| Abstract: | Impression management theory maintains that the use of strategic tactics such as self-promotion can influence targets in desired directions. Self-promotion concerns an actor's attempts to establish an image of competence. In this study, a confederate attempted to sell raffle tickets to targets after promoting himself by amazing his targets with his extraordinary calculating skills (high competence), making a fool of himself by exhibiting calculating skills falling far short of pretensions (low competence), or making no impression at all. Amazing targets was achieved by communicating with the experimenter using a concealed communications device. It was found that amazement increased compliance substantially over foolishness and making no impression, while foolishness yielded the same degree of compliance as making no impression. Thus, the utility of self-promotion in influencing others, as predicted by impression management theory, received empirical support. |
