The Construction and Maintenance of Social Self-Presentation in Ingratiation Encounters: an Experimental Study

Abstract

The present study sets out to investigate some of the factors which are related to the form of self-presentation an individual puts forward at one particular time and in one particular situation. In particular, we shall be concentrating on social interaction situations where one actor is motivated to ingratiate himself with the other. Further, we shall primarily be interested in changes in the degree of favourability of the subject's self-presentation. A subsidiary aim of the research is to examine the way the individual copes with evidence of his own self-presentational variability. In chapter I we examine a number of different approaches to the variability of self-presentation. We discuss the adequacy of these approaches and suggest how future study in the social psychology of this area should proceed. Also, we select one area of behaviour, ingratiation-motivated behaviour, upon which to concentrate. This area has already received a degree of research attention. This is reviewed and assessed as regards its need for systematisation, replication, expansion and improved methodology. In particular we elucidate a number of factors which when present in an ingratiation-motivated interaction facilitate a self-enhancing presentation. It is also argued that a full understanding of this area must involve the study of person as well as situational variables. Two possible variables, the sex and esteem level of the subject, are suggested for preliminary study. Finally, we introduce the subsidiary aim of the research to examine the problem created for the individual by a manipulated self-presentation which deviates from his core concept of self. Specifically we address ourselves to two questions. What creates such conflict states? How are they coped with? On the basis of previous research and drawing upon dissonance theory a number of hypotheses are advanced. Our person variables are again included at this stage. In chapter II we describe an experiment which seeks to examine some of these problems. By means of a complex interaction situation involving a number of different self-presentations, information is gathered on the basic principle governing self-enhancement in ingratiation-motivated situations and on the moderating effects of our personal variables, if any. The experiment also sets out to test our hypotheses concerning the reduction of conflict after a manipulated self-presentation. Chapter III contains a complete analysis of the results of this, our first experiment. The principal statistical technique employed is analysis of variance. In Chapter IV we set out to examine those factors which made for a self-derogating presentation in an ingratiation-motivated interaction. We review the previous research in this area and drawing it together with some of the findings from experiment 1 derive a number of tentative hypotheses concerning more complex patterns of self-presentation. Chapter V describes an experiment designed to test these hypotheses. The basic experimental situation involves a realistic job selection interview within which a number of situational factors are manipulated in order to ascertain their effect on the candidate's self-presentation. The sex variable was retained in this second experiment. The statistical analysis of the results of experiment 2 are contained in Chapter VI. Again, analysis of variance is the main technique employed. Finally in Chapter VII we review the findings of our experimental work. We draw attention to some unanswered questions in this area and suggest how future research may go about answering them. In particular we discuss the implications of this area of research for the future study of ingratiation-motivated behaviour per se, and further its possible contribution to other related aspects of social psychology.