Chapter 5 Lecture Notes

Question 1

5 different ways we present ourselves depending on social situation

Answer 1

1) ingratiation
2) intimidation
3) competant
4) exemplification
5) supplification

Question 2

define ingratiation. Examples?

Answer 2

presenting yourself that you hope will get others to like you.

ex/ complimenting, using flattery, praising others, pointing out similarities

Question 3

How did Seiter and Dutson (2007) study ingratiation? (hair stylists)

Answer 3

at a hair salon; stylists were asked to give clients a compliment (either directly about their hair or “any hairstyle looks good on you”), or no compliemnet.

DV= amount of tip given.

There was a significant drop in tip percentage if no compliment was given.

Question 4

How did Zanna and Pack study ingratiation (pointing out similarities). What kind of design was this?

Answer 4

-studied if we pretend to be similar to someone if we want someone to like us.
- researched female participants
condition 1: researchers described male that is desirable
condition2: researchers described male that is undesirable.

• had women fill out a questionaire on their attitudes on WOMEN, but were showed the mans answer to see how he filled it out. the participants thought he’d see their response.
• the “mans response” either appeared to be very traditional, or that he favored equality for women.

2x2 design- male is either desirable/not, and had traditional/equal views/

outcome: when male was described as desirable, the women expressed the same attitudes towards women that he did, regardless if he expressed egalitarian or mysogynistic views. When male was not desirable, the views of the women differed.

Question 5

Moner and Seroy coined the ingratiator’s dilemma. what is this?

Answer 5

the more desperate for someone to like you, the less effective your ability to employ the complimenting ingratiation strategies because it may not sound sincere.

problem with ingratiation: when person becomes aware that you are copying them or faking compliments, they will like you even LESS

Question 6

How does a person in low power show intimidation? a person in high power?

Answer 6

high power: you make more eye contact, you may position yourself at the head of the table.

low power; you may try and manipulate the other person by threatening to kill yourself.

Question 7

When presenting yourself as competant through self promotion, this tactic must be ____. why?

Answer 7

indirect. you can’t just tell someone that youre smart. You need to apply it. you may try to create situations where you can show off your competance. (ex/ hanging a diploma on a wall)

Question 8

What is the self presentation method of exemplification? this tactic must be ____.

Answer 8

portraying yourself as a good person with good morals. Must be indirect, you can’t just say “i’m a good person” you have to show it.

Question 9

What is the self presentation method of supplication?

Answer 9

wanting to come off as needy/helpless/dependent. wanting someone to help us, wanting sympathy.

Question 10

What is the self evaluation maintenance model? Assumptions? What does it involve?

Answer 10

Focuses on how other people affect the way we evaluate ourselves.
assumes that we start life with wanting to feel good about ourselves ( may be culturally dependent)

• involves both REFLECTION and COMPARISON.

Question 11

What is the reflection aspect of the self evaluation maintenance model?

Answer 11

the process of basking in the glory of someone else’s accomplisments who you are close to. Gives us an esteem boost.

Question 12

In order to “positively” reflect on someone elses accomplishments, what two conditions must be observed? What do we often do as a result of this confidence boost?

Answer 12

we only bask in the glory of someone else’s accomplishments if:

1) we are close to someone
2) the accomplshment is societally astonishing

because we get a self esteem boost, we may:

1) exaggerate the accomplishment
2) exaggerate our relationship with the person.

Question 13

what is the comparison aspect of the self evaluation maintenace model?

Answer 13

the idea that self esteem is threatened if we are OUTPERFORMED by someone, and if that person is close to you.

Question 14

in the self evaluation maintenance model, we either ___ or ___ depending on how important the topic is for you to perform well in that area. What is this called?

Answer 14

in the self evaluation maintenance model, we either REFLECT or COMPARE depending on how important the topic is for you to perform well in that area.

Called RELEVANCE

Question 15

if relevance is Low:

Answer 15

we are more likely to reflect and be happy for the person depending on how close they are to you

Question 16

if relevance is high:

Answer 16

we are likely to compare. we don’t want to compete or be outperformed.

Question 17

when we are feeling bad due to comparison, our self esteem suffers. what are 3 ways to reduce self esteem?

Answer 17

1) reduce the relevance to you “oh well, i didn’t like that anyway”
2) reduce the closeness of the person to you “we’re not even friends”
3) change your performance by practicing, or HINDER the performance of the other person

Question 18

Describe how Tesser and Campbell (1980) studied self esteem restoration by reducing relevance. How did they manipulate relevance and closeness?

Answer 18

• studied female participants with 2 tasks and manipulated both relevance and closeness
  1) social sensitivity test: ppl were told those who scored high tend to be good social workers and therapists

2) test of aesthetic judgemnet; said people who scored high tended to be good architects.
- asked participants “how important is it to you to be high in social sensitivity or have good aesthetic judgement?” (ASSESSED RELEVANCE)
- they also had a confederate in the lab. Participants told that she was their partner for the experiment. Tried to create feelings of closeness to the confederate and participant in one of the groups –> “ we put you two together bc according to the preliminary questionnaire, you guys are really similar, or really dissimilar) (ASSESSED CLOSENESS)

• after manipulating relevance and closeness, the participants took the test.
• Told one group that the first test results were below avg test score (both confederate and pt scored 4/10).
• the confederate and pt take 2nd test; pt got 6/10 but confederate got 8/10.
• people feel better in first scenario even though they scored worst compared to the second test, becase you aren’t being outperformed by your confederate partner.

Afterwards, the researchers asked the same question “how important is it to you to perform well”?
- pt who LOST due to lack of response decided that when threatened, RELEVANCE DIMINISHES –> “social awareness doesn’t matter as much” in the condition were participants scored 6/10 rather than 8/10 confederate.

therefore, when your self esteem drops, you try and restore it by reducing the relevance of the topic.

Question 19

Explain the archival study Tesser did to evaluate reducing closeness to someone who is outperforming you in a field that is highly relevant to you

Answer 19

• he read the biographies of outstanding scientists.
• noted that if scientist’s father was also a scientist, their relationship was described as cold and distant.
• perhaps the father felt outperformed in a high-relevance area by their son, and father dealth with the threat by pulling wawy.
• the fathers couldn’t reduce the relevance of science to safe their self esteem, they dedicated their whole life to thaty.

Question 20

How did Tesser and Smith study how people hinder the performance of someone we’re CLOSE to when they outperform us?

Answer 20

-studied males. 4 people in the lab, 2 pairs of friends.
Task: word guessing game. 1 person tries to guess a word, other 3 people give them clues. they can choose to give you easy or hard clues.

• implementation of a self esteem threat after a couple rounds. The word guessing game is either described as 1) A REFLECTION OF INTELLIGENCE (HIGH RELEVANCE) or 2) just a game (LOW RELEVANCE).
• experimenter takes a person aside and gives them feedback. If not performing well, there is a self esteem threat. Once you’re feeling threatened do you try to hinder other people’s performance by giving harder clues?

results:
1) if the guessing game had high relevance: there is a self esteem threat and harder clues were given to the other participants. They have the ardest clues to your friend than to other strangers. They did not want to be outperformed by their friend.

2) if low relevance: not threatening. people helped their friend more than strangers.

Question 21

T/F: Males tend to be more competitive with their male friends than females are

Answer 21

true.

Question 22

Self efficacy

Answer 22

your belief that you have teh ability to succeed and reach your goals.

Question 23

if you have high self efficacy, you:

Answer 23

believe that you have what it takes to overcome obstacles in your way to a goal.

Question 24

T/F: there is a correlation between your self-efficacy and your abilities

Answer 24

false. people high in self efficacy don’t necessarily have more abilities than people low in self efficacy.

the fact that you believe you can succeed will actually help you achieve those goals, even if they don’t have more abilities than those low in self efficacy,

Question 25

people who are high in self efficacy believe in ___ healthbehaviors

Answer 25

POSItIVE.

Question 26

How did Sakar (2009) study self efficacy in heart disease)? What did he measure?

Answer 26

• large study. took 1000 people with heart disease and assessed CARDIAC SELF EFFICACY (do you have what it takes to manage your heart condition)
• asked on a scale how confident people are in promoting their heart health (SELF EFFICACY)
• followed 1000 people for 4 years.
  DV= hospitalization for heart issues and mortality rate.

found= people who were confident that they can mange their heart condiiton were less likely to have been hospitalized. people high in slf efficcacy were more likely to be alive 4 years later.

Question 27

5 reason why people high in self efficacy are more likely to achieve their goals

Answer 27

1) increased effort
2) mindset
3) problem solving
4) anxiety coping strategies
5) focus and attention

Question 28

How did DIxon and Schertz measure the correlation between effort and self efficacy?

Answer 28

• studied sales people making cold calls
• asked to focus on their recent sales failure
• they were asked to react. People high in self efficacy -> they planned to work harder in future sales. (PUT IN MORE EFFORT)

Question 29

People high in self efficacy tend to have a ____ mindset

Answer 29

success mindset.

Question 30

Explain how Sherman et all studied the mindset of people with high self efficacy

Answer 30

• told people theyd be taking an anagram test.
• 1 group of participants were told that they should imagine doing well
• 2nd group told to imagine having done poorly
• 3rd gropu; didn’t imagine anything prior to the test

1st group (high self efficacy solved 15 annagrams.
2nd group solved average of 11
control solved 13.5.

these differences are due to self efficacy and success mindset.

Question 31

explain how Blittner (1978) studied the relationship between self efficacy and mindset (health realted)

Answer 31

• conducted with people who wanted to quit smoking.
• 1/3 of people were told that they were selected because they have a lot of will power
• 1/3 were told they were randomly selected
• control group- weren’t toold anything

found: self efficacy (1/3 group with willpower and self control, 67% were able to quit smoking)

• 28% of randomly selected participants quit smoking
• 6% of control quit

they all went through the same program.

Question 32

relationship between problem solving and self efficacy

Answer 32

people high in self efficacy can figure out better solutions

Question 33

relationship between anxiety and self efficacy

Answer 33

people high in self efficacy manage their anxiety better.

Question 34

relationship between focus of attention and self efficacy

Answer 34

people who are high in self-efficacy focus their attention i the task and aren’t likely to get distracted.

Question 35

our beliefs of self efficacy are mainly from:

Answer 35

childhood experience of success and failure. they form our expectations now.