Chapter 4 Define self presentation the process through which we try to control the impression people form of us Aka impression management List and discuss the major reasons why people self present 1 To obtain desirable resources from others strategically gain control over one s life 2 A way of constructing a self image managing the impression others have of us manage the impressions we have of ourselves Explain public self consciousness the tendency to have a chronic awareness of oneself as being in the public eye the degree to which one believes others pay attention to them Describe when people are concerned with strategic self presentation 1 When observes can influence whether or not we obtain our goals 2 When these goals are important to us 3 When we think observers have impressions different from the ones we want to project Discuss the difference between high and low self monitoring in a social situation adept at assessing what others want and tailoring behavior to meet those demands 1 High 2 Low acting without a goal of portraying a certain image Outline the four ingratiation strategies people use to attempt to get others to like them 1 Expressing Liking for Others complimenting other can be effective for getting others to like us 2 Creating Similarity when we make ourselves like others they tend to like us more 3 Making ourselves physically attractive physically attractive people are more desirable as partners jobs raises 4 Projecting Modesty people who downplay their success are usually more well liked than people who boast of them Describe how you can detect a false smile less symmetrical jerkier muscle movements held longer than natural no eye involvement crinkling around the eyes Explain the cultural differences found in the social acceptability of boastfulness immodesty is tolerated more by African Americans than by European Americans Asian Americans are more modest than European Americans and often find European Americans too boastful Describe gender differences with regard to likeability Women are expected to be more concerned with being liked and proper women still act this way even though we are not typically taught this anymore women smile more than men use ingratiation tactics more and are more concerned with physical attractiveness Describe under what circumstances people especially want to be seen as likable 1 Friendship Settings we present ourselves more modestly to friends than to strangers more likely to smile compliment make ourselves more attractive etc when trying to make friends rather than with an established friend Interacting with People in Powerful Positions People in power are less focused on getting others to like them 2 but still want to be liked People trying to ingratiate with the power holder do try to appear more likeable Outline the four strategies people use to appear competent to others 1 Staging Performances creating opportunities to demonstrate our competence in public 2 Claiming Competence verbal declarations of competence 3 Using the Trappings of Competence surrounding oneself with the props and habits usually associated with competence 4 Making Excuses Claiming Obstacles making excuses before or after competence is made unclear Define self handicapping Why do people self handicap How do people self handicap How does self esteem influence the likelihood of self handicapping the behavior of withdrawing effort or creating obstacles to one s future success Why may reduce the likelihood that people will attribute our failures to incompetence and attribute our success to some outstanding ability How drugs not practicing alcohol distractions choosing unattainable goals giving someone else an advantage Self Esteem those with lower self esteem are more likely to self handicap Describe under what settings people wish to appear competent Outline the four strategies people use to convey status and power to others 1 Failure or fear of failure 2 Pressure 3 Competition 4 Self promotional situations 1 Displaying the Artifacts of Status and Power degrees nice d cor clean atmosphere fancy cars nice clothes elaborate trips 2 Conspicuous Consumption giving things away and wasting money just because you can showing off your ability to spend money 3 Personal Associations associate yourself with success and people who are successful cut off any association with failure 4 Status and Power in Nonverbal Expressions body language confidence in walking talking dominance behavior Chapter 5 Explain where attitudes come from via classical conditioning operant conditioning observational learning and heredity associating positive or negative feelings with someone something 1 Classical 2 Operant punishment reward 3 Observational learning by observing others 4 Heredity unlearned genetic component to many attitudes Describe attitude strength in terms of commitment and embeddedness 1 Committed more certain that it is correct 2 Embedded connected to additional features of the person values identity Outline the factors that influence the likelihood of attitude behavior consistency 1 Knowledge 2 Personal Relevance 3 Attitude Accessibility the more you know about something the more you willyour attitudes and actions will be consistent with one another people are much more likely to act on their beliefs if the belief directly affects them the attitude that is most likely to spring to mind Describe Fishbein and Ajzen s theory of planned behavior a theory stating that the best predictor of a behavior is one s behavioral intention which is influenced by one s attitude toward the specific behavior the subjective norms regarding the behavior and one s perceived control over the behavior Offer a definition of persuasion change in a private attitude or belief as a result of receiving a message Explain why after only designs are preferred by scientists who study persuasion take no before data before you administer the stimulus Apply the stimulus to one group then measure the after data and compare to a group that did not receive the stimulus the before data could sensitize a group to the issue causing altered results Explain how inoculation and counterarguments are used to defeat persuasive messages 1 Counterargument an argument that challenges and opposes other arguments 2 most effective way for subjects to avoid persuasion Inoculation a technique for increasing individuals resistance to a strong argument by first giving them weak easily defeated versions of it stimulate the
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