17 terms

Impression Management

self-presentation
STUDY
PLAY
Self-presentation
our attempts, both conscious and unconscious, to control the images we project in social interaction
Impression management
the intentional use of tactics to manipulate the images others form of us
Frame
the type of social occasion that people recognize themselves to be in; it consists of a set of widely known rules of conduct (how to act at a wedding vs. rock concert)
Our minds are private
people cannot determine who we are without observing us...we are not obligated to display the accurate self
Front regions
settings in which people carry out interaction performances and exert efforts to maintain appropriate appearances (being on stage)
Back regions
settings inaccessible to outsiders in which people knowingly violate the lines they present in front regions (back stage)
Ingratiation
Deliberate use of deception to increase a target person's liking of us. (flattery)
Aligning actions
Attempts to define apparently questionable conduct as actually in line with cultural norms (ex. When the house lights dim in a theater, for example, members of the audience typically stop talking among themselves and turn their attention to the stage. This indicates their acceptance and support for the situation and the expectations that go with it)
Disclaimers
Verbal assertions used before the fact to ward off negative implications of a potentially disruptive act.
Accounts
Explanations people offer after they have performed acts that threaten their social identities. (excuses)
False modesty can be valuable in impression management
False modesty can create positive impressions; self-serving
Alter casting
Tactics we use to impose roles and identities on others that produce outcomes to our advantage
Embarrassment
The feeling that people experience when interaction is disrupted because the identity they have claimed in an encounter is discredited
Cooling-out
A response to repeated or glaring failures that gently persuades an offender to accept a less desirable alternative identity. (ex: Gently telling a friend they are not a good dancer)
Identity degradation
A response to repeated or glaring failures that destroys the offender's current identity and transforms him/her into a "lower" social type. (striping someone of their rank)
Attractiveness stereotype
A belief that what is beautiful is good. Attractive persons are accorded numerous favorable characteristics
Stigma
Personal characteristics that others view as insurmountable handicaps preventing competent (and, in most cases, morally trustworthy) behavior
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