Learning Objectives:
Explain why and when we self-present
Describe the four main strategies we use to get others to like us
Describe the four main strategies we use to get others to view us as competent
Describe the four main strategies we use to convey high status and power
Self-presentation: the process through which we try to control the impressions people form of us
aka “impression management”
Why do people self present?
To obtain desirable resources from others; increase rewards while minimizing costs (help us get a job, friendships, and opportunities)
To construct a self image
self-concept influenced by how we think others view us
To enable our social encounters to run smoothly
self-presentations help others know how we expect to be treated
if you want to be treated a certain way, you must play the part (dressing professionally for a job interview to be taken seriously)
Who is more likely to self-present?
Some people are more likely than others to self-present (person-factor)
Self-monitoring: concern with public image leads them to adjust their behaviors to fit the situation
Engage in more impression management strategies
Someone who acts casual and funny with friends but serious and professional at work
When do people self-present?
When they perceive themselves to be in the “public eye” even if they’re not (situation factor)
Spotlight Effect: we think people notice us more than they really do
Spotlight Effect Study (Gilovich et al., 2000)
If you’re surrounded by members of an out group, or you stand out in some way (situation factor)
Being a minority
Being exceptionally attractive
Being the only woman in a room of men or the tallest person in a group can make us more self-conscious.
If you care about the audience (situation factor) We care more when the observers:
Can influence obtaining goals
Have impressions different from ones we want to project
Dressing well for a date vs. lounging in sweatpants at home
Goals of Self-Presentation, we want to
Appear to be like able
Appear to be content
Convey status and power
Appearing Like-able
Ingratiation: and attempt to get others to like you
Being liked is important to us:
Sense of belonging
Access to resources of a social network
Obtain help from others
Ingratiation strategies:
Expressing liking for others
Creating similarity
Making ourselves physically attractive
Projecting modesty
Expressing liking for others
Compliments and flattery
Asking for advice
Imitation
Eye contact, smile and nod
Laughing
Laughing at someone’s jokes even if they aren’t that funny
Creating similarity
People like those who are similar to them
Clothing, taste in food/movies, etc.
Opinion conformity
When the other person is desirable, we adjust our opinions to fit theirs
Saying you love a movie just because your crush does
Making ourselves physically attractive
Halo effect
People spend a lot of money on increasing their attractiveness
Dressing up for an interview to create a positive impression
Projecting modesty
People who downplay their success are liked more
We give public credit to others for aiding us
Must be perceived as sincere
Saying, “I got lucky” after acing an exam instead of bragging
Goals of Self-Presentation, we want to
Appear to be likeable
Appear to be content
Convey status and power
Self-promotion -> project competence
Self-promotion strategies:
Staging performances
Claiming competence
Using the trappings of competence
Making excuses, claiming obstacles
Staging performances
Create opportunities to demonstrate competence
Volunteering to lead a presentation to prove leadership abilities
Claiming competence
Telling others about our accomplishments
Getting others to make claims of our competence
Listing accomplishments on a résumé.
Using the trappings of competence
Surround yourself with the props & habits associated with competence
Displaying awards in an office or dressing like a CEO.
Making excuses, claiming obstacles
Generate excuses after poor performances
May even make excuses BEFORE a performance
(remember: self-handicapping)
Saying, “I barely studied” after failing an exam to avoid looking unintelligent
Too many can increase perceptions of unreliability
Goals of Self-Presentation, we want to:
Appear to be likable
Appear to be content
Convey status and power
High status & power -> greater opportunities, make more money, find desirable mates
Strategies for conveying status & power
Displaying the artifacts of status & power
Conspicuous consumption
Personal associations
Using nonverbal expressions
Displaying the artifacts of status & power
Things associated with status or power
Will encourage respect & influence reputation
A CEO with a corner office and designer suits.
Conspicuous consumption
Buying/having the “right” things conveys how much money/resources you are able to expend
Giving things away; charity
Wasting money
Driving a luxury car, donating large amounts to charity, or wearing expensive watches
People don’t just buy things for personal use—they also buy to impress others
Personal associations: connecting with high status people (WHO do you associate with?)
Basking in reflected glory
”WE won!”
Cutting off reflected failure
“THEY lost!”
Use nonverbal expressions
Body language
High status people take up more space
If status is threatened they show dominance through
eye contact, posture change, tone(anger)
Sex differences in Self-Presentation
Some self-presentational goals are more prominent for one sex over the other
Appearing likeable -> more important for women
Appearing powerful/dominant -> more important for men
Appearing likeable -> more important for women
Women smile more
Women are more likely to adjust their opinions
Women are more concerned with physical attractiveness
Can be explained by socialization & biology (testosterone)
Appearing powerful/dominant -> more important for men
Men claim larger zones of personal space
Men are more likely to signal status by conspicuously spending on luxurious goods
Men are more likely to use physical aggression
Can be explained by socialization & biology (testosterone)