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Impression management encompasses individuals' deliberate efforts to shape how others perceive them during social interactions. This behavior is often employed to conform to social norms, secure approval, or pursue specific goals. While it involves selective self-presentation, it is not necessarily deceptive; individuals frequently present authentic aspects of themselves that align with situational demands.Common strategies include:Ingratiation: where individuals use flattery or agreeableness...
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Impression Management Effects in the Forced Compliance Situation.

Joanne M Joseph1, Gerald G Gaes1, James T Tedeschi1

  • 1a State University of New York at Albany and Macalester College , USA.

The Journal of Social Psychology
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Summary
This summary is machine-generated.

Forced compliance studies show that manipulating participants' expectations about their behavior influences attitude change. When participants believed their behavior was appropriate, attitude change was observed, supporting impression management theory.

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Area of Science:

  • Psychology
  • Social Psychology

Background:

  • Forced compliance research explores attitude change when individuals act against their beliefs.
  • Impression management theory suggests behavior is motivated by a desire to manage others' perceptions.

Purpose of the Study:

  • To investigate how manipulating situational appropriateness expectations affects attitude change.
  • To compare the effectiveness of dissonance and a modeled condition in inducing attitude change.

Main Methods:

  • Two studies were conducted with undergraduate participants (N=36 and N=142).
  • Participants wrote counterattitudinal essays, and their expectations about situational appropriateness were manipulated.
  • Conditions included agreement, disagreement, no feedback, standard dissonance, and a model condition.

Main Results:

  • Attitude change occurred when participants received agreement or no feedback, but not when disagreement was indicated.
  • Both standard dissonance and the model condition led to attitude change, with dissonance being more effective.
  • Results suggest that managing perceived appropriateness influences attitude shifts.

Conclusions:

  • Findings support impression management theory, indicating that perceived situational appropriateness is a key factor in attitude change.
  • The studies highlight the role of cognitive and social factors in maintaining consistency between attitudes and behaviors.