Impression Management Theory and Social Psychological Research

Impression Management Theory and Social Psychological Research

1st Edition - April 28, 1981

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  • Editor: James T. Tedeschi
  • eBook ISBN: 9781483260549

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Impression Management Theory and Social Psychological Research gathers together the various strands of thinking and research on impression management. This book does not easily lend itself to a singular organization. Not only do the authors deal with very different topics, they sometimes disagree with one another on assumptions and interpretations. Nevertheless, there are chapters that tend to group together. The book can be organized into six parts. Part I, General Theory, consists of chapters that deal primarily with issues related to the reasons for, and specific tactics of, impression management. Part II, Impression Management and Laboratory Research, includes two chapters that make a major contribution to the social psychology of the experiment. Part III, Attitudes as Tactics of Self-Presentation, centers around the concept of attitudes. The chapters in Part IV, Self-Presentation and Harm-Doing, are organized around the theme of harm-doing. Part V, Bargaining, Distributive Justice, and Impression Management, focuses on the distribution of rewards in groups. Part VI, Individual Differences and Impression Management, is concerned with individual differences such as mental illness, social anxiety, and shyness.

Table of Contents

  • List of Contributors


    Part I General Theory

    1 Identities, the Phenomenal Self, and Laboratory Research

    Why Do People Manage Impressions?

    Self-Presentation and the Phenomenal Self

    Scope of Impression Management Theory



    2 Tactical Self-Presentations: Toward a Broader Conception

    Toward a Theory



    3 Basking and Blasting: Tactics of Indirect Self-Presentation

    Indirect Tactics of Self-Presentation

    Variants of the Basic BIRG Strategy



    Part II Impression Management and Laboratory Research

    4 Demand Compliance in Laboratory Experiments

    The Psychological Experiment as a Social Situation

    Factors Influencing Compliance with Experimental Hypotheses

    Broader Implications for Social Psychology


    5 Situated Identities and Response Variables

    Situated Identity Theory

    Identity Formation in Experimental Situations

    Situated Identity beyond Social Desirability

    Situational Equivalence

    Summary and Conclusions


    Part III Attitudes as Tactics of Self-Presentation

    6 Reconsidering the Attitude Concept: A Behavioristic Self-Presentation Formulation

    Self-Presentation Framework


    Concluding Comments


    7 Presentational Strategies and the Social Expression of Attitudes: Impression Management within Limits


    Anticipatory Belief Change

    Changes in Attitudes—Changes in Latitudes

    Attitude Expression and Impression Management


    8 Impression Management Theory and the Forced Compliance Situation

    The Cognitive Perspective

    The Interactionist Perspective

    Research Evaluating the Impression Management Theory

    Other Controversies Suggested by Impression Management Theory



    Part IV Self-Presentation and Harm-Doing

    9 An Interactionist Approach to Aggression

    Symbolic Interactionism

    Impression Management

    Types of Evidence Used in Testing the Interactionist Approach

    Aggression as an Interactive Process

    Legitimating Aggression

    Summary and Conclusions


    10 Deindividuation, Self-Awareness, and Impression Management


    Research Literature



    11 Impression Management and Prosocial Behavior following Transgression

    Intrapsychic Explanations

    Interpersonal Explanations

    A Selective Review of the Evidence

    Summary and Conclusions


    Part V Bargaining, Distributive Justice, and Impression Management

    12 Impression Management in Bargaining: Images of Firmness and Trustworthiness

    The Image of Firmness

    Coordination and Trust

    Reconciling the Two Motives



    13 Self-Presentation and Distributive Justice

    Is Self-Presentation Theory Relevant to Distributive Justice?

    The Importance of Presenting Oneself as a Fair Person to Others

    The Importance of Presenting Oneself as a Fair Person to Oneself




    Part VI Individual Differences and Impression Management

    14 On Being Surplus: Its Relationship to Impression Management and Mental Patienthood

    Dominant Psychiatric Conception of Schizophrenia

    On Being Surplus

    Impression Management and Attempts to Reduce Surplus Value

    Surplus Value, Impression Management, and the Mentally III

    Reducing One's Surplus Value by Engaging in Ingratiation—Acting "Ill" and Acting "Well"


    15 Self-Presentation Styles

    Determinants of Self-Presentation

    Target Characteristics

    The Interaction Context

    Individual Differences

    Consequences of Protective Self-Presentation



    16 The Social Psychology of Shyness: A Self-Presentation Model

    Shyness: The Concept and Prior Approaches to It

    The Nature of Self-Presentation

    Shyness: Doubting One's Ability to Achieve Satisfactory Reactions from Others

    Antecedents of Shyness

    Behavioral Accompaniments of Shyness: Self-Presentational Functions

    The Links among Shyness» Its Antecedents, and Its Manifestations

    Some Implications for Counseling




Product details

  • No. of pages: 390
  • Language: English
  • Copyright: © Academic Press 1981
  • Published: April 28, 1981
  • Imprint: Academic Press
  • eBook ISBN: 9781483260549

About the Editor

James T. Tedeschi

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