Self-presentation: Impression Management And Interpersonal Behavior

by Leary,Mark R

• ISBN13: 9780813330044
• ISBN10: 0813330041
• Edition: Reprint
• Format: Nonspecific Binding
• Copyright: 1996-01-26
• Publisher: Routledge

Summary

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.

Author Biography

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

Table of Contents

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