Impression Management Theory and Social Psychological Research

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.

List of ContributorsPrefacePart 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 Conclusions References 2 Tactical Self-Presentations: Toward a Broader Conception Toward a Theory Summary References 3 Basking and Blasting: Tactics of Indirect Self-Presentation Indirect Tactics of Self-Presentation Variants of the Basic BIRG Strategy Summary ReferencesPart 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 References 5 Situated Identities and Response Variables Situated Identity Theory Identity Formation in Experimental Situations Situated Identity beyond Social Desirability Situational Equivalence Summary and Conclusions ReferencesPart III Attitudes as Tactics of Self-Presentation 6 Reconsidering the Attitude Concept: A Behavioristic Self-Presentation Formulation Self-Presentation Framework Implications Concluding Comments References 7 Presentational Strategies and the Social Expression of Attitudes: Impression Management within Limits Forewarning Anticipatory Belief Change Changes in Attitudes-Changes in Latitudes Attitude Expression and Impression Management References 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 Conclusions ReferencesPart 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 References 10 Deindividuation, Self-Awareness, and Impression Management Theories Research Literature Summary References 11 Impression Management and Prosocial Behavior following Transgression Intrapsychic Explanations Interpersonal Explanations A Selective Review of the Evidence Summary and Conclusions ReferencesPart 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 Summary References 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 Implications Conclusion ReferencesPart 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" References 15 Self-Presentation Styles Determinants of Self-Presentation Target Chara