Related Experiment Video
Updated: Jun 8, 2026

Virtual Agent for Real-Time Motivational Interviewing by Integrating Adaptive Nonverbal Behavior and Language Models
Published on: December 23, 2025
How the adoption of impression management goals alters impression formation
Bryan Gibson1, Elizabeth M Poposki
1Department of Psychology, Central Michigan University, Mount Pleasant, MI 48859, USA. bryan.gibson@cmich.edu
Abstract:
Five experiments (N = 390) tested the hypothesis that adopting an impression management goal leads the impression manager to view an interaction partner as having less of the trait he or she is attempting to express. This hypothesis was confirmed for the impression management goals of appearing introverted, extraverted, smart, confident, and happy. Experiment 2 shows that adoption of the impression goal could alter judgments even when participants could not act on the goal. Experiment 3 provides evidence that adopting an impression management goal prompted a comparison mind-set and that this comparison mind-set activation mediated target judgments. Experiment 4 rules out a potential alternative explanation and provides more direct evidence that comparison of the impression manager's self-concept mediates the impression of the target. Experiment 5 eliminates a potential confound and extends the effect to another impression goal. These experiments highlight the dynamic interplay between impression management and impression formation.
Related Concept Videos
Managing Impressions
Impression Management Techniques I: Managing Appearances
Impression Management Techniques IV: Altercasting
Impression Management Techniques II: Ingratiation
Impression Management Techniques III: Aligning Actions
First Impression

