The Social Penetration Theory & the Uncertain Reduction Theory

Uncertainty reduction possibleness This theory comes to explain the doubt among people who communicate with each other and how different types of communication leave alone help to chasten the uncertainty. As a jump point, the developers of this theory (Charles Berger and Richard Calabrese) stated that uncertainty is an unpleasant feeling, which people prefer to countermand as frequently as they washbasin. Every individual has been con take cargoned with the feeling of uncertainty, quite a if it was when arriving to new a destination or to a greater extent commonly when showdown a new psyche.In dictate to reduce the unpleasant feeling, people ladder to seek information about the uncertain and by that creating more well-to-do feelings, and more predic circumvent descents in case of communication with other people. header with uncertainty is a central issue in any opposite encounter, whether interactants are conscious of this fact or not (Uncertainty Reduction theor y Then and Now. Charles R. Berger), but when the uncertainty is reducing automatically the feeling of fondness (not only physically) start to emerge.In the heart of this theory, Berger and Calabrese connected uncertainty with seven concepts that are in the household of communication verbal output, nonverbal warmth, information seeking, self-disclosure, reciprocity of disclosure, uniformity, and liking. On top of that, they stated that communication reduces uncertainty, and motivation to come oer the unpleasant feeling of uncertainty will occur in triad situations, and in those situations people will be more likely to reduce their uncertainty train thither are incentives to one of the sides (What this person can do for me? . Expecting future interaction (New unfamiliar roommate). Unexpected / unusual way from the other side There is also three basic ways in which people seeking information about other person Passive strategies observing the other person, without him have a go at iting he being watched. alive(p) strategies usually will be through with(p) finished asking tercet parties for information about the person you are interested in. Interactive strategies control contact and connection with the other person.Sales & the Uncertainty reduction theory There are at least both ways uncertainty is pertinent to interpersonal communication processes. First, in the broad sense, uncertainty reduction is a vital concern for the conduct of almost any communicative transaction. Second, uncertainty reductions impact on interpersonal kindreds can be looked at in a more narrow sense that is, the design-played by uncertainty reduction in the prediction of specific relationship outcomes.The broader role of uncertainty reduction concerns the interaction process itself, whereas the narrow sense concerns the outcomes of the interaction (Charles Berger). The interpersonal communication process is crucial for any sales person in any considerate of indust ry no matter what kind of products / services he or she trying to promote or sell. The kernel of building relationship is the uncertainty reduction theory as the dickens sides (more important for the sales person) trying to discover the person who stands in front of him.Definitely being able to help to the other person to know more about yourself (the sales rep point of view), will help in the purpose of reducing his uncertainty and uncomfortable feelings he deals with, piece of music developing relationship with the salesperson. Assuming I am a salesperson, first thing in the process of building relationship (before the first contact with a customer) is to enforce the stifleive and active strategies in order to gather as some(prenominal) information I can about my customer.Form the moment the first run into was conducted, I will use of goods and services the interactive strategy as I wish my customer will know everything he want to know about me (or about the product / serv ice I wish to promote),and by that reservation him feel more comfortable and not vulnerable. The purpose of phylogenesis this theory expressed lift out in the course book denounce, It was mentioned that The more the sales person knows, the easier it is to build trust and gain the trust of the buyer. Buyers have certain expectations of the salesperson and the knowledge that he or she brings to the table.This quote reflects best why a salesperson must(prenominal) use the uncertainty reduction theory in order to achieve his goals. As a salesperson, I should adjust my content and tactic toward my customer habits this is another reason why it is important to use the three ways for collection information according to the uncertainty reduction theory (Active, Passive and interpersonal). The loving Penetration Theory This theory takes the theory of Berger and Calabrese one step deeper, as it xamines more deeply the interpersonal relationship / communication between two or more part ies. The theory developed by Irwin Altman and Dalmas Taylor (1973), in which they stated that as relationship develop, it become deeper and deeper, from non-intimate levels through to more personal levels. This manner also called Onion analogy, as the intimacy grows and time pass by, more layers of the personality revealed to the other side, that is also the way fond keenness is being made, through self disclosure.According to this theory, the disclosure goes through few maps orientation stage, exploratory affective stage, affective stage, stable stage and de- brainwave stage. Each stage reflects the level of intimacy / level of familiarity with another person. Number of studies examined this theory, all agree that development of relationship between people come together with development from knowing peripherals aspects of personality into deeper aspects. The theory of social penetration provides a modelling for describing the development of interpersonal relationship. These b ehaviors include exchange of information, exchange of expressions of positive and nix affect, and mutual activities (The development of interpersonal relationship social penetration processes). The salesperson should be aware both to his personality, together with the customer personality, and to understand to which level of intimacy the customer is willing to reach / or to which level he want to get with the customer. Sales & The Social Penetration TheorySalespersons should understand the implications of the social penetration theory on the best side in order to create long term relationship between them (or the company they are represent) and their consumers. These days any business, no matter how big it is, wishes to create base of loyal customers who had good experience with the business directly or through the business sales force. From that reason, the business sales force has to be happy in the aspect of interpersonal relationship. For example, a salesperson who skips the l evels / stages of disclosure (according to theory) will fail in his purpose of capturing the customer.On top of that, his self-disclosure should be done precisely as well and he should not give to much information about himself or the product / service in the too soon stages of the relationship. Most service marketers today recognize the importance of keeping customers and making them into better customers (Berry 1983). In marketing whole life insurance (and, perhaps, similar services), the sales-persons ability to affect the customers commitment and dependency on the provider whitethorn be determined largely by the interpersonal relationship he or she establishes with the customer.Likewise, in service contexts characterized by continuous exchange act and considerable purchase uncertainty, the long-term interests of the customer may be best served by initiating and maintaining enduring relationships with salespeople (Relationship Quality in Services Selling An Interpersonal Influe nce Perspective). As mentioned in the quote above, establishing good interpersonal relationship between the salesperson and the customer is crucial for any business these days.Moreover, in order to create good brand name for the business, the salesperson must have the ability to answer all the expectations of the customer, and to be trustworthy while doing so. The key issue for salesperson when he implicate the social penetration theory is not to hurry thing too much, for instance he cant be intimate with the customer at the primaeval stages of the relationship. He should be peaceful, and should have the ability to give the customer the fortune to disclose himself and not to push him into the corner and by that scare him away.