Impression Management Theory and Social Psychological by James T. Tedeschi

By James T. Tedeschi

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Social psychology. : Brooks/Cole, 1977. , & Hewitt, J. P. Aligning actions. American Sociological Review, 1976, 41, 838-849. , & Matza, D. Techniques of neutralization: A theory of delinquency. American Journal of Sociology, 1957, 22, 664-670. Tedeschi, J. T. Attributions, liking, and power. In T. ), Foundations of interpersonal attraction. New York: Academic Press, 1974. Tedeschi, J. , Bonoma, T. , & Schlenker, B. R. Influence, decision, and compliance. In J. T. ), The social influence processes.

However, in some ways their most important function for impression management rests on the ease with which they interact with other (especially verbal) behaviors to modify their meaning; this will be discussed in a bit more detail later in this chapter. Artifactual Displays. There is almost no research literature on the use of appearance cues, possessions, and the like in impression management, although in everday life they are surely commonly used. , 1979). Moreover the very success of books on how to dress for success and the saturation of the mass media with cosmetics and status-possessions commercials suggest that at the least people believe that artifactual displays affect impressions.

Quite apart from considerations of credibility, the self-confident good student seems a different kind of person from his more modest counterpart. Toward a Theory This chapter is not designed to be a review of the available research on self-presentation. Rather, I will present a set of what I hope to be useful distinctions and variables that ought to be examined more closely in em- 2. Tactical Self-Presentations: Toward a Broader Conception 29 pirical research. The tone will be somewhat critical.

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