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Social influence I: Self presentation in relationships

Social influence I: Self presentation in relationships. (coffee hour today after class). Personality . I. I. I. Relationships . I. I. Group . I. Context . Roadmap. Interviewees. Interviewers. Goal:. Goal:. 1. Find out valid/critical information about

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Social influence I: Self presentation in relationships

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  1. Social influence I:Self presentation in relationships (coffee hour today after class)

  2. Personality I I I • Relationships I I • Group I • Context Roadmap

  3. Interviewees Interviewers Goal: Goal: 1. Find out valid/critical information about the candidate 1. Get the job 2. Make hiring decision THE 5 MINUTE INTERVIEW

  4. Natural (spontaneous) Manipulative (Objectives not Shared) Authentic (Full exchange) Deliberate (planned, thought-out) Relationships 2D Space A C B D

  5. Erving Goffman: “Presentation of Self in Everyday Life” Facework: naturally constructing image Saving face Natural Chameleons Natural manipulation • Dynamics of self presentation • Function of other person (winner, loser) • Function of situation (mother, best friend) • Unaware • Organizations: change presentation, change self

  6. Deliberate manipulation • Ingratiation • Dale Carnegie • Do well • Present self as attractive and worthy • Other-enhancement • Opinion conformity • Render favors

  7. When do we ingratiate? • Organizational predictors: • Want it • Cannot get it from “normal” channels • See opportunity • Reasonable risk • Organizational design • Tighten to reduce ingratiation • Resort to informal channels • Flexibility

  8. Organizational Conditions - Outcomes - Obstacles - Opportunities Manipulation - Risk Processes Individual Differences

  9. M Scale • Focus on ends, less on means • National average=25 • Urban>rural • Male>female • Not related to IQ, education, pathology • High: lawyers, psychiatrists, psychology PhD students • Low: surgeons, scientists, accountants • Flip flop across generations

  10. # conditions 0 1 2 3 Hi M do better 0 5 7 13 Hi M do not do better 11 8 5 1 When do High Mach’s do better? • Conditions: • Face-to-face • Latitude for improvisation • Stakes are real / emotional “punch” • High Mach’s foster these conditions in organizations

  11. Relationships 2D Space Natural (spontaneous) Manipulative (Objectives not Shared) Authentic (Full exchange) Deliberate (planned, thought-out) Self presentation and face work Ingratiation: Org conditions and Mach

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