Self-perception theory proposes that we form our self-concept by observing our own behaviors, then

making assumptions about our internal values, attitudes, and so on based on those behaviors.

2. Self-discrepancy theory suggests that instead of a single self, we all have three selves: (1) the actual
self (who we are right now), (2) the ideal self (who we’d like to become), and (3) the ought self (who
others expect us to be). When our actual self doesn’t match our ideal self, we experience
dejectionrelated emotions. When our actual self doesn’t match our ought self, we experience agitation-
related emotions.

3. Self-expansion theory is the idea that we all want to grow and improve, and one way to do that it to
cognitively include other people into our self-concept. One way to measure this cognitive self-expansion
is through the Inclusion of the Other in the Self Scale, which shows a series of seven progressively
overlapping circles; participants choose the one that best represents how they include someone else in
their self-concept.

Self-presentation (also called impression management) refers to the ways we adjust our self in public to
gain social acceptance or influence. Specific ways we alter self-presentation include ingratiation, self-
promotion, and conspicuous consumption.

2. Phineas Gage’s famous accident revealed a connection between the self and the brain. After Gage
suffered brain damage, his personality changed, but his ability to change his self-presentation also went
away. Chameleons can change color to disguise themselves and fit into their environment. Are people
capable of similar changes, based on their social environment? CHAPTER 3 The Social Self 19

3. Self-monitoring refers how much we choose to alter our public presentations of self in different social
situations, in an attempt to fit in. People who are high self-monitors change across situations, while low
self-monitors act consistently regardless of the situation

The self is a constructed story that we tell our selves about ourselves. Optimal margin theory explains
that small to moderate levels of positive illusions can be helpful in maintaining a positive self-concept.

2. Three specific types of self-serving cognitive biases are biased views of (1) our own traits, (2) our own
behaviors, and (3) feedback about the self.

3. Positive illusions can also be seen within social relationships, such as between dating partners.

ingratiation
an attempt to get others to like us
What are the four ingratiation strategies?
1. express liking for others 2. Creating similarity 3. Making ourselves
physically attractive 4. Projecting Modesty

How do we express liking for others?

-verbal flattery -nonverbal behaviors such as smiling and mimicking behavior
-e.g. true smiles differ from false smiles - muscles in smile FACS -true smiles-
cheeks raise and skin around our eyes wrinkle -true smile more symmetrical
-false smiles are often held longer
How do we create similarity?
-people realize that other people like those who are SIMILAR to them -people
sometimes change their public opinions to get DESIRABLE others to LIKE
them -opinion conformity
Why should we make ourselves physically attractive?
-ingratiation strategy (to get others to like us) -Liked more; more honest; more
likely to be hired for managerial position; elected for public office; receive
shorter sentences for felonies -teacher--attractive and unattractive;
kindergardeners ; saw attractive women as better teacher!
Why should we project modesty?
-ingratiation strategy (to get others to like us) - those who down play
successes are more liked
-Cultural differences: -African Americans more tolerant of TRUE bragging
-Asian Americans are the most likely to project modesty
When is ingratiation likely to occur in what type of situations ?
-people who are in positions of power; desire to form a friendship; have power over us
-Interview; friend;stranger;more modest with friends than with stranger -More power-->
more ingratiation (such as supervisor) and actually is successful
elf-promotion
-an attempt to get others to see us as competent
What are the four strategies to appear competent? -To appear competent,
people use the strategy of...
-Staging performances -Claiming competence -Using the trapping of
competence -Making excuses, claiming obstacles