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)

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