What is self-presentation?
The process of controlling the impressions others form of us.
What is Self Presentation also known as?
Impression Management
What does the dramaturgical perspective compare social interaction to?
A theatrical performance with actors, roles, props, settings, and scripts.
List the fundamental motives for self-presentation.
- Self-Protection (Keep ourselves safe)
- Affiliation (Acquire friends & allies)
- Status (Acquire resources)
- Mate-Seeking (Acquire mates)
When are people more likely to self-present?
- They believe they are in the public eye
- They have heightened self-awareness
- Observers control desired outcomes
- Goals are important
- Observers’ impressions differ from what we want
What is the spotlight effect?
The tendency to overestimate how much others notice us.
Define public self-consciousness
Chronic tendency to believe others pay close attention to one’s appearance and behavior.
Who are high self-monitors?
Individuals who adjust behavior to fit the situation and are skilled at reading emotions.
What are the gender differences in self-presentation?
- Women: more motivated to appear likable
- Men: more motivated to appear dominant and powerful
What is ingratiation?
to gain favor or acceptance by deliberate effort
List four common strategies for ingratiation.
- Express liking for others
- Create similarity
- Make oneself physically attractive
- Project modesty
What is self-promotion?
Behaviors intended to create an image of competence.
What are strategies for self-promotion?
- Stage performances
- Claim competence
- Use trappings of competence
- Make excuses / claim obstacles
What is conspicuous consumption?
Showing status through luxury purchases or visible generosity.
Define BIRGing.
Basking in Reflected Glory — associating with winners.
Define CORFing.
Cutting Off Reflected Failure — distancing from losers.
What is a multiple audience dilemma?
Needing to present different images to different groups simultaneously.
What is the accuracy rate of human lie detection?
Humans are ~52% accurate — essentially chance.
True or False: Confidence in lie detection is indicative of accuracy.
False.
What is self-handicapping?
Creating obstacles to success to protect self-image if one fails.
What is self-monitoring?
Tendency to adjust self-presentation to fit situational demands.
What are nonverbal dominance displays?
- Expansive posture
- Visual dominance
- Interruptions
- Occupying space
- Aggressive posturing
