into a star, Dells has to increase its market share in that sector. GE matrix- dell PC can be said in the high segment as it has earned high growth in both the US and other countries by now. Its server business also has earned consistent growth till now. The service business is growing but not as much as that of server and PC business. This sector needs to be developed more so as to have a greater portion of its portfolio. Dells peripheral business which includes printers has significant growth in sales but is facing competition from its competitors hence placing it in the medium growth segment. Evaluating strategic options Strategic options can be evaluated by using assessment of Johnson Scholes (1999) who had put forward three criteria mainly suitability, feasibility and acceptability. Suitability takes into consideration whether the strategic direction chosen by the organisation fit the issues in which the organisation is operating and its appropriateness to the strategic positioning of the organisation, (Johnson Scholes, 2008). To evaluate the feasibility of the strategy, it is necessary to assess the capability of the business in terms of competencies. Concerning the market penetration, it can be said the strategy is feasible in terms of resource deployment. This is because Dell is not doing anything new. It already has a high market share in the industry and is just expanding its customer base. Thus, it does not need extra manpower. Also, by engaging into alliances it has the possibility to use the resources of its alliance. Product development- Focussing on RD to produce new innovative products require a lot of investment and new competencies. This can prove to be costly in the long run. Market development- Dell will have to hire more resources and even employ more staff to monitor the new business and also recruit expertise in this field. As a result, it can be costly. ACCEPTABILITY It is concerned with the future outcomes and it can be measured in terms of risk and return and impact on shareholders. After analysing the financial position of the company, it can be said that Dell has a good performance and though the market and product development needs sufficient investment, the company is well placed to undertake the option. Market penetration- Dell has a high position in the market and thus by adopting this strategy will not need much investment in terms of financial and human resources. After analysing Dells strengths and opportunities, it is found that Dell can adopt this strategy without much risk and can use the resources of its alliances to serve the new market Product development can be quite risky for Dell as it has to invest a lot on RD and also its competitors have already move ahead with innovative products. Hence, its products can fail thereby tarnish its image. Dells return on investment (5 yr avg) is 18.64 compared to that of the industry which is 14.96 (Reuters, 2012). This shows

Immigrants in Singapore

Name: Clara Soo Wen Lin (4) Class: 2E History Holiday SEQ Assignment Question 1(a) Immigrants came to early Singapore due to push factors such as famines and droughts as well as natural disasters and starvation, and the desire to seek protection and safety. India was overpopulated and the immigrants faced many droughts and natural disasters in their homeland. After droughts wiped out their crops and resulted in famine, many would be forced to find jobs in the city in order to earn a living to feed their families. However, jobs were scarce which caused many of them to seek employment outside of India. With the prospect of finding jobs outside, this would at least give them a chance to survive. Similarly in China, with famines and droughts being a common occurrence, accompanied by the shortage of fertile land for crop cultivation, a huge portion of the population who worked as labourers or farmers resulted in starving. Furthermore, there was much disorder and unrest in China as the people were trying to overthrow the corrupted Qing government, resulting in many Chinese seeking protection and safety outside China. On the coastal areas in the Malay Archipelago, pirate attacks were frequents; in war-torn areas in Sumatra, Java and Malaya, life was extremely unsafe, which was why many Malays were â€Å"pushed† to leave their homeland. Therefore, the first reason why immigrants came to early Singapore was because of push factors such as famines and droughts as well as natural disasters and starvation, and the desire to seek protection and safety. Pull factors which brought many immigrants to Singapore was because Singapore can provide more job and business opportunities as well as better living conditions, the free immigration policies and not to forget that Singapore was a free trading port. As news of the founding of Singapore spread to neighbouring countries and even the countries as far away as India and China, many traders and shippers were attracted to Singapore where they could enjoy freedom of trade, which meant that they did not have to pay any customs duties or taxes on goods they brought into, or out of, Singapore. Singapore also served as a efficient trading centre where the British traders could sell their goods to people throughout Southeast Asia. Large numbers of people from the Malay Archipelago, Southeast Asia, India, China and other parts of the world flocked to Singapore to trade or to look for work because of the free immigration policies which meant that the immigrants were allowed to come and go as they pleased. As there was no warfare in Singapore then, it provided the Malays with a peaceful and safe place to settle down into. In this manner, Singapore in the 19th century was like a magnet which attracted many immigrants due to the many pull factors such as free immigration policies, freedom of trade, more job and business opportunities as well as better living conditions. Question 1(b) I agree to a large extent that the success of Singapore as a prosperous trading centre depended solely on the contributions of the migrant workers who came to Singapore in the 19th century. To shape Singapore into what it is today – a successful and prosperous trading centre – was mainly due to the presence of trade activities and revenue earned. However, it did not depend on the immigrants solely as Farquhar and Raffles were key figures in solving the problems brought about by the migrant workers along with their contributions to Singapore. The Malays contributed to trade by bringing in straits produce like coffee, birds’ nests, spices and rice from the East Indies to Singapore. Straits produce are the products that are grown in the East Indies. These Straits produce helped to widen the variety of goods being traded between Singapore and other countries. Therefore, trade was enhanced. In the aspect of education, some Malays who were educated worked as journalists or teachers. One famous example is Munshi Abdullah who could speak many languages and also wrote books about the early Singapore. Malays were also expert boat-builders. Besides making boats for traders, they also served as sailors and officers on the ships. Others worked as policemen, fishermen and watchmen. The Chinese also made many contributions from middlemen to merchants and planters. Some Chinese businessmen acted as middlemen between the British and the non-English speaking traders. They bought straits produce from the Asians and sold them to the British. Most of the middlemen were Peranakans. Among them were Tan Kim Seng and Tan Tock Seng. Some Chinese were shopkeepers who sold daily needs like cloth, medicine and provisions. Hoo Ah Kay was a shopkeeper who supplied ships with bread and vegetables. He also owned a bakery and an accessories shop. He owned a large gambier plantation and he was the first businessman who produced cash crops in large amount. Other than the above mentioned, Chinese also served as skilled labourers like carpenters, barbers and goldsmiths. Those who were unskilled worked as hawkers, servants, coolies and rickshaw-pullers. In terms of business, North Indians became milkmen who sold milk to other Indians or Europeans. They reared cows, goat and buffaloes to get their milk. Others were shopkeepers who provided daily needs like food, cloth and laundry services. Besides these, The Indian Muslims served as moneychangers and also moneylenders. Lastly, we also have the Sikhs who were good policemen and watchmen because of their strength and body size. The thieves were scared of their Beards and turbans. Europeans had the knowledge of trade and commerce. They setup companies, which had connections with Europe with their capital. They sold the goods that were made in Europe and shipped the goods that they bought from Asia back to Europe. Among them were Alexander Guthrie and Edward Boustead. The European merchants gave their opinions and pointed out the weaknesses of the government here. Some of them volunteered to be unpaid judges. They helped to maintain law and order in this way. Even though the immigrants played a significant role in contributing to Singapore to aid her development, they also created many problems for the settlement. Singapore became a lawless society, where secret societies were rampant because many of the Chinese who voluntarily joined were lonely in a new settlement and sought for friendship, protection as well as help and assistance that they believed the secret societies could provide them with. These people committed many crimes, from gang robberies to obstruction to justice and even to the extent of murder. They were a powerful group of people as the inefficient police force was ill-equipped in the 1800s and they could not understand the language of the Chinese secret societies. This resulted in insecurities of the residents in Singapore and may result in traders doubting the security of Singapore and not coming here to trade. This would implicated our port prosperity and bring down our revenue earned. Other key figures such as Raffles and Farquhar also have to be credited for their share of contribution to the development of Singapore. Raffles drew up a Town Plan during his visit to Singapore in 1822 as he found that the settlement had grown in a most disorderly manner. The town was divided into different areas for government, business and residential. Different races also settled in different areas of town, which could help reduce conflict between the different races who practised different cultures. Farquhar, on the other hand, firstly helped to get the traders from the places nearby to come to Singapore and trade as not many people knew about the settlement in Singapore. He invited the immigrants from Malacca to come and trade and stationed an office at St. John’s Island to inform the trading ships passing by about the settlement in Singapore. Apart from setting a stable foundation for the trading port, he also took care of problems such as the lack of building materials, food, tools and other necessities, the pests that roamed all over the settlement and also tried to solve the problem of common occurrences of crimes and robberies by setting up a small police force. Therefore, in conclusion, I agree to a large extent that the success of Singapore as a prosperous trading centre depended solely on the contributions of the migrant workers . The migrant workers contributed in different areas, mainly building the settlement, promoting trade, working for the government and also serving the community. Their contributions went a long way in helping the people and improving their lives in the long run. Without the hark word of these migrant workers, the fact that Singapore became a successful port would not have been made possible. On the other hand, I would have to disagree that success of Singapore was only due to the immigrants' contributions. Other key figures such as Raffles and Farquhar played a significant role in guiding Singapore through, hand-in-hand with the immigrants.

Human Behavior in an Organization Essay

In an organization there are lots of factors to be considered for the company to achieve its goals and objective and succeed. These factors include communication, motivation, leadership skills, personal characteristics of employees, interaction between and among employees and teamwork. Communication is significant in transferring information because the information to be transferred must be precise and accurate to avoid miscommunication. Failure to communicate proper information might cause a negative long-term effect on the company. Furthermore, miscommunication may result to personal conflicts between members of an organization. Persons or employees in the organization must feel motivated to achieve the goals and objectives that should be met. This motivation may come from personal factors, such as for family and self-competence, or external factors, such as salaries or benefits are tied to performance of doing a job. Highly motivated members are the ones who mostly done their job efficiently. Management must motivate employees for them to do their jobs efficiently and effectively so as to lessen any probable negative impacts to the organization. There is always a person or a group of persons that will initiate any activities done by an organization and we usually call these people as leaders. A leader must be sensitive to feelings of others but not to the extent that it would prejudice any undertakings made by the group. We see different kinds of leaders, there are those who are autocratic or who don’t listen to what others has to say but there are also those that listens, hears and considers the point of view of others. Conflicts may arise in an organization primarily because of the personal characteristics of each employee that are not acceptable to others. This should not be done because everyone is different in his or her own way. Conflicts between employees would result to negative effects that would cause to fail to meet the objectives. These problems between members must be resolve to build a better relationship between them and to be able to prevent this problems to arise again in the future. In any activity that an organization should do, teamwork must always be present. This is very important to achieve the organization’s goals and objectives efficiently. In a team, each one must do their part to help achieve the goal and not help prejudice the activity. In a team, together everyone achieves more, which means that if members would just work together, all of the objectives, even the least important objective will be met. There are weaknesses and strengths inside a group and this must be taken into considerations, to eliminate these weaknesses and improve those strengths. Team building activities may be done by the organization to improve the relationship between and among members so as to have a team that works together for a common goal. Hence, goal congruence arises, which is very important factor that must exist inside the organization. Thus, proper communication, motivation, leadership skills, relationships between members and teamwork must exist within an organization. In this way, any goals and objectives of the organization will be met. As long as each one of the members do their parts well, nothing could go wrong and the organization will be successful in any activities they will undertake.

Gender, Race, And Class - 957 Words

In the All-New Volvo XC90 commercial the first words to appear on the screen is â€Å"What is Luxury?† In this commercial it appears that luxury can only be afforded by primarily white, rich males. The media in the United States has made a lot of progress towards showing gender and racial equality on TV but America still has a long way to go. As of 2015 white men still have a patriarchal ranking in media compared to women and minorities. This essay will be discussing how intersectionality, such as gender, race, and class, play a key part in gender roles in TV media today. Luxury is the main focus in Volvo Cars US’ commercial for their new Volvo XC90; but what does luxury mean? According to Merriam Webster Online, the definition of luxury is something that is expensive and not necessary (â€Å"Luxury†). But according to the All-New Volvo XC90 commercial, luxury signifies simplicity, a sanctuary, confidence, and safety. First of all this commercial is showing that all of those things are expensive and they are not a necessity to live. Anyone can gain a sanctuary and confidence for free. Those things do not come from buying something expensive, they come from how an individual feels about oneself. In the commercial it shows a white man driving and navigating the touch screen GPS system while a white woman sits in the passenger seat and smiles at the man. The video goes on to show the interior and exterior of the car itself. Towards the end, the car is shown driving through a fancy,Show MoreRelatedRace, Class And Gender1032 Words   |  5 Pages IN WHAT WAYS DO RACE, CLASS AND GENDER SHAPE PRACTICES AND EXPERIENCES IN PRISON? DRAW ON THEORIES AND EXAMPLES/CASE STUDIES TO SUPPORT YOUR CASE. OVERVIEW This essay will explore how race, class and gender shapes practices and experiences in prison. Firstly, a discussion of prison in general is necessary. 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Eliminating Discrimination in the Workplace Essay

I have been asked to suggest different methods that can reduce discrimination and prejudice in the workplace. Is it possible to make everyone get along and ignore their differences? According to the growing research on discrimination and prejudice, these are learned behaviors that with practice can be unlearned, and ultimately eliminated (Baron Branscombe, 2012, p. 195). Discrimination is defined as the negative treatment of different groups: Prejudice, on the other hand is viewed as the negative emotions or attitudes associated with discrimination (Ramasubramanian, 2010). These two terms go hand in hand because they both can lead to racism; however, that is not suggesting that there is a cause-and-effect relationship between the two†¦show more content†¦Despite that Hispanics are growing in numbers in the United States, there is also more tension between racial and ethnic groups because they are all left to compete against the other (Weaver, 2011, p. 2723). Indeed, researc h confirms that competition allows for prejudice feelings to occur between the in-groups and the out-groups (Bobo Fox, 2003; Dixon et al., 2010). Many researchers agree that one seems to be closer or more cohesive to their own group and associate a sense of pride for each other; on the other hand, they tend to fear the out-group because they are seen as the competitors, the enemies, and the traitors (Ramasubramanian, 2010; Baron Branscombe, 2012; Hirsh Lyons, 2010). Clearly this creates a disconnection between groups, which make them feel a sense of threat for one another, due to this, prejudice feelings and differences become more evident. One of the most common theories that explain why prejudice persists today, as it relates to the workplace, is called realistic conflict theory (Baron Branscombe, 2012). This psychological theory states that prejudice is more frequent when competition arises in a situation where there are limited resources that only one group can claim (Bobo, 1983). However, being that discrimination is a learned behavior, one can conclude that it can be socially influenced; therefore, behavior can be altered by focusing on what is causing the individual to feel inferior or threaten (Bobo Fox, 2003). With that beingShow MoreRelatedEliminating Discrimination In The Workplace Essay examples1694 Words   |  7 Pagesconsultant I have been asked to suggest different methods that can possibly reduce discrimination and prejudice in the workplace. Is it possible however to make everyone get along and ignore their differences? According to the growing research on discrimination and prejudice, these are learned behaviors that with practice can be unlearned, and ultimately eliminated (Baron Branscombe, 2012, p. 195). 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Crime Causation and Diversion Essay - 1428 Words

Crime Causation and Diversion Freedom Chrisman CJA/374 Crystal Gregory March 1, 2012 In todays society, there are more and more juveniles getting involved in criminal activity. Low self-esteem, poor decision-making and communication skills, association with a negative peer group, and a dysfunctional family unit are some characteristics of delinquent youth creations (Extension Journal, Inc. 1993). With this being said, there are also many different types of juvenile diversion, intervention and prevention programs and resources available for these juvenile to help with rehabilitation. These programs are created to help the youth with criminal activity issues and help reduce to eliminate the rate of†¦show more content†¦Within this system are numerous sub-systems to help create a better juvenile program for rehabilitation. Programs provided are not only pointed towards juveniles in general, but have several programs specifically for both male and female delinquents. This program was created to help reduce juvenile crime rates by interacting with numerous pr ograms and creating a better Juvenile Justice System. Programs such as the Juvenile Accountability Program promote greater accountability among offenders and in the juvenile justice system, the Reclaiming Futures Program which is a model for juvenile offenders who are abusing substances. These are just a couple of the many programs provided within the OJJDP Program. The OJJDPs program has very similar objectives and goals as does other juvenile programs, to help reduce and possibly eliminate the possibility of juvenile offenders re-committing crimes and re-entering the system numerous times over. The OJJPD strive to protect public safety from juvenile offenders as well as holding offenders accountable for the actions taken and providing treatment and rehabilitative services to the needs of juvenile’s delinquents and their families. The key participants within the OJJPD are many. 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Influence and Persuasion free essay sample

Influence and Persuasion Critical Thinking (Influence, Science and Practice) Chapter 1 1. Suppose you were an attorney representing a woman who broke her leg in a department store and was suing the store for $100,000 in damages. Knowing only what you know about perceptual contrast, what could you do during the trial to make the jury see $100,000 as a reasonable, even small, award? * Research for similar cases with the same injury but with settlements far greater than $100,000. The bigger its difference from the client’s demands, the better it would be. Present these case citations to the court and by the principle of perceptual contrast, it will drive home the point to the jury that the plaintiff’s demand is indeed very reasonable. 2. The charity request card in Figure 1. 2 seems rather ordinary except for the odd sequencing of the donation request amounts. Explain why, according to the contrast principle, placing the smallest donation figure between the two larger figures is an effective tactic to prompt more and larger donations * Listing $25 as the very first amount and succeeding it with the $10 already creates a perceptual contrast, wherein the larger amount would be rejected outright as a steep amount for donation. However, placing $5 right after the $10 creates more perceptual contrast – again the donor would lean towards the lower value. If the charitable organization’s target amount is a donation of $10/person, then it should have stopped at ten as the last amount. However, if its target amount is $5 dollars but with an objective of prompting donors to give more voluntarily, then placing the $5 between the $10 and $15 makes more sense because the donor would be forced to choose a balance between two extremes – the extremes being $5 and $15 and the $10 being the balanced amount that the donor could give without the guilt feeling of being stingy and at the same time without the feeling of being taken advantage of. . What points do the following quotes make about the dangers of click-whirr responding? â€Å"Everything should be made as simple as possible but not simpler. † Albert Einstein * From the way I understand this, it means we should not fully relegate our decisions to the automatic click-whirr human responses. Human automatic behavior patterns tend to be learned, more flexible compared with those of the animals that possesses locked patterns of responses. Therefore, we have the capability to analyze and reason out situations before we make decisions. We have to keep in mind that not all stereotypes are true not every pronouncement of an expert is infallible nor every expensive thing is of high quality. Although these judgmental heuristics allow us simplified living, we must also be conscious of being aware when these simplistic rules are being used to take advantage of us. â€Å"The greatest lesson in life is to know that even fools are sometimes right. † Winston Churchill * This quote is a statement that disagrees with our propensity to stereotype. The stereotype is that people who are considered as fools do not have any smart or knowledgeable thing to offer in terms of opinion. The fool would be the complete opposite of people we consider as experts – people whose opinions are always held in high regard and true. Therefore the fools are people whose views are considered laughable and false. This quote actually says that there are times when a fool’s opinion should be listened to and heeded because it is right. Then again, this would only be possible if we make a conscious effort to react using other triggers rather than just the click-whirr response. . How does the photograph that opens this chapter reflect the topic of the chapter? * The photograph shows the onslaught of information that an individual has to process and assimilate into their lives every day. We get swamped with too much information, we do not have the time, energy or the ability to sort them out and allow our brain to fully process them. Oftenti mes, we resort to automatic responses with the use of stereotypes to classify things according to a few key features or triggers. Most times, our decisions are made unconsciously or with the help of trigger factors. Chapter 3 1. Suppose you were advising American soldiers on a way to avoid consistency pressures like those used to gain collaboration from the POWs during the Korean War. What would you tell them? * Advise the American soldiers to be wary and mindful of an individual’s inclination to be automatically and unthinkingly consistent. To be cognizant of situations where consistency is being used as a weapon of influence against them. Advise them to listen to their guts or be perceptive of the heart-of-heart signs the feeling towards something that an individual experiences a split second before they intellectualize about it. . In referring to the fierce loyalty of Harley-Davidson motorcycle owners, one commentator has said, â€Å"If you can persuade your customers to tattoo your name on their chests, you’ll probably never have to worry about them shifting brands. † Explain why this would be true. In your answer, make reference to each of the four factors that maximize the power o f a commitment on a future action. * Dr. Cialdini explained that commitments are more powerful when they are active; public; effortful; and viewed as internally motivated. The statement of the commentator is accurate because the motorcycle owners had made their commitment public by tattooing their commitment on their chests. These customers would be viewed as inconsistent if they purchase a motorcycle brand different from that written on their chests. Their action is also effortful and internally motivated since the action for tattooing the name was done voluntarily and of their own accord. 3. Imagine that you are having trouble motivating yourself to study for an important exam that is less than a week away. Drawing upon your knowledge of the commitment process, describe what you would do to get yourself to put in the necessary study time. Be sure to explain why your chosen actions ought to work. * Acknowledge the power of written statements. Set a goal and commit such goal in writing. Write down the date of the exam and a timetable of the topics you want to study and commit to memory before the date. Post this written commitment in a place where others would also see it. In that way, you have doubled the power of commitment by making it public. What would be the consequences of Roger’s more expansive approach to interpersonal relations? Think about your own interpersonal style. Is it closer to Rogers’ or Austen’s? Why? * Will Rogers could be taken advantage of by professional compliance people. Since we have automatic positive reactions to compliments, friendliness and the other factors leading to liking, people could exert undue influence on his decisions and daily life. 3. What parallels can you see between the findings of the boy’s camp studies and those of studies on the effects of (a) school desegregation and (b) cooperative learning in the classroom? a) School desegregation We like people who are similar to us, so our tendency in school is to associate ourselves with those we are most familiar and similar with. This results in the formation of groups or cliques that views other factions as rivals. Subsequently, these groups with divergent personalities would clash and compete because of th e differences in their orientation, ethnicity, backgrounds or lifestyle. Using the factors discussed in this chapter, describe how you would arrange your next encounter to accomplish your goal. * The first step would be to make use of similarity the factor that influences liking and compliance. Observe and learn a little bit about the seatmate – hobbies, favorite movies, books, sports – or any similarity that could be exploited to start the process of liking. Any common interest between the two of you could be a jump off point for some interesting discussions. Then enhance the liking deeper by complimenting the seatmate which is an effective device for producing return liking. . How does the photograph that opens this chapter reflect the topic of the chapter? * Adults always find kids adorable and endearing. Most adults find themselves putty in children’s hand. This is part of the adult human being’s fixed action pattern or our click-whirr reaction to kids. The picture which depicts smiling adorable kid selling lemonade is def initely someone that would trigger our liking process. It would ensure our compliance to an offer of buying a glass of lemonade even if we know that the lemonade is overpriced.