Self-Presentation
1
Definition

“Any behavior intended to create, modify,
or maintain an impression of ourselves in
the minds of others” (Brown, 1998)
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Types of Self-Presentation
Ingratiation
 Self-Promotion
 Intimidation
 Exemplification
 Supplication

3
The Spotlight Effect

The tendency to believe that others are
paying more attention to us than they
actually are.
– T-shirt study
– Spilled drink study
4
Functions of Self-Presentation
Facilitate social interaction
 Gain material and social rewards
 Self-Construction

5
Schlenker et al. (1994)
Self-Presentation
Self-Evaluation
Public commitment is the key. This effect only
occurs when there are public implications
6
Individual Differences in SelfPresentation

Self-Monitoring—degree to which people
monitor their social behavior.
High self-monitors tend to tailor their
behavior to the situation/audience.
Low self-monitors tend to use their own
attitudes and values to guide their
behavior.
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The Ubiquity of SelfPresentation
Self-Presentation is involved in:
 Self-handicapping
 Cognitive dissonance
 Conformity
 The foot-in-the-door phenomenon
 Social facilitation
8
Biased perception of SAT scores
(Shepperd, 1993)
N
M
Participant’s Perception
Reported score was too high 6
1357
Reported score was accurate 66
1255
Reported score was too low 74
1154
Reported score was
inaccurate, but didn’t say
how
1169
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