Test 3 Impression Management

Question 1

what does impression management deal with

Answer 1

deals with how ppl present an image to others to achieve a particular goal
-the motivation for holding an attitude is to “look good” in eyes of observers.

Question 2

what is the central thesis to this approach

Answer 2

• attitude change following dissonance is conceived of as nothing more than an attempt to manipulate one’s impression in the eyes of high status experimenter adn to absolve oneself from the embarrassment of appearing inconsistent
• $1 experiment, subject fear experimenter would look down on them for lying for a paltry sum of money
• thus attitude change not persistent

Question 3

how does impression management influence persuasion

Answer 3

when the message receiver is concerned with how will “look” to other person/observers.
-ppl desire to appear consistent, desire can be manipulated

Question 4

why is being consistent met with social rewards

Answer 4

cuz predictability and trustworthiness generate liking and respect

Question 5

what happens if you are inconsistent

Answer 5

meet with social punishment