Theory Impression management

1 theory

1.1 motives
1.2 self-presentation
1.3 social interaction
1.4 dramaturgical analogy
1.5 manipulation , ethics

theory
motives

a range of factors govern impression management can identified. can stated impression management becomes necessary whenever there exists kind of social situation, whether real or imaginary. logically, awareness of being potential subject of monitoring crucial. furthermore, characteristics of given social situation important. specifically, surrounding cultural norms determine appropriateness of particular nonverbal behaviours. actions have appropriate targets, , within culture, kind of audience relation audience influences way impression management realized. person s goals factor governing ways , strategies of impression management. refers content of assertion, leads distinct ways of presentation of aspects of self. degree of self-efficacy describes whether person convinced possible convey intended impression.

a new study finds that, other things being equal, people more pay attention faces have been associated negative gossip neutral or positive associations. study contributes body of work showing far being objective, human perceptions shaped unconscious brain processes determine choose see or ignore—even before become aware of it. findings add idea brain evolved particularly sensitive bad guys or cheaters—fellow humans undermine social life deception, theft or other non-cooperative behavior.

there many methods behind self-presentation, including self disclosure (identifying makes person), managing appearances (trying fit in), ingratiation, aligning actions (making 1 s actions seem appealing or understandable), , alter-casting (imposing identities on other people). these self-presentation methods can used on corporate level impression management.

self-presentation

self-presentation conveying information oneself – or image of oneself – others. there 2 types , motivations of self-presentation:

presentation meant match 1 s own self-image, and
presentation meant match audience expectations , preferences.

self-presentation expressive. individuals construct image of claim personal identity, , present in manner consistent image. if feel restricted, exhibit reactance or become defiant – try assert freedom against seek curtail self-presentation expressiveness. example of dynamic preacher s daughter , suppressed personal identity , emotions cause eventual backlash @ family , community.

boasting – millon notes in self-presentation individuals challenged balance boasting against discrediting via excessive self-promotion or being caught , being proven wrong. individuals have limited ability perceive how efforts impact acceptance , likeability others.
flattery – flattery or praise increase social attractiveness
intimidation aggressively showing anger others hear , obey 1 s demands.

self-presentation can either defensive or assertive strategies. whereas defensive strategies include behaviours avoidance of threatening situations or means of self-handicapping, assertive strategies refer more active behaviour verbal idealisation of self, use of status symbols or similar practices.

these strategies play important roles in 1 s maintenance of self-esteem. 1 s self-esteem affected evaluation of own performance , perception of how others react performance. result, people actively portray impressions elicit self-esteem enhancing reactions others.

social interaction

goffman argued in 1967 book, interaction ritual, people participate in social interactions performing line , or pattern of verbal , nonverbal acts , created , maintained both performer , audience. enacting line effectively, person gains positive social value, called face . success of social interaction depend on whether performer has ability maintain face. result, person required display kind of character becoming can relied upon maintain himself interactant, poised communication, , act others not endanger presenting interactants him .

when goffman turned focus on people physically presented in social interaction, social dimension of impression management extends beyond specific place , time of engagement in organization . impression management social activity has individual , community implications . call pride when person displays showing duty himself, while call honor when because of duty wider social units, , receives support these duties in doing .

another approach moral standards goffman pursues notion of rules of conduct , can partially understood obligations or moral constraints . these rules may substantive (involving laws, morality, , ethics) or ceremonial (involving etiquette). rules of conduct play important role when relationship asymmetrical , expectations of 1 person toward hierarchical.

dramaturgical analogy

goffman presented impression management dramaturgically, explaining motivations behind complex human performances within social setting based on play metaphor. goffman s work incorporates aspects of symbolic interactionist perspective, emphasizing qualitative analysis of interactive nature of communication process. impression management requires physical presence of others. performers seek ends in interest, must work adapt behavior in such way give off correct impression particular audience , implicitly ask audience take performance .

the actor, shaped environment , target audience, sees interaction performance. objective of performance provide audience impression consistent desired goals of actor. thus, impression management highly dependent on situation. in addition these goals, individuals differ in responses interactive environment, may non-responsive audience s reactions while others actively respond audience reactions in order elicit positive results. these differences in response towards environment , target audience called self-monitoring. factor in impression management self-verification, act of conforming audience person s self-concept.

the audience can real or imaginary. im style norms, part of mental programming received through socialization, fundamental not notice our expectations of them. while actor (speaker) tries project desired image, audience (listener) might attribute resonant or discordant image. example provided situations in embarrassment occurs , threatens image of participant.

goffman proposes performers can use dramaturgical discipline defense ensure show goes on without interruption. goffman contends dramaturgical discipline includes:

manipulation , ethics

in business, managing impressions involves trying control image significant stakeholder has of them . ethics of impression management has been hotly debated on whether should see effective self-revelation or cynical manipulation. people insist impression management can reveal truer version of self adopting strategy of being transparent, kind of openness. because transparency can provided , because produces information of value audience, changes nature of impression management being cynically manipulative being kind of useful adaptation .

psychological manipulation type of social influence aims change behavior or perception of others through abusive, deceptive, or underhanded tactics. advancing interests of manipulator, @ s expense, such methods considered exploitative, abusive, devious, , deceptive. process of manipulation involves bringing unknowing victim under domination of manipulator, using deception, , using victim serve own purposes.

machiavellianism term social , personality psychologists use describe person s tendency unemotional, , therefore able detach him or herself conventional morality , hence deceive , manipulate others.

in modern usage, sophism, sophist , sophistry redefined , used disparagingly. sophism specious argument displaying ingenuity in reasoning or deceiving someone. sophist person reasons clever fallacious , deceptive arguments.