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Related Experiment Videos

Self-promotion is not ingratiating.

D K Godfrey, E E Jones, C G Lord

    Journal of Personality and Social Psychology
    |January 1, 1986
    PubMed
    Summary
    This summary is machine-generated.

    Subjects can tell if someone is trying to be likable or competent in conversations. Ingratiators use reactive behaviors, while self-promoters use proactive ones to influence perceptions.

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    Area of Science:

    • Social Psychology
    • Communication Studies

    Background:

    • Understanding social influence and impression management is crucial in interpersonal interactions.
    • Previous research has explored strategies for enhancing likability and competence, but direct behavioral comparisons are limited.

    Purpose of the Study:

    • To investigate the distinct verbal and nonverbal behaviors employed by ingratiators and self-promoters in unstructured conversations.
    • To determine if naive and observer subjects can differentiate between these impression management strategies.
    • To analyze the role of conversational resources in forming attributions of likability and competence.

    Main Methods:

    • Two-session unstructured conversation paradigm with pairs of subjects.
    • Experimental manipulation in the second session: one subject acts as an ingratiator or self-promoter.

    Related Experiment Videos

  • Behavioral coding by observer subjects to verify tactics.
  • Analysis of verbal and nonverbal behaviors used to elicit specific attributions.

    • Main Results:

    • Naive subjects accurately distinguished between ingratiators (seeking likability) and self-promoters (seeking competence).
    • Ingratiators predominantly used reactive behaviors (e.g., agreement, nodding).
    • Self-promoters predominantly used proactive behaviors (e.g., initiating topics, self-disclosure).
    • Preparation time did not significantly alter the behavioral tactics used by either group.

    Conclusions:

    • Individuals employ distinct behavioral repertoires to manage impressions of likability versus competence.
    • Reactive strategies are associated with ingratiation, while proactive strategies are linked to self-promotion.
    • Conversational dynamics play a significant role in the attributions of social traits like likability and competence.