What's good for the goose may not be as good for the gander: the benefits of self-monitoring for men and women in task groups and dyadic conflicts

The authors posit that women can rely on self-monitoring to overcome negative gender stereotypes in certain performance contexts. In a study of mixed-sex task groups, the authors found that female group members who were high self-monitors were considered more influential and more valuable contributors than women who were low self-monitors. Men benefited relatively less from self-monitoring behavior. In an experimental study of dyadic negotiations, the authors found that women who were high self-monitors performed better than women who were low self-monitors, particularly when they were negotiating over a fixed pool of resources, whereas men did not benefit as much from self-monitoring. Further analyses suggest that high self-monitoring women altered their behavior in these negotiations--when their partner behaved assertively, they increased their level of assertiveness, whereas men and low self-monitoring women did not alter their behavior.     

SELF-MONITORING,REHEARSAL, AND DECEPTIVE COMMUNICATION

This study examined the effects of self-monitoring and rehearsal on the ability of observers to detect deception and on the behavioral correlates of deception. It was hypothesized that observers would be more accurate at detecting deception perpetrated by low self-monitors than by high self-monitors, with the difference particularly pronounced when messages were rehearsed. In addition, low self-monitors communicating spontaneously were expected to display greater rates of verbal and nonverbal responding than high self-monitors who planned their communications. Sixteen high and low self-monitors both lied and told the truth (either spontaneously or after 20-minute rehearsals) regarding their feelings while viewing slides of pleasant landscapes and of disfigured burn victims. Analysis of the responses of the 151 observers who made veracity judgments supported the hypothesis concerning accuracy of deception detection. Coding of 10 verbal and nonverbal behaviors revealed that unrehearsed low self-monitors displayed significantly greater pause and nonfluency rates than rehearsed high self-monitors. Additional findings are reported regarding the effects of self-monitoring, rehearsal, and truthful versus deceptive communication on the behavioral correlates of deception.     

Self-monitoring and the prediction of one's own and others' personality test scores

This study had two aims. Firstly, it examined the similarity between subjects' ratings of themselves and others and their scores on various personality tests. A group of 264 undergraduates in psychology completed Snyder's (1974) Self-Monitoring Scale and the Neuroticism and Extraversion Scales from the Eysenck Personality Questionnaire (Eysenck and Eysenck, 1975; 1986). Then, they estimated both their own score and that of a peer on those questionnaires. The results showed that subjects (i) were fairly good at estimating their own and others' extraversion and neuroticism scores, (ii) were less accurate at estimating self-monitoring scores, (iii) were better at predicting their own scores than those of others, and (iv) erroneously believed themselves to be significantly similar to the chosen peer. Secondly, individual differences in the accuracy of personality estimation were studied. According to Synder's (1974) self-monitoring construct, people high in self-monitoring would be especially adept at reading others' expressive behaviours; therefore, any differences in the accuracy of perceiving the personality of others might be associated with differences in self-monitoring. High self-monitors were more accurate than low self-monitors at estimating neuroticism scores for others. Another implication of the self-monitoring theory is that, taking high and low self-monitors as targets of others' estimations, there should be greater discrepancy between actual scores and peer estimations for high self-monitors. The results here supported this prediction, but only in self-monitoring estimation.     

Book review of Conversations of Friends: Speculations on Affective Development

Two experiments examined the affective consequences associated with self-monitoring in a job application context. Study 1 examined reactions of high and low self-monitors to slides of interviewers whose faces fit or did not fit an occupation. It was hypothesized that high self-monitors would experience the most negative affect when the face did not fit the occupational stereotype because such a mismatch would provide unclear or conflicting cues for expected behavior, whereas low self-monitors would experience the most negative affect when the face matched the stereotype because expectations for stereotypical behavior would constrain their expression of self. Results confirmed the hypotheses. In Study 2, subjects were asked to give the "right answers" on a personality test to get a job which either fit or did not fit their personality. Low self-monitors, more concerned with accurate self-presentation, experienced heightened negative affect if the job did not fit their personality, whereas high self-monitors who are accustomed to controlling their self-presentation experienced less negative affect. In both studies, situational cues or demands that conflicted with the motivational concerns of self-monitoring style differentially produced negative affect for high and low self-monitors. Implications of making hiring decisions on the basis of interviews and other devices subject to impression management were discussed.     

自我监控理论评价

Snyder（1974）提出自我监控来解释自我呈现中的个体差异。他认为高自我监控者具有三个特征：关注行为的适宜性,对情境线索敏感,并以此作为行为调节的指南。以此为基础编制出一个25项目的自我监控量表。但随后的研究发现该量表测量到的与自我监控构念之间存在差距。为此,Lennox和Wolfe（1984）发展了修订版自我监控量表,Gangestad和Snyder（1985）把25项目自我监控量表精减成18项目,LiFeng等（1998）编制出中国版自我监控量表,但这些自我监控量表同样存在缺陷。该研究指出：其根源在于Snyder（1974）对自我监控的构念存在缺陷。     

Nonverbal display of emotion in public and in private: self-monitoring, personality, and expressive cues.

Individual differences in the expression and regulation of emotion are important components of social skill. The present study focused on the concealing of spontaneous expressions of happiness after winning in a competitive situation against peers. In a repeated measures design, spontaneous expressive behaviors in response to triumph were secretly videotaped when Ss (N = 38) were alone in a room and when they were with 2 fellow competitors (confederates). Edited tapes were analyzed by naive raters and trained coders. As predicted, the social context strongly influenced the expressive behaviors of Ss, providing support for a social inhibition effect. More important, the self-monitoring construct (Snyder, 1987) was helpful in explaining individual differences in expressive regulation, with high self-monitors being successful at hiding their happiness when appropriate; and they did so in particular ways. Low self-monitors did not conceal their emotions. Other findings with regard to personality and sex differences were also uncovered.     

Toward an Understanding of “The Sex Game”: The Effects of Gender and Self-Monitoring on Perceptions of Sexuality and Likability in Initial Interactions1

Results of several studies indicate that men attribute more sexual meaning to heterosexual interactions than do women. Based on Abbey's (1982) findings, we hypothesized that males, in comparison to females, would attribute more sexuality to opposite-sex partners. Based on findings from several self-monitoring dating studies, we predicted that high self-monitors would rate their partners and themselves higher on sexuality and likability traits than would low self-monitors. A laboratory study was conducted in which mixed-sex pairs of participants discussed their likes and dislikes about college life. Participants then rated themselves and their opposite-sex partners on a set of sexuality and likability trait adjectives and indicated their interest in getting to know their partner better. Results supported the gender hypotheses, whereas they only partially supported the self-monitoring predictions. The self-monitoring effects on self-ratings of sexuality and partner ratings of likability are used to explain why high self-monitors are more successful than low self-monitors in establishing heterosexual relationships.     

Self-monitoring and close relationships

Three types of close relationships have received attention from theorists and researchers interested in self-monitoring: friendships, romantic relationships, and marriage. Our review of this literature was organized around three phases of relationships: initiation, maintenance, and dissolution. Across the three types of relationships, consistent differences between high self-monitors and low self-monitors emerged concerning the structure of their social relationships (segmented vs. integrated), the basis for choosing friends and romantic partners (activity-based vs. person-based), and the orientation taken to romantic and marital partners (uncommitted vs. committed). Across all three types of relationships, however, little is known about the processes and consequences involved in the dissolution of close relationships for high self-monitors and low self-monitors. Relatively little is also known about the processes used by high self-monitors and low self-monitors to maintain their friendships and marriages. In addition to addressing these deficiencies in the literature, theorists and researchers interested in self-monitoring and close relationships need to develop sophisticated, causal models that can account for (a) interaction exchanges in the relationships, (b) dyadic as well as individual levels of analysis, and (c) temporal and situational changes in the course of close relationships.     

Self-Presentational Goals,Self-Monitoring,and Nonverbal Behavior

This study examined how particular interpersonal goals relate to the expression of emotions during social interaction for people particularly high and low in self-monitoring needs. Before interacting with a partner, participants were assigned a goal of either self-promotion (appearing competent), ingratiation (appearing likable), or were assigned no specific goal. Naive judges viewed 15-sec segments of these interactions and rated participants regarding the emotions displayed. Results indicate that displays of positive and negative emotion are differentially affected by an individual's self-monitoring status, self-presentational goal, and gender. Overall, high self-monitors and women expressed less negative emotion and more positive emotion than low self-monitors and men. Furthermore, although women showed little variability in their displays of negative emotion due to goal, men's displays of negative emotion were affected by self-presentational goals.     

自我监控概念的重构

Snyder（1974）提出自我监控来解释自我呈现中的个体差异。他认为高自我监控者具有3个特征：关注行为的适宜性,对情境线索敏感,并以此作为行为调节的指南。作者通过文献回顾指出,Snyder对高自我监控的定义不妥。该文通过对自我呈现功能分析,指出自我呈现既有自我功能,又有人际功能。想要给他人留下期望的印象,自我呈现不仅要维系人际和谐,而且要维系自我和谐。根据这两个维度,该文对自我监控概念进行了重构。把自我监控者分为4种：高自我监控者在自我呈现过程中既维系自我和谐,又维系人际和谐;他人导向监控者只注重人际和谐;自我导向监控者只注重自我和谐;低自我监控者既不注意人际和谐,也不注意自我和谐     

Self-monitoring without awareness: using mimicry as a nonconscious affiliation strategy

This research sought to extend the current conceptualization of self-monitoring by examining whether self-monitoring motives and behaviors can operate outside of conscious awareness. Two studies examined nonconscious mimicry among high and low self-monitors in situations varying in affiliative cues. Participants interacted with a confederate who shook her foot (Study 1) or touched her face (Study 2). In both studies, high self-monitors were more likely to mimic the confederate's subtle gestures when they believed the confederate to be a peer (Study 1) or someone superior to them (Study 2). Low self-monitors mimicked to the same degree across conditions. Thus, when the situation contains affiliative cues, high self-monitors use mimicry as a nonconscious strategy to get along with their interaction partner.     

萌萌哒还是古灵精怪?奢侈品品牌可爱风格对消费者偏好的影响

奢侈品品牌热衷于使用可爱风格与消费者进行互动。本文以理想自我理论为基础,通过4个实验探索奢侈品品牌可爱风格类型对消费者偏好的影响机制和边界条件。实验1表明奢侈品品牌的可爱风格(婴儿图式/古灵精怪)会显著地影响消费者的品牌偏好,验证了主效应的因果链模型。实验2进一步明确了主效应的边界,结果表明品牌可爱风格对消费者偏好的影响只在奢侈品品牌的情境下才存在。实验3探索了自我监控水平对主效应的调节作用,发现对于低自我监控的个体,奢侈品品牌的可爱风格难以有效地影响品牌偏好。实验4分析了个体发展阶段对主效应的调节作用,结果表明对于成年期个体,古灵精怪可爱风格比婴儿图式可爱风格更能提高个体的奢侈品品牌偏好,对于童年期个体,婴儿图式可爱风格比古灵精怪可爱风格更易获得青睐。     

萌萌哒还是古灵精怪?奢侈品品牌可爱风格对消费者偏好的影响

奢侈品品牌热衷于使用可爱风格与消费者进行互动。本文以理想自我理论为基础,通过4个实验探索奢侈品品牌可爱风格类型对消费者偏好的影响机制和边界条件。实验1表明奢侈品品牌的可爱风格(婴儿图式/古灵精怪)会显著地影响消费者的品牌偏好,验证了主效应的因果链模型。实验2进一步明确了主效应的边界,结果表明品牌可爱风格对消费者偏好的影响只在奢侈品品牌的情境下才存在。实验3探索了自我监控水平对主效应的调节作用,发现对于低自我监控的个体,奢侈品品牌的可爱风格难以有效地影响品牌偏好。实验4分析了个体发展阶段对主效应的调节作用,结果表明对于成年期个体,古灵精怪可爱风格比婴儿图式可爱风格更能提高个体的奢侈品品牌偏好,对于童年期个体,婴儿图式可爱风格比古灵精怪可爱风格更易获得青睐。     

Self-monitoring and consumer psychology

Research on the relations between self-monitoring differences and two important areas of consumer behavior, reactions to specific advertising approaches and product evaluation strategies, is reviewed and evaluated. First, research on the responsiveness of high and low self-monitors to image-oriented and product-quality-based advertising attempts is addressed. Although findings generally indicate that high self-monitors are more responsive to image-oriented ads and that low self-monitors are more responsive to quality-based appeals, these results have not been robust. Possible reasons for this inconsistency are explored. Second, research on the means by which high and low self-monitors evaluate consumer products is examined. Findings suggest that when judging product quality, low self-monitors tend to rely on product performance and high self-monitors more likely use the product's image-enhancing capabilities. Additionally, research indicates that self-image/product-image congruency is generally a more important concern for low self-monitors, but high and low self-monitors' differential reliance on this congruency might be moderated by the situations in which the product is typically used. Additional possible delimiting conditions of these general findings are discussed.     

Introversion-Extraversion, Self-Monitoring, and Applicant Performance in a Situational Panel Interview: A Field Study

This study investigated relationships between applicant introversion-extraversion, self-monitoring, and performance in a situational panel interview. Police officers applying for promotion to the rank of sergeant in a metropolitan police department participated in a selection interview and completed a personality questionnaire. Results showed self-monitoring moderated the relation between introversion-extraversion and interview performance. As predicted, the relationship was stronger for low self-monitors than for high self-monitors. Extraverted, high self-monitoring and introverted, low self-monitoring promotion candidates were rated highest by selection interview panelists.     

Self-monitoring,need for cognition,and the Stroop effect: a preliminary study

The color-word Stroop task requires an individual to ignore one piece of information (word) while responding to another (color). Since self-monitors are good at adapting their responses to fit a situation and those high in need for cognition carefully think through information before responding, this study explored the relationship between self-monitoring and need for cognition using Stroop interference. It was anticipated that self-monitoring would reduce Stroop interference, while need for cognition would increase Stroop interference. 23 General Psychology students (10 men, 13 women, M(age) = 18.8 yr.) participated. Participants were given the Self-monitoring Scale, the Need for Cognition Scale, and the Stroop Color-Word Test. Analysis indicated that Need for Cognition was not correlated with Stroop interference (r = .31) but higher scores on Self-monitoring were correlated with lower Stroop interference (r = .43). Implications for research are suggested.     

Self-monitoring and mimicry of positive and negative social behaviors

This study examined the role that self-monitoring plays in behavioral mimicry. Participants were exposed to videotaped targets who were laughing, yawning, frowning, or neutral in their expression. Participants’ behavioral mimicry while viewing the targets was recorded. It was hypothesized that higher self-monitors would show greater mimicry than lower self-monitors. It was also hypothesized that participants would respond differently to positive and negative target expressions. Participants who scored higher in self-monitoring did mimic the targets’ behaviors more often, and participants showed less mimicry of frowns than of laughs or yawns.