Self-Presentation & Impression Management

Acknowledgement of Country

  • Lecture opens with a reconciliation statement: acknowledges traditional custodians of lands across Australia, specifically the Wurundjeri people.
  • Emphasises respecting Elders past and present and extending respect to all Aboriginal and Torres Strait Islander peoples.

What Is Self-Presentation?

  • Core question: How do we take stock of who we are and display that to the world?
  • Definition (paraphrased): use of social behaviour to establish, maintain or refine an image of the individual in others’ minds.
  • Self-presentation ≠ always “true self.” Sometimes tailored or even fabricated.

Dual Goals of Self-Presentation

  • Audience-pleasing goal
    • Behave in ways that fit the audience’s expectations to gain rewards, approval or favourable impressions.
  • Self-ideal goal
    • Behave in ways that move us closer to our ideal self-image, presenting ourselves in a personally desirable light.

Reality Constraints

  • Generally constrained by what is believable.
    • Cannot credibly claim nonexistent skills or traits.
  • Exception: con-artists or extreme social-media manipulations (e.g. heavy Photoshop) push those limits.
  • Everyday self-presentations still must pass a plausibility test in face-to-face settings.

Strategic Self-Presentation (Impression-Management “Acts”)

  • People may “put on an act” to achieve instrumental outcomes.
  • Example cartoon: employee gifts boss “World’s Greatest Boss”; boss gifts employee “World’s Greatest Kiss-Up.”
Jones & Pittman Taxonomy
  • Ingratiation
    • Goal: be liked by a higher-power target for positive treatment.
    • Techniques: flattery, compliments, gifts.
    • Risk: Ingratiator’s dilemma—target suspects insincerity.
  • Intimidation
    • Goal: obtain compliance via threat, fear or perceived power.
    • Behavioural cues: anger, toughness, warnings of consequences.
  • Supplication
    • Goal: gain help by appearing weak, needy or incompetent.
    • “Poor-me” presentation elicits assistance or pity.
  • Exemplification
    • Goal: be seen as moral, virtuous, self-sacrificing; model of “proper” behaviour.
    • Risk: hypocrisy if backstage behaviour contradicts public image.

Goffman’s Dramaturgical Approach

  • Famous line: “All the world’s a stage.”
  • Individuals = actors; social settings = stages; roles come with scripts.
  • Roles: teacher, waiter, student, etc.—each carries normative expectations.
Concept of “Face”
  • “Face” = a person’s positive social value during interaction.
  • Cultural rule: treat others as possessing face; maintain mutual respect.
Saving Face
  • When someone errs (e.g. zip down in formal meeting), others may help restore equilibrium by normalising embarrassment.
  • Cooperative process; preserves smooth interaction.
Regions of Performance
  • On-stage (Front region): public performance before the audience; strict adherence to role scripts.
    • Example: waiter courteously serving diners.
  • Backstage: private area shared with role-mates; rehearsals, candid talk, venting.
    • Example: same waiter criticising diners in the kitchen.
  • Off-stage: contexts where the actor is neither performing nor with role-mates; personal life beyond the role.

Self-Monitoring (Mark Snyder)

  • Developed in early 1970s; measured by Self-Monitoring Scale.
  • Focuses on where people look for behavioural guidance.
High Self-Monitors
  • Scan the situation for behavioural norms.
  • Adapt presentation to context (quiet in library, lively at party).
  • Strengths: social flexibility, adaptability, skill at fitting in.
  • Criticisms: perceived as inauthentic, chameleon-like, hypocritical.
Low Self-Monitors
  • Look inward for behaviour cues; act consistently with internal traits.
  • Strengths: authenticity, reliability.
  • Risks: situational inappropriateness; failure to conform can cause friction.
Additional Notes
  • Distribution likely normal; genetic influences suggested.
  • High self-monitoring correlates with extraversion and acting ability.

Contemporary Relevance & Research Status

  • Self-presentation remains intriguing but is currently under-represented in mainstream social-psychology research.
  • Opportunities for fresh theoretical and empirical work (e.g. digital self-presentation, cross-cultural variations, ethical implications).
Key Terms Quick-Reference
  • Self-Presentation / Impression Management – crafting behaviours to control others’ perceptions.
  • Ingratiation – flattering up the hierarchy.
  • Intimidation – projecting threat.
  • Supplication – displaying weakness for aid.
  • Exemplification – modelling virtue.
  • Face – socially approved self-image.
  • Saving Face – actions that repair damaged image.
  • Self-Monitoring – tendency to regulate behaviour via situational vs internal cues.