Self-presentation: Impression Management And

This book offers a thorough, integrative review of the antecedents and consequences of self-presentation, examining why people are concerned with their public images and looking at how their self-presentational motives affect behavior and emotion. "Self-Presentation" is ideal for courses dealing with personality, motivation, the self, social influences, and interpersonal behavior.

Mark R. Leary is professor of psychology at Wake Forest University.

Preface

xiii

Introduction

1

(15)

The Nature of Self-Presentation

2

(2)

Self-Presentation and Deception

4

(1)

Unflattering Self-Presentations

5

(1)

A Brief History of Self-Presentation Research

6

(5)

Goffman and the Sociological Approach

6

(2)

Jones and Social Psychology

8

(1)

Resistance to Self-Presentation

8

(2)

Interest in Self-Presentation Spreads

10

(1)

Judging the Impact of One's Impressions

11

(2)

The Person and the Situation

13

(1)

An Overarching Framework

14

(1)

Summary

15

(1)

Tactics

16

(23)

Self-Descriptions

17

(2)

Attitude Statements

19

(1)

Public Attributions

20

(2)

Remembering and Forgetting

22

(1)

Nonverbal Behavior

23

(3)

Emotional Expressions

23

(2)

Physical Appearance

25

(1)

Gestures and Movement

26

(1)

Social Associations

26

(4)

Basking in Reflected Glory

27

(2)

Burnishing and Boosting

29

(1)

The MUM Effect

30

(1)

Conformity and Compliance

30

(1)

The Physical Environment

31

(3)

Homes and Offices

32

(1)

Seating Preferences

33

(1)

Other Tactics

34

(2)

Prosocial Behavior

34

(1)

Aggression

35

(1)

Sport and Exercise

35

(1)

Eating

36

(1)

Risk-Taking

36

(1)

Teamwork

36

(1)

Summary

37

(2)

The Self-Presentational Motive

39

(26)

Personal Functions of Self-Presentation

40

(5)

Interpersonal Influence

40

(2)

Constructing and Maintaining the Self

42

(2)

Emotion Regulation

44

(1)

The Evolutionary Basis of Self-Presentation

45

(1)

Societal Benefits of Self-Presentation

46

(1)

Impression Monitoring

47

(6)

Levels of Impression Monitoring

47

(4)

Public Self-Consciousness

51

(1)

Master Status

52

(1)

Impression Motivation

53

(7)

Goal-Relevance of Impressions

54

(4)

Value of Desired Goals

58

(2)

Discrepancy between Desired and Current Image

60

(1)

Nonconscious Self-Presentation

60

(1)

Self-Monitoring

61

(3)

Summary

64

(1)

The Social Context: Norms and Roles

65

(26)

Norms and Roles: The Unwritten Rules

66

(1)

Self-Presentational Norms

67

(1)

Decorum

68

(1)

Modesty

68

(2)

Self-Presentational Matching

70

(1)

Consistency

71

(4)

Civil Attention and Inattention

75

(1)

Gender-Related Impressions

76

(3)

Context-Specific Norms

79

(1)

Culture

80

(1)

Roles

80

(1)

Prototype Correspondence

81

(1)

Self-Presentation and Leadership

82

(4)

Role Distance and Conflict

86

(1)

Backstage Behavior

87

(3)

Restrooms as Backstage Areas

89

(1)

Summary

90

(1)

The Target's Values

91

(22)

Physical Attractiveness

92

(5)

Cosmetic Enhancements

93

(1)

Weight

94

(1)

Sunbathing

95

(2)

Likability

97

(3)

Competence

100

(3)

Self-Promotion

100

(2)

Playing Dumb

102

(1)

Effort and Exertion

103

(1)

Virtue

104

(1)

Specific Target Values

105

(2)

The Self-Presenter's Dilemma

107

(1)

Impression Importance

108

(1)

The Multiple Audience Problem

109

(1)

The Boss' Illusion

110

(1)

The Experimenter as Target: Self-Presentational Biases in Research

111

(1)

Summary

111

(2)

Current Social Image

113

(24)

Constraints

114

(3)

Self-Presentational Successes

117

(1)

Self-Presentational Failures

118

(5)

Categories of Self-Presentational Predicaments

118

(2)

Stigma

120

(3)

Embarrassment

123

(2)

The Function of Embarrassment

124

(1)

Saving and Repairing Face

125

(7)

Apologies

126

(1)

Accounts

127

(5)

Nonverbal Embarrassment Displays

132

(3)

Facial Blushing

132

(1)

Gaze Aversion

133

(1)

Nervous Smiling

133

(1)

Nonhuman Appeasement

133

(2)

Summary

135

(2)

Instrumental Complementarity

137

(19)

Complementarity

138

(1)

Supplication: Looking Weak

139

(2)

The Need for Help and Support

139

(1)

Avoiding Aversive Tasks

140

(1)

Risks of Supplication

140

(1)

Physical Illness

141

(2)

The Sick Role

141

(1)

Illness Validation

142

(1)

Psychological Stability and Instability

143

(5)

Self-Presentation and Schizophrenia

144

(2)

Dissimulation on Personality Inventories

146

(2)

Intimidation: Looking Tough

148

(4)

Intimidation for Compliance

148

(2)

Retaliatory Aggression

150

(2)

Sexual Interest

152

(1)

Role Modeling

152

(1)

Impression Management and Career Advancement

153

(1)

Summary

154

(2)

The Private Self

156

(23)

The Self

157

(2)

The Self-Concept and Phenomenal Self

159

(2)

The Self-Concept

159

(1)

The Phenomenal Self

160

(1)

The Self in Self-Presentation

161

(1)

Self-Esteem

162

(5)

Impression Motivation

163

(4)

Desired and Undesired Selves

167

(1)

Self-Presentational Dilemmas

168

(6)

Authentic, Deceptive, and Exclusionary Self-Presentation

169

(5)

Effects of Self-Presentation on the Self

174

(4)

Internalization

174

(1)

Determinants of Internalization

175

(2)

Dysfunctional Effects of Self-Presentation on the Self

177

(1)

Summary

178

(1)

Worrying About Impressions

179

(24)

Self-Presentation and Social Anxiety

180

(2)

Situational Antecedents

182

(3)

Impression Motivation

182

(1)

Impression Efficacy

183

(2)

Trait Social Anxiety

185

(1)

Appearance and Physique Anxiety

186

(2)

Behavioral Responses

188

(3)

Avoidance, Withdrawal, and Inhibition

188

(1)

Innocuous Sociability

189

(1)

Protective Self-Presentation

190

(1)

Attention and Memory

191

(2)

Choking Under Pressure

193

(1)

Self-Handicapping

194

(3)

Behavioral Self-Handicapping

194

(2)

Self-Reported Handicaps

196

(1)

Other-Enhancement

197

(1)

Self-Presentational Worries and Health Risks

197

(4)

Safe Sex

198

(2)

Willingness to Seek Medical Attention

200

(1)

Summary

201

(2)

References

203

(28)

Index

231

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Self-presentation: Impression Management And Interpersonal Behavior

Summary

Author Biography

Table of Contents

Supplemental Materials