copyright © allyn and bacon 2005 1 chapter 4 self presentation this multimedia product and its...

Copyright © Allyn and Bacon 20051

Chapter 4Chapter 4

Self PresentationSelf Presentation

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Chapter OutlineChapter Outline

What is Self-Presentation?

Goals of Self-Presentation

Appearing Likable

Appearing Competent

Conveying High Status and Power

What is Self-Presentation?

Goals of Self-Presentation

Appearing Likable

Appearing Competent

Conveying High Status and Power


What IsSelf-presentation?

What IsSelf-presentation?

Self-presentation –the process through which we try to control the impressions people form of us

Self-presentation is synonymous with impression management.

Self-presentation –the process through which we try to control the impressions people form of us

Self-presentation is synonymous with impression management.


Considering only your physical appearance, do you look:

Considering only your physical appearance, do you look:

Socially dominant

Kind and understanding

Aggressive

Intelligent

Conscientious

1= not at all 9 = very much

Socially dominant

Kind and understanding

Aggressive

Intelligent

Conscientious



To What Extent Do You Make a Conscious Effort to Present

Yourself in Terms Of:


Yourself in Terms Of:Clothing

Physical body

Way you carry yourself

Hair

Car1= not at all 9 = very much

Clothing

Physical body

Way you carry yourself

Hair

Car1= not at all 9 = very much






Apartment/house/your room

Friends

Organizations/clubs

Other?


Apartment/house/your room

Friends

Organizations/clubs

Other?



Why Do PeopleSelf-present?


To acquire desirable resources

To help “construct” our self-images

To enable our social encounters to run more smoothly

To acquire desirable resources

To help “construct” our self-images

To enable our social encounters to run more smoothly




Dramaturgical perspective –the perspective that much of social interaction can be thought of as a play, with actors, performances, settings, scripts, props, roles, and so forth

Dramaturgical perspective –the perspective that much of social interaction can be thought of as a play, with actors, performances, settings, scripts, props, roles, and so forth


When Do PeopleSelf-present?


When we think others are paying attention to us

When others can influence whether or not we reach our goals

When those goals are important to us

When we think observers have impressions of us that are different from the ones we desire

When we think others are paying attention to us

When others can influence whether or not we reach our goals

When those goals are important to us

When we think observers have impressions of us that are different from the ones we desire


The Spotlight Effect:The Spotlight Effect:

Gilovich and colleagues asked Cornell students to sit in room with five other subjects while wearing a Barry Manilow t-shirt.

Gilovich and colleagues asked Cornell students to sit in room with five other subjects while wearing a Barry Manilow t-shirt.

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The student who wore the shirt then predicted how many of the other students in the room could recall and identify who was on the shirt.

The student who wore the shirt then predicted how many of the other students in the room could recall and identify who was on the shirt.

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50% 50%

40%40%

30%30%

20%20%

10%10%

0% 0%

PredictedPredicted ActualActual ControlControl


The students who wore the t-shirt predicted that nearly half of the others would know who was on the shirt.

The students who wore the t-shirt predicted that nearly half of the others would know who was on the shirt.

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50% 50%

40%40%

30%30%

20%20%

10%10%

0% 0%



In reality, less than a quarter of the other subjects recalled who was on the shirt.

In reality, less than a quarter of the other subjects recalled who was on the shirt.

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50% 50%

40%40%

30%30%

20%20%

10%10%

0% 0%



Control students who watched the subjects on video closely predicted how many students would identify the shirt.

Control students who watched the subjects on video closely predicted how many students would identify the shirt.

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When Do People Self-present?When Do People Self-present?

Public self-consciousness –the tendency to have a chronic awareness of oneself as being in the public eye

Public self-consciousness –the tendency to have a chronic awareness of oneself as being in the public eye




Self monitoring –the tendency to be chronically concerned with one’s public image and to adjust one’s actions to fit the needs of the current situation

Self monitoring –the tendency to be chronically concerned with one’s public image and to adjust one’s actions to fit the needs of the current situation


In deciding how to behave in a given situation, do you:

In deciding how to behave in a given situation, do you:

Examine your own attitudes, feelings, and opinions?

Consider what other people expect of you and act accordingly?

Are you good at acting?


Examine your own attitudes, feelings, and opinions?

Consider what other people expect of you and act accordingly?

Are you good at acting?



Self-monitoringSelf-monitoring

High self-monitors:

Are inconsistent across situations

Are good at assessing what others want and tailoring their behavior to fit those demands

Low self-monitors:

Look inside themselves to decide how to act

Don’t change as much across situations

High self-monitors:

Are inconsistent across situations

Are good at assessing what others want and tailoring their behavior to fit those demands

Low self-monitors:

Look inside themselves to decide how to act

Don’t change as much across situations


Self-monitoringDavid Riesman

Self-monitoringDavid Riesman

Tradition-directed: Basing one’s performances upon tradition and strong injunctive norms

Other-directed:

Basing one’s performances upon the perceived influence of others

Inner-directed:

Basing their performances upon a “psychological gyroscope” which keeps them centered.

Tradition-directed: Basing one’s performances upon tradition and strong injunctive norms

Other-directed:

Basing one’s performances upon the perceived influence of others

Inner-directed:

Basing their performances upon a “psychological gyroscope” which keeps them centered.


The Nature ofSelf-presentation

The Nature ofSelf-presentation

Self-presentation is sometimes deceptive, but usually not.

More often, our self-presentations focus on emphasizing our strengths and minimizing our weaknesses.

Because trust is necessary in social relationships, people go to great lengths to detect liars. (page 114-15)

Self-presentation is sometimes deceptive, but usually not.

More often, our self-presentations focus on emphasizing our strengths and minimizing our weaknesses.

Because trust is necessary in social relationships, people go to great lengths to detect liars. (page 114-15)


Think of an Embarrassing Moment You’ve Had

Think of an Embarrassing Moment You’ve Had

Was it linked to:

Appearing unlikable

Appearing incompetent

Appearing weak

Other?

Was it linked to:

Appearing unlikable

Appearing incompetent

Appearing weak

Other?


Goals of Self-presentationGoals of Self-presentation

To be seen as likeable (ingratiation)

To be seen as competent (self-promotion)

To be seen as powerful (intimidation)

To be seen as likeable (ingratiation)

To be seen as competent (self-promotion)

To be seen as powerful (intimidation)


The Goal: Appearing LikeableThe Goal: Appearing Likeable

Ingratiation –an attempt to get others to like us

Ingratiation –an attempt to get others to like us


Goal:Goal:To appear To appear

likeablelikeable

Express Liking for Express Liking for OthersOthers


Expressing Liking for OthersExpressing Liking for Others

We express our liking for others using both

Verbal flattery

Nonverbal behaviors such as smiling and mimicking their behavior

We express our liking for others using both

Verbal flattery

Nonverbal behaviors such as smiling and mimicking their behavior


Expressing Liking for OthersExpressing Liking for Others

Researchers in one experiment

Primed half of the participants with a goal of being liked

Then led half of the participants in each group (primed and not primed) to feel as though they had failed at achieving a recent affiliative goal.

The researchers then recorded the extent to which the participants mimicked another’s foot-shaking behavior.

Researchers in one experiment

Primed half of the participants with a goal of being liked

Then led half of the participants in each group (primed and not primed) to feel as though they had failed at achieving a recent affiliative goal.

The researchers then recorded the extent to which the participants mimicked another’s foot-shaking behavior.


7575

5050

2525

00Goal of being

likedGoal of being

liked

Percentage Percentage of time spent of time spent shaking footshaking foot

No goalNo goal

People with the goal of being liked, who had recently failed at their goal, were most likely to mimic behavior.

People with the goal of being liked, who had recently failed at their goal, were most likely to mimic behavior.

SuccessSuccess

FailureFailure

Lakin, J. L., & Chartrand, T. L. (2003)

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likeablelikeable


Create SimilarityCreate Similarity


Opinion Conformity asan Ingratiation StrategyOpinion Conformity asan Ingratiation Strategy

How likely are you to change your opinions to agree with someone else?

Would you be more likely to agree with someone who’s attractive?

How likely are you to change your opinions to agree with someone else?

Would you be more likely to agree with someone who’s attractive?

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In an experiment conducted by Mark Zanna and Susan Pack (1975), women anticipated interacting with a man who was either:

Highly Desirable

Not Highly Desirable

In an experiment conducted by Mark Zanna and Susan Pack (1975), women anticipated interacting with a man who was either:

Highly Desirable

Not Highly Desirable

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And who held either:

Traditional views of women (believing the ideal woman to be a passive, emotional homebody)

Untraditional views of women (believing the ideal woman to be independent and ambitious).

And who held either:

Traditional views of women (believing the ideal woman to be a passive, emotional homebody)

Untraditional views of women (believing the ideal woman to be independent and ambitious).

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The women then filled out questionnaires for the male student to look at, including one reporting their own attitudes about gender roles.

The women then filled out questionnaires for the male student to look at, including one reporting their own attitudes about gender roles.

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5.0 5.0

4.04.0

3.03.0

2.02.0

1.01.0

0.0 0.0 Desirable ManDesirable Man

Amount of Amount of Attitude Attitude ConformityConformity(Shift (Shift towardtoward man’s views)man’s views)

0.00.0

Undesirable ManUndesirable Man

Opinion ConformityOpinion Conformity

Women about to interact with the undesirable man did not shift their opinions.

Women about to interact with the undesirable man did not shift their opinions.

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5.0 5.0

4.04.0

3.03.0

2.02.0

1.01.0

0.0 0.0 Undesirable ManUndesirable Man

Desirable ManDesirable Man

Amount of Amount of Attitude Attitude ConformityConformity(Shift (Shift towardtoward man’s views)man’s views)

0.00.0

3.73.7


However, women about to interact with the desirable man adjusted their opinions to match his more closely.

However, women about to interact with the desirable man adjusted their opinions to match his more closely.

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These findings indicate that

People realize that other people like those who are similar to them.

People sometimes change their public opinions to get desirable others to like them.

These findings indicate that

People realize that other people like those who are similar to them.

People sometimes change their public opinions to get desirable others to like them.

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likeablelikeable



Make Ourselves Make Ourselves Physically AttractivePhysically Attractive


Making Ourselves Physically Attractive


Attractive people receive many benefits, including:They are seen as more honest.

They are more likely to be hired for managerial positions and elected to public office.

They receive shorter sentences for felonies.

Attractive people receive many benefits, including:They are seen as more honest.

They are more likely to be hired for managerial positions and elected to public office.

They receive shorter sentences for felonies.




Realizing this, most people try to make themselves more attractive.

In 2002, Americans had approximately 6.9 million plastic surgeries.

Five million Americans currently wear braces or other orthodontic devices.

People in the U.S. spend $35 billion a year on diet foods, weight loss programs, and health club memberships.

Realizing this, most people try to make themselves more attractive.

In 2002, Americans had approximately 6.9 million plastic surgeries.

Five million Americans currently wear braces or other orthodontic devices.

People in the U.S. spend $35 billion a year on diet foods, weight loss programs, and health club memberships.



likeablelikeable



Make Ourselves Make Ourselves Physically AttractivePhysically AttractiveProject ModestyProject Modesty


Projecting modestyProjecting modesty

Cultural differences in modesty:

Compared to European Americans, African Americans are more tolerant of bragging.

Asian Americans are the most likely to project modesty.

Cultural differences in modesty:

Compared to European Americans, African Americans are more tolerant of bragging.

Asian Americans are the most likely to project modesty.


Appearing Likeable: GenderAppearing Likeable: Gender

Women are more likely to:

Smile

Compliment others

Agree with others

Present themselves modestly

Women are more likely to:

Smile

Compliment others

Agree with others

Present themselves modestly


Why Are Women More Agreeable?


One explanation stresses socialization — women may get more social rewards for being agreeable.

Girls become more nonverbally agreeable as they move through adolescence and learn social expectations.

One explanation stresses socialization — women may get more social rewards for being agreeable.

Girls become more nonverbally agreeable as they move through adolescence and learn social expectations.




Another explanation stresses biology — women have lower levels of hormones that may incline men to be more disagreeable and confrontational.

Another explanation stresses biology — women have lower levels of hormones that may incline men to be more disagreeable and confrontational.


Appearing Likeable: GenderAppearing Likeable: Gender

Testosterone –A hormone present in both males and females — but usually in much greater quantities in males — responsible for important aspects of sexual development.People with higher levels are more

confrontational and smile less.

Testosterone –A hormone present in both males and females — but usually in much greater quantities in males — responsible for important aspects of sexual development.People with higher levels are more

confrontational and smile less.


Potential Friends and Power Holders

Potential Friends and Power Holders

We are generally interested in being liked by people with whom we want to start or maintain a friendship and by people who are in positions of power.

We are generally interested in being liked by people with whom we want to start or maintain a friendship and by people who are in positions of power.


Multiple AudiencesMultiple Audiences

We sometimes find ourselves in circumstances in which we want to be liked by multiple audiences, who differ in what they value.

Multiple audience dilemma –Assignment 6 a situation in which a person needs to present different images to different people, often at the same time

We sometimes find ourselves in circumstances in which we want to be liked by multiple audiences, who differ in what they value.

Multiple audience dilemma –Assignment 6 a situation in which a person needs to present different images to different people, often at the same time


Multiple AudiencesMultiple Audiences

We try to manage these dilemmas by:Segregating the audiences

Moderating our presentations

Presenting different messages on different communication channels

Texturing messages so they mean different things to the different audiences

We try to manage these dilemmas by:Segregating the audiences

Moderating our presentations

Presenting different messages on different communication channels

Texturing messages so they mean different things to the different audiences


The Goal: To Appear CompetentThe Goal: To Appear Competent

Self-promotion –An attempt to get others to see us as competent.

Self-promotion –An attempt to get others to see us as competent.


Goal:Goal:To Appear To Appear CompetentCompetent

Staging PerformancesStaging Performances



Because successes are sometimes overlooked we may seek opportunities to stage performances, or demonstrate our competence in public.

Conversely, people who are incompetent at something will avoid public stagings.

Because successes are sometimes overlooked we may seek opportunities to stage performances, or demonstrate our competence in public.

Conversely, people who are incompetent at something will avoid public stagings.



Staging PerformancesStaging PerformancesClaiming CompetenceClaiming Competence


Claiming CompetenceClaiming Competence

Claims of competence are appropriate:

When they are invited

(e.g. at job interviews)

When they are second-hand

(e.g. if friends talk us up or if we show people letters of recommendation)

Claims of competence are appropriate:

When they are invited

(e.g. at job interviews)

When they are second-hand

(e.g. if friends talk us up or if we show people letters of recommendation)



Verbal claims can be risky, however. Why?

They interfere with projecting modesty.

Many people believe that those who are truly competent don’t need to claim it.

Verbal claims can be risky, however. Why?

They interfere with projecting modesty.

Many people believe that those who are truly competent don’t need to claim it.



Using the Trappings of Using the Trappings of CompetenceCompetence

Staging PerformancesStaging PerformancesClaiming CompetenceClaiming Competence


Using the Trappings of Confidence

Using the Trappings of Confidence

Good self-promoters often surround themselves with the props and habits of competence, such as:

Waiting to return our phone calls

Carrying cell-phones and i-pods

Wearing clothes associated with competence

Good self-promoters often surround themselves with the props and habits of competence, such as:

Waiting to return our phone calls

Carrying cell-phones and i-pods

Wearing clothes associated with competence



Using the Trappings of Using the Trappings of CompetenceCompetence


Making Excuses or Making Excuses or Claiming ObstaclesClaiming Obstacles



Making Excuses and Claiming Obstacles


Follows from the discounting and augmenting principles (Chap. 3).

Making excuses can be risky.

Some people go so far as to create real obstacles.

Follows from the discounting and augmenting principles (Chap. 3).

Making excuses can be risky.

Some people go so far as to create real obstacles.




Self-handicapping –the behavior of withdrawing effort or creating obstacles to one’s future effort

Self-handicapping –the behavior of withdrawing effort or creating obstacles to one’s future effort




Ways people self-handicap:Taking condition-impairing drugs

Not practicing

Consuming alcohol

Choosing unattainable goals

Giving competitors a performance advantage

Ways people self-handicap:Taking condition-impairing drugs

Not practicing

Consuming alcohol

Choosing unattainable goals

Giving competitors a performance advantage


Competence Motivation and Shyness


Competence motivation –the desire to perform effectively

Shyness –the tendency to feel tense, worried, or awkward in novel social situations and with unfamiliar people

Competence motivation –the desire to perform effectively

Shyness –the tendency to feel tense, worried, or awkward in novel social situations and with unfamiliar people




Compared to shy people, socially confident individuals are especially likely to promote themselves:

after their reputations have been shaken by failure

but not if their true competence can be easily checked by others

Compared to shy people, socially confident individuals are especially likely to promote themselves:

after their reputations have been shaken by failure

but not if their true competence can be easily checked by others




Also, self-promoters often create a social environment in which others feel compelled to self promote.

Also, self-promoters often create a social environment in which others feel compelled to self promote.


When Competence MattersWhen Competence Matters

Competence matters in competitive settings such as workplaces, classrooms, and athletic fields.

Recent failures increase the desire for competence.

Competence matters in competitive settings such as workplaces, classrooms, and athletic fields.

Recent failures increase the desire for competence.


Competence ChecksCompetence Checks

After performing poorly on a test, socially confident individuals are likely to claim future successes.

They are especially likely to promote themselves if the test cannot be retaken.

After performing poorly on a test, socially confident individuals are likely to claim future successes.

They are especially likely to promote themselves if the test cannot be retaken.


Goal:Goal:To Convey To Convey

StatusStatus

Display Artifacts of Display Artifacts of PowerPower


Displaying the Artifacts of Status and Power

Displaying the Artifacts of Status and Power

Doctors, CEOs, and other powerful people have items which indicate their position (waiting rooms, fancy desks, etc.).

Some people misappropriate these items to gain respect.

Doctors, CEOs, and other powerful people have items which indicate their position (waiting rooms, fancy desks, etc.).

Some people misappropriate these items to gain respect.



StatusStatus


Conspicuous Conspicuous ConsumptionConsumption


Conspicuous ConsumptionConspicuous Consumption

People often display their status through:

Spending lavishly on houses, automobiles, and burial chambers

Giving away and wasting money

Being generally wasteful, even to the point of damaging the environment

People often display their status through:

Spending lavishly on houses, automobiles, and burial chambers

Giving away and wasting money

Being generally wasteful, even to the point of damaging the environment



StatusStatus

Basking in Reflective Basking in Reflective GloryGlory



Cutting Off Reflected Cutting Off Reflected FailureFailure


Personal AssociationsPersonal Associations

Basking in reflected glory –the process of presenting our associations with successful, high-status others and events

Cutting off reflected failure –the process of distancing ourselves from unsuccessful, low-status others or events

Basking in reflected glory –the process of presenting our associations with successful, high-status others and events

Cutting off reflected failure –the process of distancing ourselves from unsuccessful, low-status others or events



StatusStatus

Basking in Reflective Basking in Reflective GloryGlory


Non-verbal Non-verbal dominancedominance


Cutting off reflected Cutting off reflected failurefailure


Status and Power and Nonverbal Expressions


Body language –the popular term for non-verbal behaviors like facial expressions, posture, body orientation, and hand gestures

Body language –the popular term for non-verbal behaviors like facial expressions, posture, body orientation, and hand gestures




Compared to low-status people, high-status people are more likely to:

Maintain eye contact when speaking

Pay less attention when listening

Interrupt others

Place themselves in positions of prominence

Touch others and enter others’ personal space

Compared to low-status people, high-status people are more likely to:

Maintain eye contact when speaking

Pay less attention when listening

Interrupt others

Place themselves in positions of prominence

Touch others and enter others’ personal space


Gender, Status, and PowerGender, Status, and Power

Men, more than women, focus on displaying status and power.

Men are socialized to present themselves as dominant and learn that girls prefer dating dominant men.

Men, more than women, focus on displaying status and power.

Men are socialized to present themselves as dominant and learn that girls prefer dating dominant men.


Gender, Status, and PowerGender, Status, and Power

Biology also plays a crucial role.

Females in many animal species choose to mate with males best able to provide food, territory, etc.

Men who have higher levels of testosterone are more aggressive.

Biology also plays a crucial role.

Females in many animal species choose to mate with males best able to provide food, territory, etc.

Men who have higher levels of testosterone are more aggressive.


The Self-Presentational Dilemma of Aspiring Women

The Self-Presentational Dilemma of Aspiring Women

Women face an especially difficult self-presentational dilemma:

Women who present their status and power are frequently disliked by both men and women.

Women face an especially difficult self-presentational dilemma:

Women who present their status and power are frequently disliked by both men and women.


Image Threats,Newly Available Resources

Image Threats,Newly Available Resources

People are most likely to present themselves as having high status and power when:

Their images are threatened

Newly available resources lie unclaimed

People are most likely to present themselves as having high status and power when:

Their images are threatened

Newly available resources lie unclaimed


Different Strategies forDifferent Audiences

Different Strategies forDifferent Audiences

Men present differently to other men than to women.

Men are less likely to be violent in front of women.

Men are more likely to buy charity raffle tickets, etc. in front of women.

Men present differently to other men than to women.

Men are less likely to be violent in front of women.

Men are more likely to buy charity raffle tickets, etc. in front of women.

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