Manager behavior in a social context: the impact of impression management on attributions and disciplinary actions

Two experimental studies were run to test the effects of subordinate impression management on the appraisals and responses of a manager, following an incident of poor performance. Two common impression management tactics, accounts and apologies, were manipulated in each of the studies. Subjects in both studies were experienced nursing supervisors. On the basis of the "discounting effect" reported in the attributional literature it was hypothesized that accounts of external causes for poor performance, i.e., excuses, would lead subjects to (1) attribute less responsibility to the subordinate, (2) be less personal in their responses, and (3) be less punitive in their responses. Apologies, because of their "equity restoration" effects, were expected to influence subjects' disciplinary responses to the poor performance, without necessarily affecting their attributions of responsibility. Experiment 1. which employed written stimulus materials and a repeated-measures design, provided strong support for all hypotheses. Experiment 2. which employed a film stimulus and between-subjects design, provided strong support for the accounts hypotheses but only minimal support for the apology hypotheses. The results highlight the importance of social information cues in the appraisal of performance.     

Look at me, I'm happy and creative: The effect of impression management on behavior in social presence

The present research tested competing approaches to individual differences in impression management (as measured with social desirability scales) and their implication for behavior in social contexts. A defensiveness approach argues that impression management is a source of defensive self-presentation, which causes performance impairment in public social settings. The competing adjustment approach argues that impression management measures friendliness and self-control, which should bring about performance facilitation in public social settings. To decide between these approaches, two experiments utilized a social facilitation paradigm, whereby task performance was compared between an alone and a public condition. The results supported the predictions of the adjustment approach. Across different tasks, a high impression management score was associated with performance facilitation in social presence, expressed in greater creativity, positive implicit affect, and high self-control. The results reveal previously unnoticed constructive effects of impression management, supporting the reframing of the trait as reflecting interpersonally oriented self-control.     

Religiosity and social desirability: impression management and self-deceptive positivity

The first aim of the present study was to replicate previous research, which has investigated the association between scores on the Francis Scale of Attitudes towards Christianity (FSAC) (Francis & Stubbs, 1987) and scores on Eysenck's Personality Questionnaire (EPQ-R Short Scale) (Eysenck & Eysenck, 1991). Further evidence is presented that higher religiosity is associated with lower scores on the psychoticism scale. The main aim of the present study, however, was to investigate the association between social desirability and religiosity. Although no association was found between religiosity and Lie scale scores in the present study, there is debate over what the Lie scale is actually measuring and so we also included, among other measures, the Balanced Inventory of Desirable Responding (BIDR: Paulhus, 1988), which consists of two subscales, self deceptive positivity and impression management. It was found that although religiosity was not associated with self-deception it was associated with impression management.     

利他行为的自我控制过程模型:自我损耗下的道德情绪的正向作用

本研究通过3个实验验证和探讨了利他行为的自我控制过程模型。实验1采用自我损耗的双任务范式,考察了自我损耗对利他行为水平的影响。实验2考察行动控制导向在自我损耗和利他行为之间关系的调节作用。实验3通过诱发道德情绪,探讨了道德情绪对自我控制资源损耗个体的利他行为决策的作用。研究得到了以下结论:(1)自我控制资源损耗会对利他行为产生不利影响。(2)行动控制导向对自我损耗和利他行为之间的关系起调节作用。(3)道德情绪能够缓解自我损耗对利他行为的不利影响。     

The effect of variable delays on self-control

Five pigeons served as subjects in an experiment that examined the effects of variable as opposed to fixed delays on preference in a self-control paradigm (choice between larger, more delayed and smaller, less delayed reinforcers). Nonindependent concurrent variable-interval schedules were used to measure choice. When delays to the larger, more delayed reinforcers were variable as opposed to fixed, the subjects showed an increased preference for that alternative (the self-control alternative). A series of regressions revealed that the hyperbolic decay model and incentive theory provided poor fits to the data, but a modified version of the generalized matching law provided an adequate fit. Together, consistent with a general prediction made by discounting models, the data supported the conclusion that variable delays can increase self-control. However, specific discounting models were not able to explain the present data well.     

Self-regulation and self-presentation: regulatory resource depletion impairs impression management and effortful self-presentation depletes regulatory resources

Self-presentation may require self-regulation, especially when familiar or dispositional tendencies must be overridden in service of the desired impression. Studies 1-4 showed that self-presentation under challenging conditions or according to counter-normative patterns (presenting oneself modestly to strangers, boastfully to friends, contrary to gender norms, to a skeptical audience, or while being a racial token) led to impaired self-regulation later, suggesting that those self-presentations depleted self-regulatory resources. When self-presentation conformed to familiar, normative, or dispositional patterns, self-regulation was less implicated. Studies 5-8 showed that when resources for self-regulation had been depleted by prior acts of self-control, self-presentation drifted toward less-effective patterns (talking too much, overly or insufficiently intimate disclosures, or egotistical arrogance). Thus, inner processes may serve interpersonal functions, although optimal interpersonal activity exacts a short-term cost.     

Self-regulatory processes defend against the threat of death: Effects of self-control depletion and trait self-control on thoughts and fears of dying

Nine studies (N = 979) demonstrated that managing the threat of death requires self-regulation. Both trait and state self-control ability moderated the degree to which people experienced death-related thought and anxiety. Participants high (vs. low) in self-control generated fewer death-related thoughts after being primed with death, reported less death anxiety, were less likely to perceive death-related themes in ambiguous scenes, and reacted with less worldview defense when mortality was made salient. Further, coping with thoughts of death led to self-regulatory fatigue. After writing about death versus a control topic, participants performed worse on several measures of self-regulation that were irrelevant to death. These results suggest that self-regulation is a key intrapsychic mechanism for alleviating troublesome thoughts and feelings about mortality.     

The relation of neuroticism and social anxiety to willingness to volunteer

ABSTRACT

Relations between neuroticism, social anxiety, and generic and specific willingness to volunteer were examined among psychology undergraduates (N = 196). Based on previous research and speculation, with each of the willingness to volunteer criteria, and either without or with statistical control for age, sex, and international student status, the following hypotheses were tested: (1) Neuroticism negatively correlates with willingness to volunteer; (2) Social anxiety negatively correlates with willingness to volunteer; (3) Controlling for social anxiety substantially reduces or eliminates the relation between neuroticism and willingness to volunteer; and (4) Controlling for neuroticism does not substantially reduce or eliminate the relation between social anxiety and willingness to volunteer. For generic willingness to volunteer, Hypotheses 1 and 2 were supported with but not without the three demographic controls. For specific willingness to volunteer, both hypotheses were confirmed with or without demographic controls. Hypotheses 3 and 4 also were supported with each criterion.     

The influence of red on impression formation in a job application context

Recent research has shown that the color red can influence psychological functioning. In the present research we tested the hypothesis that red influences impression formation related to another person’s abilities. We conducted three experiments examining the influence of red on the evaluation of male target persons. In Experiment 1, participants viewing red, relative to green, on the shirt of a person presented on a photograph perceived him to be less intelligent. This effect was strongest in a job application context compared to other contexts. In Experiment 2, focusing solely on the job application context, participants viewing red, relative to blue, on an applicants’ tie perceived him to have less earning and leadership potential. In Experiment 3, participants viewing red, relative to green, on a job applicants’ tie rated him as less likely to be hired, and perceptions of ability and leadership potential mediated this effect. Both the conceptual and applied implications of these findings are discussed.     

Lack of autonomy and self-control: Performance contingent rewards lead to greater depletion

Exerting self-control appears to deplete a needed resource, which leads to poorer self-control subsequently. However, the amount of depletion may vary, based on how controlling versus autonomy supportive the situation is. In particular, feeling compelled to exert self-control may deplete more strength than having more freedom when exerting self-control. In three experiments, participants who were given performance contingent rewards to exert self-control performed more poorly on a subsequent test of self-control than participants who were non-contingent rewards. There were no differences in mood, arousal, or anxiety between the groups; however, feelings of autonomy were related to self-control performance. The results have implications for understanding self-control depletion, as well as the impact of autonomous motivation on self-control performance.

The social context of stereotyping and differentiation

Two related field studies investigated social stereotyping and differentiation between student groups in higher education. In the first, subjects from Exeter and Manchester Universities rated students at both institutions on a number of evaluatively positive attributes. They also judged the degree status and prospective employment opportunities of the groups, in a context which rendered these important. Although subjects displayed strategies of positive differentiation, this was restricted to certain ‘consensual’ dimensions, reflecting perceived stereotypic differences between the groups. Discrepancies in the pattern of differentiation between the groups, and with finding of comparable studies, are discussed. This paradigm was then extended to the case where Manchester University subjects rated three groups, including the ingroup (Oxford or Exeter University vs. Manchester University vs. Manchester Polytechnic students). From social identity theory it was predicted that comparisons with a higher status outgroup which also excelled on contextually important dimensions (Oxford/Exeter), would increase positive differentiation of the ingroup from a second, lower status outgroup (Manchester Polytechnic students). This was confirmed, although there was weaker evidence for devaluation of the second outgroup in absolute terms. In both studies the relation of group status and dimensional importance of the material factor of career prospects helped to explain the strategies of differentiation adopted.     

The social policy context of child care: Effects on quality

Examined effects on the quality of children's child care environments of (a) the stringency of state child care regulations, (b) voluntary compliance with proposed federal child care standards, and (c) the legal auspice of the center. Quality of care was assessed in 227 child care centers in five metropolitan areas. Centers in states with more stringent child care regulations tended to have better staff-child ratios, staff with more child-related training, and lower staff turnover rates. Similarly, centers that more fully complied with the ratio, group size, and training provisions of a set of proposed federal child care standards had significantly lower staff turnover rates, more age-appropriate classroom activities, less harsh and more sensitive teachers, and more teachers with specialized training. For-profit centers offered children less optimal care than did nonprofit centers. These findings are placed in the context of ecological models of research and of contemporary policy debates about child care.     

The social context of trust: The role of status

The current paper examines how status, a universal feature of organizational life, affects people’s initial trust in others. In three experiments – which employ a range of status manipulations and trust measures – we consistently observed that the possession of high status led individuals to trust others more. In addition, our results help shed light on why this occurs. Namely, mediation analyses illustrated that having status alters how we perceive others intentions, such that the belief that others have positive intentions toward us (i.e., benevolence) accounted for the relationship between status and trust. These findings contribute both to our knowledge of the contextual features which impact trust and provide insight into the psychological consequences of status.     

The impact of political skill on impression management effectiveness

In this study, the authors investigated the effect of an individual's political skill on the relationships between 5 different impression management tactics (intimidation, exemplification, ingratiation, self-promotion, and supplication) and supervisor evaluations of performance. To test these relationships, the authors used a matched sample of 173 supervisor-subordinate dyads who worked full time in a state agency. Findings showed that individuals who used high levels of any of the tactics and who were politically skilled achieved more desirable supervisor ratings than did those who used the tactics but were not politically skilled. Opposite results were found when impression management usage was low. That is, individuals who were not politically skilled created a more desirable image in their supervisors' eyes than did their politically skilled counterparts when they did not use these tactics. Practical and research implications for the findings as well as directions for future research are offered.     

The relationship between self-control and health: The mediating effect of avoidant coping

Trait self-control is related to a number of positive outcomes, including mental health, interpersonal success, academic success and health-related behaviours. This study sought to explore the relationships between self-control, reports of mental and physical health symptoms and coping styles. The results revealed that higher self-control was related to fewer mental and physical health symptoms and less avoidance coping. There was not a significant relationship between self-control and problem-focused or emotion-focused coping styles. Further, the relationships between self-control and mental and physical health outcomes were partially mediated by avoidance coping style. Specifically, the data suggest lower self-control is associated with unhealthy coping strategies (avoidance coping), which in turn are associated with worse mental health outcomes and greater reports of physical health symptoms. Thus lower trait self-control can serve as an indicator, suggesting circumstances in which individuals' tendencies to engage in unhealthy coping strategies are increased. These findings add to a growing body of literature underscoring the importance of trait self-control.     

Stigma as ego depletion: how being the target of prejudice affects self-control

This research examined whether stigma diminishes people's ability to control their behaviors. Because coping with stigma requires self-regulation, and self-regulation is a limited-capacity resource, we predicted that individuals belonging to stigmatized groups are less able to regulate their own behavior when they become conscious of their stigmatizing status or enter threatening environments. Study 1 uncovered a correlation between stigma sensitivity and self-regulation; the more Black college students were sensitive to prejudice, the less self-control they reported having. By experimentally activating stigma, Studies 2 and 3 provided causal evidence for stigma's ego-depleting qualities: When their stigma was activated, stigmatized participants (Black students and females) showed impaired self-control in two very different domains (attentional and physical self-regulation). These results suggest that (a) stigma is ego depleting and (b) coping with it can weaken the ability to control and regulate one's behaviors in domains unrelated to the stigma.     

Beyond attitude consensus: The social context of persuasion and resistance

The current research presents a new type of social context effect on attitude certainty. It is proposed that when people receive persuasive messages, they appraise their attitudes not only in terms of whether they are shared or not shared by others, but also in terms of whether they are based on similar or dissimilar assessments of the information presented. In two experiments, participants were presented with persuasive messages. In Experiment 1, they were induced to perceive that they responded favorably (persuasion) or unfavorably (resistance) to the message arguments. In Experiment 2, they were allowed to vary in their actual message responses. In both experiments, message response similarity—the degree to which people perceived that their evaluations of persuasive arguments were shared or unshared by others—moderated the classic effect of attitude similarity on attitude certainty. In particular, attitude similarity only affected attitude certainty under conditions of message response similarity. When message responses were believed to be dissimilar, attitude similarity had no effect on attitude certainty.