INSEAD Library

Includes bibliographical references and index

Digitized

Self-Presentation Impression Management and Interpersonal Behavior Contents Preface xiii 1 Introduction 1 The Nature of Self-Presentation 2 Self-Presentation and Deception 4 Unflattering Self-Presentations 5 A Brief History of Self-Presentation Research 6 Goffman and the Sociological Approach 6 Jones and Social Psychology 8 Resistance to Self-Presentation 8 Interest in Self-Presentation Spreads 10 Judging the Impact of One's Impressions 11 The Person and the Situation 13 An Overarching Framework 14 Summary 15 2 Tactics 16 Self-Descriptions 17 Attitude Statements 19 Public Attributions 20 Remembering and Forgetting 22 Nonverbal Behavior 23 Emotional Expressions 23 Physical Appearance 25 Gestures and Movement 26 Social Associations 26 Basking in Reflected Glory 27 vii Burnishing and Boosting 29 The MUM Effect 30 Conformity and Compliance 30 The Physical Environment 31 Homes and Offices 32 Seating Preferences 33 Other Tactics 34 Prosocial Behavior 34 Aggression 35 Sport and Exercise 35 Eating 36 Risk-Taking 36 Teamwork 36 Summary 37 3 The Self-Presentational Motive 39 Personal Functions of Self-Presentation 40 Interpersonal Influence 40 Constructing and Maintaining the Self 42 Emotion Regulation 44 The Evolutionary Basis of Self-Presentation 45 Societal Benefits of Self-Presentation 46 Impression Monitoring 47 Levels of Impression Monitoring 47 Public Self-Consciousness 51 Master Status 52 Impression Motivation 53 Goal-Relevance of Impressions 54 Value of Desired Goals 58 Discrepancy between Desired and Current Image 60 Nonconscious Self-Presentation 60 Self-Monitoring 61 Summary 64 4 The Social Context: Norms and Roles 65 Norms and Roles: The Unwritten Rules 66 Self-Presentational Norms 67 Decorum 68 Modesty 68 Self-Presentational Matching 70 Consistency 71 Civil Attention and Inattention 75 Gender-Related Impressions 76 vii Contents Context-Specific Norms 79 Culture 80 Roles 80 Prototype Correspondence 81 Self-Presentation and Leadership 82 Role Distance and Conflict 86 Backstage Behavior 87 Restrooms as Backstage Areas 89 Summary 90 5 The Target's Values 91 Physical Attractiveness 92 Cosmetic Enhancements 93 Weight 94 Sunbathing 95 Likability 97 Competence 100 Self-Promotion 100 Playing Dumb 102 Effort and Exertion 103 Virtue 104 Specific Target Values 105 The Self-Presenter's Dilemma 107 Impression Importance 108 The Multiple Audience Problem 109 The Boss' Illusion 110 The Experimenter as Target: Self-Presentational Biases in Research 111 Summary 111 6 Current Social Image 113 Constraints 114 Self-Presentational Successes 117 Self-Presentational Failures 118 Categories of Self-Presentational Predicaments 118 Stigma 120 Embarrassment 123 The Function of Embarrassment 124 Saving and Repairing Face 125 Apologies 126 Accounts 127 Nonverbal Embarrassment Displays 132 Facial Blushing 132 Contents ix Gaze Aversion 133 Nervous Smiling 133 Nonhuman Appeasement 133 Summary 135 7 Instrumental Complementarity 137 Complementarity 138 Supplication: Looking Weak 139 The Need for Help and Support 139 Avoiding Aversive Tasks 140 Risks of Supplication 140 Physical Illness 141 The Sick Role 141 Illness Validation 142 Psychological Stability and Instability 143 Self-Presentation and Schizophrenia 144 Dissimulation on Personality Inventories 146 Intimidation: Looking Tough 148 Intimidation for Compliance 148 Retaliatory Aggression 150 Sexual Interest 152 Role Modeling 152 Impression Management and Career Advancement 153 Summary 154 8 The Private Self 156 The Self 157 The Self-Concept and Phenomenal Self 159 The Self-Concept 159 The Phenomenal Self 160 The Self in Self-Presentation 161 Self-Esteem 162 Impression Motivation 163 Desired and Undesired Selves 167 Self-Presentational Dilemmas 168 Authentic, Deceptive, and Exclusionary Self-Presentation 169 Effects of Self-Presentation on the Self 174 Internalization 174 Determinants of Internalization 175 Dysfunctional Effects of Self-Presentation on the Self 177 Summary 178 x Contents 9 Worrying About Impressions 179 Self-Presentation and Social Anxiety 180 Situational Antecedents 182 Impression Motivation 182 Impression Efficacy 183 Trait Social Anxiety 185 Appearance and Physique Anxiety 186 Behavioral Responses 188 Avoidance, Withdrawal, and Inhibition 188 Innocuous Sociability 189 Protective Self-Presentation 190 Attention and Memory 191 Choking Under Pressure 193 Self-Handicapping 194 Behavioral Self-Handicapping 194 Self-Reported Handicaps 196 Other-Enhancement 197 Self-Presentational Worries and Health Risks 197 Safe Sex 198 Willingness to Seek Medical Attention 200 Summary 201 References 203 Index 231 Contents 3d