Self-Presentation Theories and Strategies

Social Interaction

How do we want to be seen by others? Self-Verification Theory: People want to be seen positively (as having great qualities) But people also want to be seen accurately (as they see themselves) Which is more important enhancement or verification?

Self-Verification Theory Does self-esteem matter? High self-esteem: positive and accurate feedback are the same Low self-esteem: positive and accurate feedback are in conflict Then resist positive feedback over time and seem to prefer negative ( accurate ) feedback (slower cognitive response) Low self-esteem people respond to positive feedback initially (immediate affective response)

Self-Presentation What types of images do people portray? Ingratiation Self-Promotion Intimidation I am likeable I am competent I am powerful Tactics: compliments, favors, smiles, attentiveness Tactics: brag about accomplishments & skills Tactics: make threats and displays of dominance Risks: being perceived as phony Risks: being perceived as conceited & boastful Risks: being perceived as a bully

Self-Presentation Cultural Differences Exemplification Supplication I am worthy I am weak Individualistic: looking strong and independent Tactics: claims of moral superiority, self-denial, suffering Tactics: offer submission, plead, self- depricate Collectivistic: Looking modest and fitting in with the groupf Risks: being perceived as self-righteous Risks: being perceived as overly needy

For a short clip on Self-Presentation CLICK HERE

Self-Monitoring When do people want to be seen as they see themselves and when do people engage in self-presentation? Depends on Individual levels of monitoring: High Monitors: Adjust to situations pragmatic orientation Low Monitors: Express dispositions regardless of situation; principle orientation The type of relationship: Close friends and partners: Self- Verification New acquaintances and transactions: Self-Presentation

Self-Monitoring Scale Decide whether each statement is true or false as it pertains to you: I find it hard to imitate the behavior of other people. I guess I put on a show to impress or entertain people. I can only argue for ideas that I already believe. When I am uncertain how to act in a social situation, I look to the behavior of others for cues. I have trouble changing my behavior to suit different people and different situations. I may deceive people by being friendly when I really dislike them.

Non-Verbal Communication

Non-Verbal Behavior Communicates more information than verbal behavior Eye contact, facial expressions, physical proximity, speech rate, tone of voice Nonverbal signals are universal across cultures and similar across species

Communication types serve different purposes: Verbal: communicate information about external events Nonverbal: establish and maintain the relationship between people Convey affect Managing self-presentation

For a short clip on non-verbal communication CLICK HERE

The Chameleon Effect People unconsciously mimic the behavior of others Facial expressions, mannerisms, gestures, posture Occurs in 30% of ordinary social interactions

Why do we mimic? Social glue : Promotes bonding Fosters understanding and perceived similarity Rapport between teachers and students Creates liking

Chartrand & Bargh, 1999 Behavioral Mimicry 0.8 Instances per Minute Participants worked on a simple task with an accomplice who either continuously rubbed her face or shook her foot 0.7 0.6 0.5 0.4 0.3 0.2 0.1 0 Confederate Rubs Face Confederate Shakes Foot Confederate Behavior Instances per Minute Participant Rubs Face Instances per Minute Participant Shakes Foot

When is mimicking inappropriate? Sometimes mimicry can promote awkwardness rather than bonding Formal vs. informal relationship Affiliation setting vs. business-like setting Formal Settings: Business meetings Classrooms The workplace Informal Settings: Home With a close other A night out

Leander, Chartrand, & Bargh (2012) Participants were asked to describe a series of photographs Female experimenter interacted either in an informal manner (e.g., awesome instead of good ) or in a business-like manner (focusing only on the task) Female experimenter either mimicked or did not mimic participants posture, gestures, and nonverbal mannerisms Participants described how they felt Did participants feel warm or did they experience the chills ?

Relational-Dependent Mimicry 4.5 4 3.5 Felt Coldness 3 2.5 2 1.5 1 0.5 0 Mimicry No Mimicry Affiliative Experimentor Felt Coldness Task-Oriented Experimentor