Self Presentation

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?

1. To obtain desirable resources from others; increase rewards while minimizing costs (help us get a job, friendships, and opportunities)

2. To construct a self image

   • self-concept influenced by how we think others view us

3. 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?

1. 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)

2. 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.

3. 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:

1. Expressing liking for others

2. Creating similarity

3. Making ourselves physically attractive

4. 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:

1. Staging performances

2. Claiming competence

3. Using the trappings of competence

4. 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

1. Displaying the artifacts of status & power

2. Conspicuous consumption

3. Personal associations

4. 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)