Impression Management (ch.3)

Strategic Self Presentation
Conscious and deliberate efforts to shape peoples impressions to gain power, influence, sympathy or approval
Dual Process
Interactions can involve effortful + effortless thinking
Skilled Self-Presentation that is automatically activated without conscious monitoring
2 common difference between self-presentations we construct in non-intimate vs. intimate relationships
1. Evaluation Concerns
2. Cognitive Effort
“Degree of Control”
Control of constructing and presenting themselves online (can create idealized versions)
What: Shaping others impressions through flattery
Why: #1 to gain acceptance, increases recipient self-esteem
Cons: requires social skill, double edged sword, bystanders question motives ” suck up”
What: Shaping impressions by Under-representing positive traits + accomplishments
Why: gain acceptance +likability, preserves level of competence and honesty
Cons: only use when others are aware of your successes, or it will be your loss
* More Feminine and Collectivist culture response
Self- Promotion
What: shaping impressions by conveying positive self info
Why: gain intelligence + competence
Cons: perceivers judge likability +humility, ” braggers”
* More masculine (work related) and individualist culture
What: shaping impressions by being devoted to a cause and suffering for welfare of others
Why: gain Integrity+ moral worthiness, and to guilt others
Cons: Hard to live to expectation “hypocrite”, risk of “socially shunned”, remind others of short comings
What: shaping impressions by arousing fear, gaining power to convince others and seam dangerous
Why: coerce others to doing something, secures compliance with someone
What: shape impressions by advertising weaknesses
Why: gain help +sympathy
Cons: others view as self-inflicting, seen as poorly functioning individuals, psychological land mine, shows complete loss of self-esteem
Self- Handicapping
What: shape impressions by creating obstacles to their performance
Why: provide excuse for failures and success
* underlining motive PROTECT + ENHANCE self-esteem
Self- Monitoring
“Social Chameleons”
Use cues from other peoples self- presentations to control own self-presentation
*motivated to achieve very favorable self-presentation
Self- Monitors are adept to using which Impression Management Strategies?
Ingratiation (flattery)
Exemplification (guilt)
Public Self Consciousness
Aware and concerned about themselves, BUT not attentive to social cues to structure self-presentation and manage impressions.
* motivated to avoid negative self-presentation
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