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Impression management: the self-concept, social identity, and interpersonal relations

Author: Schlenker, Barry R. Publisher: Brooks Cole, 1980.Language: EnglishDescription: 344 p. ; 24 cm.ISBN: 081850398XType of document: BookBibliography/Index: Includes bibliographical references and index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print BF121 .S34 1980
(Browse shelf)
Available 001207681
Total holds: 0

Includes bibliographical references and index


Impression Management The Self-Concept, Social Identity, and Interpersonal Relations Contents PART ONE SETTING THE STAGE 1 CHAPTER ONE INTRODUCTION 3 CHAPTER TWO INTERPERSONAL BEHAVIOR: IMPRESSION MANAGEMENT AND THE STAGE OF LIFE 9 Pragmatism: The Functions of Action 10 Hedonism: A Behavior Calculus 14 Interdependence, Exchange, and Power 18 Social Cognition: Constructing Realities 22 The Dramaturgical Approach: Self-Presentation and Impression Management 33 The Melting Pot: Summary 41 PART TWO THE ACTOR 45 CHAPTER THREE THE SELF AND SOCIAL IDENTITY: GENESIS AND DEVELOPMENT 46 The Self-Concept: Orientation 47 The Self-Concept as a Self-Theory 50 The Development of the Self-Concept 54 Social Experience 57 Roles: The Parts We Play 66 The Public Self: Social Identity 69 Self-Awareness and Impression Management 72 Individual Differences in Impression Management 75 Summary 85 CHAPTER FOUR THE SELF IN SOCIAL INTERACTION: CONSTRUCTING PERSONAL REALITIES THROUGH ASSOCIATION 87 Needs for Self-Esteem 88 Social Interaction and Impression Management 90 The Self-Concept and Image Claims 102 The Association Principle 105 The MUM Effect 109 Attribution: Egotism, Beyond and Back 110 CHAPTER FIVE PROTECTING THE SELF: IMPRESSION MANAGEMENT IN PREDICAMENTS 124 The Nature of Predicaments 125 Remedial Behavior 134 Accounts 136 Apologies 154 The Private and the Public: Truth and Deception 157 Acclaiming: The Other Side of the Coin 162 Summary 164 PART THREE THE LINES 167 CHAPTER SIX THE ART OF IMPRESSION MANAGEMENT: SELFDESCRIPTIONS 168 Ingratiation through Self-Descriptions 169 Playing off the Audience 178 The Pressures of Success and Failure 186 Internalizing Self-Presentations: When Is Saying Believing? 194 Summary 198 CHAPTER SEVEN THE ART OF IMPRESSION MANAGEMENT: ATTITUDE AND BELIEF EXPRESSIONS 200 Attitudes and Beliefs 201 Consistency: Matching Words and Deeds 204 Expressing Attitudes toward Others: Appreciation and Flattery 209 Attitude Similarity: To Agree or Not to Agree 217 Persuasion: Impression Management under Target Pressure 226 Summary 232 CHAPTER EIGHT NONVERBAL BEHAVIOR AND IMPRESSION MANAGEMENT 234 Types of Nonverbal Behavior 235 Nonverbal Communication and Power 239 Space and Power 247 Paralanguage and Power 252 Self-Effacing Nonverbal Behaviors: The Look of Weakness 254 Nonverbal Behavior and Liking 255 Nonverbal Behavior and Deception: The Concealment and Detection Game 263 Summary 266 CHAPTER NINE APPEARANCE, PROPS, AND SCENERY 267 Personal Appearance 269 Props, Scenery, and Symbols 275 Appearance and Politics 278 Summary 284 CHAPTER TEN ABERRANT IMAGES 285 Dimensions of Interpersonal Relations 286 Mental Illness 288 More Aberrant Images 298 Summary 302 EPILOGUE THE CURTAIN 304 REFERENCES 310 NAME INDEX 333 SUBJECT INDEX 337

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