Ch4 Presenting The Self Test Questions & Answers

Chapter 4

Presenting the Self

Total Assessment Guide (T.A.G.)

Topic	Question Type	Remember the Facts	Understand the Concepts	Apply What You Know	Analyze It
4.1 What Is Self-Presentation?	Multiple Choice	1, 2, 8, 13, 17, 22, 24, 25	3, 4, 5, 7, 30, 32	6, 9, 10, 11, 12, 14, 16 18, 19, 20, 21, 23	15, 26, 27, 28, 29, 31
	Short Answer	102, 104	103, 105, 106
	Essay			115
4.2 Appearing Likable	Multiple Choice	33, 37, 48, 60, 65	35, 38, 42, 43, 44, 51, 52, 56, 57, 63, 66	34, 36, 39, 45, 47, 49, 53, 54, 55, 61, 62, 64, 67	40, 41, 46, 50, 58, 59
	Short Answer		108	107, 109
	Essay		117	115, 116
4.3 Appearing Competent	Multiple Choice	68, 81	69, 70, 71, 73, 74, 76, 77, 78, 79, 80, 82, 84, 86	72, 75, 83, 85, 87
	Short Answer		110
	Essay			118, 119	120
4.4 Conveying Status and Power	Multiple Choice	90, 92, 95	88, 89, 93, 94, 100, 101	91, 98, 99	96
	Short Answer		111, 113	112, 114
	Essay			121, 122	123

Chapter 4 Presenting the Self

Multiple Choice Questions

1) The process through which we try to control the impressions people form of us is known as __________.

A) self-monitoring

B) public self-consciousness

C) self-presentation

D) self-handicapping

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: What Is Self-Presentation?

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

2) Self-presentation is sometimes called __________.

A) socialization

B) public self-consciousness

C) impression management

D) self-handicapping

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: What Is Self-Presentation?

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

3) According to the textbook, we often spend time with those who __________.

A) make us change who we are

B) see us as we see ourselves

C) do not see us as we see ourselves

D) do not accept us for who we are

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: Why Do People Self-Present?

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

4) People tend to present their __________ on social media.

A) idealized selves

B) actual selves

C) false selves

D) negative selves

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: Why Do People Self-Present?

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

5) People who have a positive self-view tend to prefer to spend time with people who __________.

A) have positive self-image too

B) people who have a negative self-view

C) people who evaluate them negatively

D) people who evaluate them positively

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: Why Do People Self-Present?

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

6) Jared tends to display his weaknesses and downplay his positive characteristics. With whom is he is likely to prefer to spend time?

A) people who have positive self-images

B) people who have a negative self-view

C) people who evaluate him negatively

D) people who evaluate him positively

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: Why Do People Self-Present?

Difficulty Level: Difficult

Skill Level: Apply What You Know

7) A person who “acts the part” may alter his or her self-image via the process of __________.

A) self-perception

B) self-monitoring

C) self-handicapping

D) self-consciousness

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: Why Do People Self-Present?

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

8) The perspective that much of social interaction can be thought of as a play, with actors, performances, settings, scripts, props, and roles, is called the __________.

A) self-perception perspective

B) dramaturgical perspective

C) life is a play perspective

D) world is a stage perspective

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: Why Do People Self-Present?

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

9) Imagine that you have been working in a big company for two years and you hope to be promoted to a managerial position. According to the dramaturgical perspective, you will increase your chances of being promoted if you __________.

A) invite your boss to a theater performance

B) never admit to your colleagues that you want to be promoted

C) pretend that you are going to leave the company soon

D) buy an expensive briefcase and wear formal clothes to work as you would if you were a manager

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: Why Do People Self-Present?

Difficulty Level: Difficult

Skill Level: Apply What You Know

10) Which of the following is a motive for engaging in self-presentation?

A) to obtain things we need and value

B) to conserve mental effort

C) to interrupt our social interactions

D) to create true self-identities

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: Why Do People Self-Present?

Difficulty Level: Difficult

Skill Level: Apply What You Know

11) We often see ourselves in the public eye, even when we are not. This is called __________.

A) the dramaturgical perspective

B) the spotlight effect

C) the idealized self

D) the social media effect

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: When Do People Self-Present?

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

12) Which of the following scenarios is an example of the spotlight effect?

A) Mariana dresses very nicely for a job interview.

B) Steve plays the role of class clown, hoping that people pay attention to him.

C) Monica mistakenly thinks lots of people are staring at her bad haircut in the mall.

D) Yoshi has fallen in love with Yumi and can’t stop himself from looking at her.

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: When Do People Self-Present?

Difficulty Level: Difficult

Skill Level: Apply What You Know

13) The degree to which people believe others pay attention to them is called __________.

A) self-presentation

B) social anxiety

C) public self-consciousness

D) narcissism

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: When Do People Self-Present?

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

14) Which statement is correct?

A) People high in public self-consciousness are especially attuned to how others view them, respond negatively to rejection, and focus to a greater degree on their reputation and appearance.

B) People low in public self-consciousness are especially attuned to how others view them, respond negatively to rejection, and focus to a greater degree on their reputation and appearance.

C) People high in public self-consciousness are especially attuned to how others view them, respond positively to rejection, and focus to a greater degree on their reputation and appearance.

D) People low in public self-consciousness are especially attuned to how others view them, respond positively to rejection, and focus to a greater degree on their reputation and appearance.

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: When Do People Self-Present?

Difficulty Level: Difficult

Skill Level: Apply What You Know

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

15) In which of the following conditions would a person become more concerned with strategic self-presentation?

A) when he or she is low in self-monitoring

B) when controlling something he or she wants

C) when he or she is trying to reach an important goal

D) when he or she thinks observers hold desired impressions of them

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: When Do People Self-Present?

Difficulty Level: Difficult

Skill Level: Analyze It

16) Imagine that you are visiting a graduate school to which you have applied. You would be more likely to engage in self-presentation during your visit __________.

A) if you believe the people who recruited you see you as not very qualified for their program

B) if you believe the people who recruited you see you as highly qualified for their program

C) if you are not sure whether you want to study in this school

D) when you talk to the graduate students, as opposed to the faculty members

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: When Do People Self-Present?

Difficulty Level: Difficult

Skill Level: Apply What You Know

17) The tendency to be chronically concerned with one’s public image and to adjust one’s actions to fit the needs of the situation is called __________.

A) self-presentation

B) social anxiety

C) public self-consciousness

D) self-monitoring

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: When Do People Self-Present?

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

18) If you like to put on a show, are good at acting, and try to behave in ways that others will approve, you would likely score high on a test of __________.

A) public self-consciousness

B) self-monitoring

C) collectivist motivation

D) power motivation

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: When Do People Self-Present?

Difficulty Level: Difficult

Skill Level: Apply What You Know

19) Tony isn’t very concerned about his public image and doesn’t expend much effort trying to make people like him. He probably would score low on a test of __________.

A) deception motivation

B) self-monitoring

C) private self-consciousness

D) self-handicapping

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: When Do People Self-Present?

Difficulty Level: Moderate

Skill Level: Apply What You Know

20) Helena has risen fast at the marketing company where she works. Her success is due, in part, to her extraordinary social abilities. She is extremely skillful at detecting what others want and then tailoring her behavior to fit situational demands. She is also astute in detecting deception by others and is not easily manipulated by others. Based on this information, you can predict that Helena would score high on __________.

A) social anxiety

B) collectivism

C) self-monitoring

D) authoritarianism

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: When Do People Self-Present?

Difficulty Level: Difficult

Skill Level: Apply What You Know

21) Under which situation would Olga most likely attempt to self-present?

A) when asking a salesperson which color paper to buy

B) when talking to her mom about which psychology class to take

C) when interviewing for her dream job

D) when her boss is very happy with her performance

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: The Nature of Self-Presentation

Difficulty Level: Moderate

Skill Level: Apply What You Know

22) The fear of self-presentational failure has been labeled __________.

A) public self-consciousness

B) self-monitoring

C) impression management angst

D) social anxiety

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: The Nature of Self-Presentation

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

23) On his first date with Ingrid, Justin is extremely nervous. He fears that, despite his best efforts, she will form an undesirable impression of him. According to your text, Justin is experiencing __________.

A) private self-consciousness

B) a failure to self-monitor

C) social anxiety

D) a multiple audience dilemma

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: The Nature of Self-Presentation

Difficulty Level: Difficult

Skill Level: Apply What You Know

24) What percentage of Americans label themselves as shy?

A) 10 to 20 percent

B) 20 to 30 percent

C) 30 to 40 percent

D) 40 to 50 percent

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: The Nature of Self-Presentation

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

25) What percentage of Americans meet the classification requirements to be labeled socially phobic?

A) approximately 2 percent

B) approximately 5 percent

C) approximately 8 percent

D) approximately 10 percent

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: The Nature of Self-Presentation

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

26) Self-presentation can help people obtain desirable responses. One major disadvantage, however, is that __________.

A) only high self-monitors are capable of favorable self-presentation

B) it makes social interaction less smooth

C) when people are caught “presenting” instead of being themselves, they are perceived as untrustworthy

D) people who are good at self-presenting are less able to detect when others are being manipulative

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: The Nature of Self-Presentation

Difficulty Level: Difficult

Skill Level: Analyze It

27) Which statement is accurate regarding the ability of professionals to detect lies?

A) Professionals are able to detect lies in almost every case through observing verbal and nonverbal cues.

B) Professionals are able to detect lies in almost every case through the polygraph lie detector machine.

C) Professionals are able to detect lies in almost every case through measuring brain waves.

D) Detecting a stranger’s lie is difficult and very few people are good at it, including professionals.

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: The Nature of Self-Presentation

Difficulty Level: Difficult

Skill Level: Analyze It

28) Which statement is accurate regarding our ability to detect deception in others?

A) Most people perform quite well when attempting to detect lying by strangers but may become less accurate if they focus on nonverbal behavior.

B) People are not very accurate when attempting to detect lying by intimates but may become more accurate if they suspect the intimates of not telling the truth to begin with.

C) The polygraph has proved to be a highly effective method for detecting lying, especially when a suspect does not believe in its effectiveness.

D) People are not able to mask the cues that reveal deception.

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: The Nature of Self-Presentation

Difficulty Level: Difficult

Skill Level: Analyze It

29) According to research, __________.

A) detecting strangers’ lies is fairly easy

B) very few people are even minimally good at detecting strangers’ lies

C) the polygraph is very accurate in determining when one is lying

D) we are better at detecting our lovers’ lies when we suspect that they are not telling the truth to begin with

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: The Nature of Self-Presentation

Difficulty Level: Difficult

Skill Level: Analyze It

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.; 2.1 Use scientific reasoning to interpret psychology phenomena.

30) The polygraph method of detecting lying rests on which of the following assumptions?

A) People experience little guilt and anxiety when lying.

B) People become physiologically aroused when lying.

C) People are likely to experience physiological arousal even when they tell the truth.

D) People are generally successful in controlling their physiological reactions.

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: The Nature of Self-Presentation

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

31) Which statement about the polygraph method of detecting lying is accurate?

A) A suspect’s reactivity to target versus control questions is compared to others who answer the same questions.

B) It assumes that people can limit their physiological arousal when lying.

C) Fear and/or anger experienced by the suspect can be interpreted as lying.

D) It shows better results when the suspect does not believe in the reliability of the test.

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: The Nature of Self-Presentation

Difficulty Level: Difficult

Skill Level: Analyze It

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

32) According to the textbook, self-presentation is typically about __________.

A) understanding ourselves

B) revealing ourselves strategically

C) manufacturing ourselves

D) re-evaluating ourselves

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: The Nature of Self-Presentation

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

33) Ingratiation is __________.

A) another word for deception

B) limited to expressing liking for others

C) typically going to be seen as false

D) an attempt to get others to like us

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

34) Katrina expresses liking for Lina and often pays her compliments. Katrina’s strategies are likely motivated by her desire to appear __________.

A) likable

B) competent

C) moral

D) of high status

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Difficult

Skill Level: Apply What You Know

35) According to the textbook, the phrase “flattery will get you nowhere,” is __________.

A) a phrase to live by

B) an untrue phrase

C) a correct cultural maxim

D) the opposite of ingratiation

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

36) You are working on a project as a research assistant for a psychology professor. Which of the following would make you more successful in getting another research assistant in the lab to like you?

A) smiling less at him or her than others

B) avoiding eye contact with him or her

C) asking him or her for advice

D) acting like you do not really like the professor

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Moderate

Skill Level: Apply What You Know

37) Flattery appears to emerge during the __________ years.

A) infancy

B) preschool

C) elementary school

D) adolescent

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

38) What has social psychological research revealed about flattery?

A) People are able to recognize flattery and usually are not affected by it.

B) Most of the time, flattery creates a negative impression rather than a positive impression.

C) Flattery is successful only when it is expressed through nonverbal means like nodding and smiling.

D) Although we are quick to interpret as insincere the compliments people make toward others, we readily accept compliments directed toward us.

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Difficult

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

39) You notice that John, one of your classmates, often pays compliments to your friends only to get them to form a more positive impression of him. When John pays you a compliment, __________.

A) you are likely to recognize it as flattery and not to be affected by it

B) you will probably form an even more negative impression of John

C) you will probably accept his compliments as sincere and start to like him more

D) your friends are not likely to recognize it as a flattery

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Difficult

Skill Level: Apply What You Know

40) What does research show about false smiles?

A) There are no differences in how our mouth forms true enjoyment smiles and false smiles.

B) False smiles are held for shorter periods of time than true enjoyment smiles.

C) False smiles are less symmetrical than true enjoyment smiles.

D) Researchers are not very good at detecting false smiles in strangers.

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Difficult

Skill Level: Analyze It

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

41) According to research, if you try to fake a smile, the recipient might perceive it as fake because __________.

A) people tend to show their teeth too much in a false smile

B) people have a difficult time controlling the muscles that normally crinkle their eyes in a true smile

C) people who are faking smiles tend to move their muscles in a highly symmetrical manner

D) people who are faking smiles often fail to make eye contact

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Difficult

Skill Level: Analyze It

42) According to research conducted by Paul Ekman and Wallace Friesen (1978), people __________.

A) are easily fooled by fake smiles

B) tend to look at the wrong cues to deception

C) can often detect fake smiles

D) have trouble detecting smiles for people of the opposite sex

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Moderate

Skill Level: Understand the Concepts

43) Which of the following is an ingratiation strategy?

A) Pointing out similarities with others

B) Criticizing others

C) Projecting low status and power

D) Trying to appear as less attractive

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

44) In a study at Princeton University described in the text, women who expected to meet a Princeton senior who was athletic and unattached tended to __________ to make themselves appear more __________.

A) de-emphasize their intelligence; desirable

B) de-emphasize their traditional feminine qualities; desirable

C) emphasize their own career goals; competent

D) shift their opinions to match his; similar

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.; 2.5 Incorporate sociocultural factors in scientific inquiry.

45) Nicole has just met some new people on her campus. During a discussion of campus issues, she modifies her opinions so that they match those of her new friends. The most likely reason Nicole did this is that __________.

A) people judge others primarily on their political attitudes

B) creating similarity is a successful ingratiation strategy

C) this form of self-handicapping tends to make people more likable

D) Nicole is a low self-monitor

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Difficult

Skill Level: Apply What You Know

46) Which statement is consistent with research findings on the impact of physical attractiveness?

A) Physically attractive people are more likely to be hired for managerial positions.

B) Physically attractive people appear more likable but also less competent than those who are less attractive.

C) Physically attractive people are perceived as less honest.

D) Physically attractive people are viewed more positively only by members of the opposite sex.

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Difficult

Skill Level: Analyze It

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

47) Cindy is highly attractive. Which statement is most likely to be true about Cindy?

A) Cindy probably is paid less than a less attractive person in the same job.

B) Cindy is less likely to be turned down for a managerial position.

C) If Cindy is a baby, she likely receives less affection from her mother than a less attractive baby.

D) Cindy is less likely to be elected to public office.

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Difficult

Skill Level: Apply What You Know

48) Which of the following is an ingratiation strategy?

A) creating differences

B) projecting modesty

C) self-handicapping

D) making oneself less physically attractive

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Moderate

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

49) Oren has just met some new people and he wants them to like him. Based on the information presented in your text, which of the following tactics would you recommend?

A) demonstrate his competence by “staging a performance”

B) point out some minor/unimportant weaknesses in himself

C) avoid eye contact

D) boast how wonderful he is

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Moderate

Skill Level: Apply What You Know

50) Projecting modesty to get someone to like you can be a successful strategy, but it has its risks. Which of the following is a risk mentioned in your textbook?

A) If you appear insincere, people will think you are arrogant.

B) If you are not modest, others might think that you possess very low self-esteem or little self-insight.

C) Other people often ignore those who try to project modesty.

D) If people do not know your successes, they may believe you when you say you lack talent.

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Difficult

Skill Level: Analyze It

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

51) In a study on the effects of expressed modesty on interpersonal attraction, African American students and European American students read about a student described as either a nonbragger, an untruthful bragger, or a truthful bragger. The results of the study indicated that __________.

A) both groups of students equally disliked the nonbragger

B) the African American students disliked the untruthful bragger more than the European American students did

C) the African American students liked the truthful bragger more than the European American students did

D) the European American students liked the truthful bragger more than the African American students did

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

52) What have researchers found about the effects of expressed modesty and immodesty on interpersonal attraction across cultures?

A) Americans tend to dislike modest persons.

B) European Americans tend to be more tolerant of personal boastfulness than African Americans.

C) Immodesty, when it is truthful, is tolerated more by African Americans than by European Americans.

D) European Americans value personal modesty more than Asian Americans.

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

53) According to research on the modesty norms across cultures, which of the following people is least likely to brag?

A) James, an African American man

B) John, a Caucasian man

C) Kelly, a Caucasian woman

D) Hong-yi, an Asian woman

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Difficult

Skill Level: Apply What You Know

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.; 1.3 Describe applications that employ discipline-based problem solving.; 2.1 Use scientific reasoning to interpret psychology phenomena.

54) Reilly has separate college interviews scheduled with a Roger, an African American, and Winnie, an Asian American. To be best liked, Reilly should __________.

A) be modest with Roger but boast truthfully to Winnie

B) be modest with both Roger and Winnie

C) boast untruthfully to Roger but be modest with Winnie

D) boast truthfully to Roger but be modest with Winnie

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Difficult

Skill Level: Apply What You Know

55) Who among the following individuals would be most likely to act modestly?

A) Robert, who is talking to a stranger

B) Chunyan, who is talking to her friends from Korea

C) Richard, who is the manager of the accounting department

D) Jim, who is an African American jazz singer

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Difficult

Skill Level: Apply What You Know

56) Researchers comparing the self-presentation tactics of women and men have observed that __________.

A) women are more motivated to be liked than are men

B) women are rewarded less than are men for presenting themselves in likable ways

C) males become more nonverbally agreeable than females as they pass through adolescence

D) women and men have an equal desire to be liked

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Gender and Narcissism

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.; 2.5 Incorporate sociocultural factors in scientific inquiry.

57) Researchers comparing the self-presentation tactics of women and men have observed that in social situations __________.

A) women smile more than men do

B) women are more focused on presenting themselves as having status and power

C) men are more likely to adjust their opinions to conform to others’ opinions

D) men are more likely to use ingratiating strategies

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Gender and Narcissism

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.; 2.5 Incorporate sociocultural factors in scientific inquiry.

58) Which statement about people who have high levels of testosterone is correct?

A) They are less likely to smile to achieve their goals.

B) They are less confrontational.

C) They are more concerned with the welfare of others.

D) They are more likely to use politeness to achieve their goals.

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Gender and Narcissism

Difficulty Level: Difficult

Skill Level: Analyze It

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

59) Who among the following individuals would be most likely to behave in a friendly, ingratiating way?

A) a high-status person

B) a female

C) a person with high levels of testosterone

D) a man talking to another man

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Gender and Narcissism

Difficulty Level: Difficult

Skill Level: Analyze It

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

60) A characteristic associated with a reduced sense of empathy for others and a heightened desire for others is __________.

A) narcissism

B) grandiosity

C) compassion

D) hostility

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Gender and Narcissism

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

61) Stanley has a strong need to maintain a grandiose self-image and has a hard time projecting modesty. Stanley is likely high in __________.

A) narcissism

B) agreeableness

C) compassion

D) conscientiousness

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Gender and Narcissism

Difficulty Level: Difficult

Skill Level: Apply What You Know

62) Rebecca is the manager of the financial aid office at a college. In which of the following situations will Rebecca be less motivated to behave in an ingratiating way?

A) when she is talking to her friends

B) when she is talking to president of the college

C) when she is talking to the staff of the financial aid department

D) when she is talking to her sister

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Potential Friends and Power-Holders

Difficulty Level: Difficult

Skill Level: Apply What You Know

63) Which statement is correct about ingratiation in the business world?

A) Persons in the business world become astute at detecting ingratiation attempts, and it is not recommended as a strategy for those seeking to succeed.

B) Persons who ingratiate themselves to their superiors tend to be paid more than those who do not ingratiate themselves.

C) Members of higher social classes are more likely to strategically use agreement with a job interviewer and to provide socially appropriate responses.

D) People in powerful positions are more likely to use ingratiating strategies.

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Potential Friends and Power-Holders

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

64) Paulette wishes to obtain a favor from her manager, so she praises him over the phone. At the same time, however, she makes faces and rolls her eyes for the benefit of her roommates, who are witnessing her conversation. According to your textbook, Paulette is attempting to __________.

A) manage the multiple audience dilemma

B) manage an ingratiation-dignity conflict

C) cope with her integrity maintenance concerns

D) negotiate simultaneous identities

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Multiple Audiences

Difficulty Level: Difficult

Skill Level: Apply What You Know

65) The term __________ refers to situations in which an individual needs to present different images to different observers, often at the same time.

A) multiple audience dilemma

B) ingratiation-dignity conflict

C) integrity maintenance problem

D) simultaneous identity conflict

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Multiple Audiences

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

66) Moderating our presentation and presenting different messages on different communication channels are strategies used when we need to __________.

A) be perceived as competent

B) convey high status and power

C) present different self-images to different audiences

D) be perceived as modest

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Multiple Audiences

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

67) Gary, a politician, has a multiple audience dilemma: To one audience he wants to appear as a strong fighter against terrorism but to another audience he wants to be seen as opposed to a recent military campaign. Which of the following strategies is a successful way to manage this dilemma?

A) Give separate speeches to the two different audiences.

B) Moderate his message so that it is a compromise between the desires of the two audiences.

C) Present ambiguous statements that appeal to both audiences because they can interpret them differently.

D) When making a statement to one of the audiences, give nonverbal signals indicating that he does not really believe what he is saying.

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Multiple Audiences

Difficulty Level: Difficult

Skill Level: Apply What You Know

68) The textbook defines self-promotion as an attempt to get others to __________.

A) see us as competent

B) see us as having status and power

C) see us as similar to them

D) like us

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: Strategies of Self-Promotion

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

69) Making excuses, claiming obstacles, staging performances, and “dressing the part” are all strategies of __________.

A) facade fabrication

B) self-promotion

C) ingratiation

D) narcissistic display

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: Strategies of Self-Promotion

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

70) Which of the following self-presentational strategies is especially useful for people seeking to convey competence?

A) pointing out similarities with others

B) making verbal claims of competence

C) smiling

D) staging performances

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: Strategies of Self-Promotion

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

71) People use the strategy of “staging performances” to __________.

A) appear likable

B) appear competent

C) appear powerful

D) convey status

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: Strategies of Self-Promotion

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

72) Jeremy invites his boss to a banquet where awards will be given to successful journalists. Jeremy expects to receive one of the awards at the banquet and thinks his boss will be impressed to see him be recognized by others in the field. Inviting his boss to the banquet is an example of __________ in order to __________.

A) ingratiation; be liked

B) claiming competence; be liked

C) staging performances; appear competent

D) self-handicapping; convey status and power

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: Strategies of Self-Promotion

Difficulty Level: Difficult

Skill Level: Apply What You Know

73) When should one avoid staging public performances?

A) when others already know the person is competent

B) when the person is trying to become more competent

C) when others already think that person is incompetent

D) when the person is not very competent

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: Strategies of Self-Promotion

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

74) Which statement expresses a possible consequence of self-promotion?

A) Persons who verbally self-promote tend to be liked and respected more than those who do not.

B) Self-promoting statements maximally impress an audience when they come directly from the individual they promote, not when they are made by others on behalf of the individual.

C) Self-promoting statements can backfire and undermine an impression of competence.

D) Job interviewers prefer persons who present themselves modestly.

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: Strategies of Self-Promotion

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

75) Fred engages in self-promotion by always dressing professionally, appearing busy, constantly talking on his cell phone, and mentioning all the famous people he knows. Fred appears to be utilizing the strategy of __________.

A) using the trappings of competence

B) claiming obstacles

C) claiming competence

D) staging a performance

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: Strategies of Self-Promotion

Difficulty Level: Difficult

Skill Level: Apply What You Know

76) The value of making excuses or claiming obstacles follows from the __________.

A) self-serving bias

B) ingratiation strategy

C) self-handicapping bias

D) discounting and augmenting principles

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: Strategies of Self-Promotion

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

77) As described in your textbook, people who engage in __________ withdraw effort or create obstacles to success to maintain public and private self-images of competence.

A) self-handicapping

B) self-sabotage

C) reflexive undermining

D) ego-defeating behavior

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: Strategies of Self-Promotion

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

78) Which of the following is a self-handicapping strategy?

A) telling others that one lacks skill/competence

B) getting enough sleep

C) avoiding practice

D) keeping the background quiet while studying

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: Strategies of Self-Promotion

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

79) Which statement is accurate regarding self-handicapping behavior?

A) People engage in self-handicapping behavior when they are not motivated to succeed.

B) People engage in self-handicapping behavior when they doubt that previous achievements accurately reflect their personal abilities and efforts.

C) People engage in self-handicapping behavior when they are too confident of their future success.

D) People with high self-esteem are not likely to engage in self-handicapping behavior.

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: Strategies of Self-Promotion

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

80) People who want to perform effectively, either because attempting to achieve is challenging and interesting or because success leads to favorable self- and public images, have high __________.

A) self-monitoring abilities

B) public self-consciousness

C) competence motivation

D) social anxiety

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: Competence Motivation and Shyness

Difficulty Level: Difficult

Skill Level: Understand the Concepts

81) The desire to perform effectively because gaining mastery is challenging and interesting is called __________.

A) self-monitoring

B) achievement motivation

C) extrinsic competence motivation

D) self-promotion

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: Competence Motivation and Shyness

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

82) Individuals who are shy tend to __________.

A) be low self-monitors

B) focus on preventing unfavorable public images rather than on acquiring favorable public images

C) focus on the behaviors of others rather than on their ongoing thoughts and feelings

D) be better employed and more successful in their careers

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: Competence Motivation and Shyness

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

83) Richard usually feels tense, worried, and awkward in new social situations. When he meets new people, he finds himself thinking: “Why am I so nervous? I have no idea what I’m going to say next.” Which of the following would Richard be likely to do?

A) sit at the side rather than in front of college classrooms

B) work with others

C) engage in active self-promotion

D) promote himself in a grandiose fashion

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: Competence Motivation and Shyness

Difficulty Level: Moderate

Skill Level: Apply What You Know

84) When are people more likely to be concerned with appearing competent?

A) after a recent failure

B) after a recent success

C) when they are among individuals who present themselves in a modest way

D) when they are among friends

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: When Competence Matters

Difficulty Level: Easy

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

85) Chris, who is a socially confident person, and his friend Simon, who is very shy, are checking their GRE scores. Neither performed well. How will they predict how they will perform in the future?

A) Chris will be likely to predict that he will perform better if he expects to retake the GRE soon.

B) Simon will be likely to predict that he will perform better if he expects to retake the GRE soon.

C) Chris will be likely to predict better performance in the future if he doesn’t expect to retake the GRE soon.

D) Simon will be likely to predict better performance in the future if he doesn’t expect to retake the GRE soon.

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: Competence Checks

Difficulty Level: Difficult

Skill Level: Apply What You Know

86) Individuals are more likely to engage in active self-promotion when they are among others who are __________.

A) similar to them

B) acting in an ingratiating way

C) acting in a modest way

D) actively self-promoting

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: The Interpersonal Cycle of Self-Promotion

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

87) During a job interview, Sarah is invited into a room with another applicant and both are asked questions about their career prospects, experience, and so forth. According to research, Sarah will be likely to present herself __________.

A) more favorably if the other applicant presents herself in a modest way

B) more favorably if the other applicant actively self-promotes herself

C) in a modest way if she has just failed at another interview

D) in a self-promoting way to appear ingratiating to the interviewer

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: The Interpersonal Cycle of Self-Promotion

Difficulty Level: Difficult

Skill Level: Apply What You Know

88) Which of the following behaviors would be likely to convey high status and power?

A) acting passively

B) being frugal

C) smiling and maintaining eye contact when listening

D) associating with others who already possess status and power

Learning Objective: 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and the situation that influence their use.

Topic: Strategies for Conveying Status and Power

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

89) Which of the following is a strategy for conveying status and power?

A) basking in reflected glory

B) self-handicapping

C) projecting modesty

D) appearing physically attractive

Learning Objective: 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and the situation that influence their use.

Topic: Strategies for Conveying Status and Power

Difficulty Level: Easy

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

90) The process of presenting our associations with successful, high-status others or events is called __________.

A) basking in reflected glory

B) cutting off reflected failure

C) public self-consciousness

D) self-handicapping

Learning Objective: 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and the situation that influence their use.

Topic: Strategies for Conveying Status and Power

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

91) After their football team has won a game, fans are more likely to wear items displaying team logos. This is an example of __________.

A) basking in reflected glory

B) low self-monitoring

C) vicarious virility

D) cutting off reflected failure

Learning Objective: 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and the situation that influence their use.

Topic: Strategies for Conveying Status and Power

Difficulty Level: Difficult

Skill Level: Apply What You Know

92) People may distance themselves from unsuccessful, low-status others in a process known as __________.

A) cutting off reflected failure

B) contamination containment

C) reputation preservation

D) self-handicapping

Learning Objective: 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and the situation that influence their use.

Topic: Strategies for Conveying Status and Power

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

93) The text discusses which of the following as a strategy for conveying status and power?

A) flattery

B) cutting off reflected failure

C) self-promotion

D) self-handicapping

Learning Objective: 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and the situation that influence their use.

Topic: Strategies for Conveying Status and Power

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

94) Conspicuous consumption of material resources, basking in reflected glory, and cutting off reflected failure are discussed in the textbook as strategies of __________.

A) appearing competent

B) self-handicapping

C) conveying status and power

D) ingratiation

Learning Objective: 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and the situation that influence their use.

Topic: Strategies for Conveying Status and Power

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

95) Anger is sometimes used to display one’s __________.

A) fear

B) dominance

C) gender

D) competence

Learning Objective: 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and the situation that influence their use.

Topic: Strategies for Conveying Status and Power

Difficulty Level: Moderate

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

96) Which statement is accurate regarding the nonverbal behavior of those with higher status?

A) They tend to look at others while listening but look away while talking.

B) They tend to take up more personal space.

C) They tend to be more standoffish.

D) They tend to politely wait their turn to speak.

Learning Objective: 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and situation that influence their use.

Topic: Strategies for Conveying Status and Power

Difficulty Level: Difficult

Skill Level: Analyze It

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

97) Men are more likely than women to present themselves as __________.

A) likable

B) having status

C) lacking power

D) foolish

Learning Objective: 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and the situation that influence their use.

Topic: Gender, Status, and Power

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.; 2.5 Incorporate sociocultural factors in scientific inquiry.

98) Hillary Rodham Clinton had been acclaimed as one of the most important politicians in the United States. She is known by many to commit much of her talents to charitable work and to be a loving and protective mother. Nevertheless, many people dislike her. The science of self-presentation suggests that this is because __________.

A) successful people are always disliked

B) she wasn’t as competent as she claimed to be

C) people don’t like women who are dominant and assertive

D) men, but not women, dislike self-promoting women

Learning Objective: 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and the situation that influence their use.

Topic: Gender, Status, and Power

Difficulty Level: Difficult

Skill Level: Apply What You Know

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.; 1.3 Describe applications that employ discipline-based problem solving.; 2.5 Incorporate sociocultural factors in scientific inquiry.

99) Evelyn has recently become a manager of a department of ten people. She is concerned whether she should adopt an assertive self-promoting style or a more modest style. As a social psychologist, you can advise her that if she actively self-promotes herself, she will be __________.

A) liked by her male colleagues, but disliked by her female colleagues

B) liked by her female colleagues, but disliked by her male colleagues

C) liked by both her male and female colleagues

D) disliked by both her male and female colleagues

Learning Objective: 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and the situation that influence their use.

Topic: Gender, Status, and Power

Difficulty Level: Difficult

Skill Level: Apply What You Know

100) Which of the following self-presentational dilemmas are women more likely to face than men?

A) the multiple audience dilemma

B) the self-handicapping dilemma

C) to be modest and to be liked at the same time

D) to convey status and power and to be liked at the same time

Learning Objective: 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and the situation that influence their use.

Topic: Gender, Status, and Power

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.; 2.5 Incorporate sociocultural factors in scientific inquiry.

101) People are more likely to display status and power __________.

A) when valuable resources become available

B) when they are motivated to be liked

C) when they are in a positive mood

D) in front of members of the same sex

Learning Objective: 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and the situation that influence their use.

Topic: Threatened Images, New Resources

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

Short Answer Questions

102) What is self-presentation?

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: Why Do People Self-Present?

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

103) Describe the three reasons that people self-present.

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: Why Do People Self-Present?

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

104) What is the dramaturgical perspective?

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: Why Do People Self-Present?

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

105) Define the spotlight effect.

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: When Do People Self-Present?

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

106) Define self-monitoring.

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Topic: When Do People Self-Present?

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

107) Define ingratiation, and describe two strategies that people use to ingratiate themselves.

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Strategies of Ingratiation

Difficulty Level: Difficult

Skill Level: Apply What You Know

108) Describe three gender differences in the use of ingratiation tactics.

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Gender and Narcissism

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.; 2.5 Incorporate sociocultural factors in scientific inquiry.

109) Explain the multiple audience dilemma, and give an example.

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Multiple Audiences

Difficulty Level: Difficult

Skill Level: Apply What You Know

110) Explain the paradox of self-handicapping. How is it a strategy for appearing competent?

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: Strategies of Self-Promotion

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

111) Define “basking in reflected glory” and “cutting off reflected failure,” and state what purpose each process serves.

Learning Objective: 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and situation that influence their use.

Topic: Strategies for Conveying Status and Power

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

112) According to your textbook, what do tribal leaders in some societies do to move up the status hierarchy?

Learning Objective: 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and the situation that influence their use.

Topic: Strategies for Conveying Status and Power

Difficulty Level: Moderate

Skill Level: Apply What You Know

113) Describe the self-presentational dilemma faced by ambitious women.

Learning Objective: 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and situation that influence their use.

Topic: Gender, Status, and Power

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.; 2.5 Incorporate sociocultural factors in scientific inquiry.

114) According to the textbook, why is Hillary Clinton so widely disliked?

Learning Objective: 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and situation that influence their use.

Topic: Gender, Status, and Power

Difficulty Level: Moderate

Skill Level: Apply What You Know

Essay Questions

115) Describe self-presentation, its goals, and some of the strategies associated with appearing likeable.

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: What Is Self-Presentation?; Appearing Likable

Difficulty Level: Difficult

Skill Level: Apply What You Know

116) You are new to a company, and you want your co-workers to like you. Based on your knowledge about self-presentation, what tactics would you employ? List and explain three specific tactics, and give a concrete example of how you would use each one.

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Appearing Likable

Difficulty Level: Moderate

Skill Level: Apply What You Know

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

117) Although ingratiation strategies can provide benefits, some of them have potential risks. What are some potential risks of such ingratiation strategies as flattery and projecting modesty?

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Topic: Appearing Likable

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

118) Describe some of the strategies associated with appearing competent and give an example.

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: Appearing Competent

Difficulty Level: Difficult

Skill Level: Apply What You Know

119) You are new to a company, and you want your boss to see you as extremely competent. Based on your knowledge about self-presentation, which tactics would you employ? List three specific tactics, and give a concrete example of how you would use each one.

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: Appearing Competent

Difficulty Level: Difficult

Skill Level: Apply What You Know

120) Describe the self-presentation strategy known as self-handicapping. What goal does this strategy serve? Who is more likely to use this strategy? Give two specific examples of self-handicapping.

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Topic: Appearing Competent

Difficulty Level: Difficult

Skill Level: Analyze It

121) Describe some of the strategies associated with conveying status and give an example.

Learning Objective: 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and situation that influence their use.

Topic: Conveying Status and Power

Difficulty Level: Difficult

Skill Level: Apply What You Know

122) You are new member of a sorority and you are interested in displaying your status and power to impress other members. Based on your knowledge of self-presentation, which tactics would you employ? List three tactics, and give a concrete example of how you would use each one.

Learning Objective: 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and situation that influence their use.

Topic: Conveying Status and Power

Difficulty Level: Difficult

Skill Level: Apply What You Know

123) The self-presentational goal of appearing likable could interfere with the goals of appearing competent and of conveying status and power. Describe each goal and then give an example of how strategies designed to increase liking could undermine each of the other two goals.

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.; 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.; 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and situation that influence their use.

Topic: Appearing Likable; Appearing Competent; Conveying Status and Power

Difficulty Level: Difficult

Skill Level: Analyze It

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.; 1.3 Describe applications that employ discipline-based problem solving.; 2.5 Incorporate sociocultural factors in scientific inquiry.

Revel Quiz Questions

The following questions appear at the end of each module and at the end of the chapter in Revel for Social Psychology: Goals in Interaction, 7e.

End of Module Quiz 4.1: What Is Self-Presentation?

EOM Q4.1.1

Which of the following is true of self-presentation?

Self-presentation is a way of strategically gaining control over one’s life, to increase one’s rewards and minimize one’s costs.
Self-presentation is not a way of constructing a self-image.

Consider This: Self-presentation, also called impression management, is the process through which all of us control the impressions people form of us. 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

All public behaviors are determined by self-presentational concerns

Self-presentation is something that people do when they feel uncomfortable around strangers, but not when they are around friends and familiar others.

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Difficulty Level: Easy

Skill Level: Remember the Facts

EOM Q4.1.2

In one study, college students were asked to wear a T-shirt bearing a picture of an unhip older pop star (Barry Manilow). The study demonstrated __________.

the spotlight effect, in which people overestimate how much others pay attention to them
the anonymity effect, in that people underestimate how much others pay attention to them

Consider This: People don’t pay as much attention to us as we think they do. 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

the self-monitoring effect, in which people forget what others are saying when they focus too heavily on self-presentation

Consider This: People don’t pay as much attention to us as we think they do. 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

the over popularity effect, in which people overestimate the extent to which others share their own tastes

Consider This: People don’t pay as much attention to us as we think they do. 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Difficulty Level: Easy

Skill Level: Remember the Facts

EOM Q4.1.3

Which of the following is true of the validity of the polygraph test?

The polygraph is less accurate when the suspect doubts the test’s effectiveness.
There is a specific physiological pattern (e.g., heart rate, skin conduction) that maps directly onto honesty.

Consider This: No specific physiological pattern maps directly onto honesty. This is one of the problems associated with the polygraph test. 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

The polygraph only measures arousal, and therefore people who are guilty of crimes are unable to pass the test.

Consider This: Criminals who experience little guilt and anxiety about their crimes are unlikely to be detected because they won’t be as aroused. This is one of the problems associated with the polygraph test. 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

The polygraph is able to access the details a person provides and the logical structure of their statements to pick up on deception.

Consider This: Some of the best cues to deception are related to what people say and how they say it, and the polygraph cannot assess these. This is one of the problems associated with the polygraph test. 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Learning Objective: 4.1 Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Difficulty Level: Moderate

Skill Level: Apply What You Know

End of Module Quiz 4.2: Appearing Likable

EOM Q4.2.1

A true enjoyment smile involves the movement of the muscles controlling __________, whereas false smiles are usually __________.

both lips and eyes; jerky and asymmetrical
lips but not the eyes; smooth and symmetrical

Consider This: With false smiles, most people are able to turn up the corners of their mouths yet are unable to contract the eye muscles voluntarily. 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

eyes but not the lips; jerky and symmetrical

lips but not the cheeks; jerky and open-mouthed

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Difficulty Level: Moderate

Skill Level: Understand the Concepts

EOM Q4.2.2

Which of the following statements about gender and self-presentation is true?

Men are more driven than women to be viewed as powerful and dominant.
Men are more likely to ingratiate themselves to be seen as likable to others.

Consider This: Women are more likely to ingratiate themselves to be seen as likable to others. 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Because of recent power shifts in the business world, women are now more likely than men to present themselves as socially dominant.

Consider This: People with high levels of testosterone use more confrontational ways to get what they want from others. 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Testosterone and other biological factors have little to do with gender differences in ingratiation.

Consider This: People with high levels of testosterone use more confrontational ways to get what they want from others. This means that biological factors do make a difference when it comes to gender differences in ingratiation. 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Difficulty Level: Easy

Skill Level: Remember the Facts

EOM Q4.2.3

Which of the following statements best defines the multiple audience dilemma?

a situation in which a person needs to present different images to different audiences, often simultaneously
a situation in which a person on TV needs to present different images to different audiences, often simultaneously

Consider This: The multiple audience dilemma does not only apply to people on TV. People need to present different images to different audiences often in everyday life. 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

a feature of the person whereby those who have a high preference for consistency struggle to present a consistent image across all situations

Consider This: People may finesse the competing desires of multiple audiences by moderating their presentations. 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

a situation in which a person needs to present different images at different times—to family, friends, and coworkers

Consider This: People often need to moderate their presentations to gain positive regard from different audiences at the same time. 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Learning Objective: 4.2 Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Difficulty Level: Moderate

Skill Level: Understand the Concepts

End of Module Quiz 4.3: Appearing Competent

EOM Q4.3.1

Taking your date to an ice-skating rink so you can display your figure-skating skills is an example of __________, whereas talking about your professional skills during an interview is an example of __________.

staging performances; claiming competence
using the trappings of competence; claiming competence

Consider This: Sometimes we just tell others about our accomplishments when we want them to see us as competent, and sometimes we seek and create opportunities to demonstrate our competence in public. 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

claiming competence; staging performances

staging performances; using environmental cues to signal competence

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Difficulty Level: Moderate

Skill Level: Understand the Concepts

EOM Q4.3.2

Which of the following statements about self-handicapping is true?

People are more likely to self-handicap when they have a strong desire to demonstrate their competence.
People with low self-esteem are more likely to self-handicap than people with high self-esteem.

Consider This: People with high and low self-esteem both self-handicap, but they do so for different reasons. 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Women are more likely than men to place obstacles in the paths to their own achievements.

Consider This: The opposite of this statement is true. Men place more obstacles in the paths to their own achievements than women do. 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

The self-handicapping strategy carries with it some short-term costs, but ultimately no long-term consequences.

Consider This: Self-handicapping may reduce the likelihood that people will attribute our failures to incompetence. Self-handicapping does carry long-term consequences. 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Difficulty Level: Moderate

Skill Level: Understand the Concepts

EOM Q4.3.3

Which of the following statements is true regarding shy people and self-promotion?

Shy people focus more on preventing unfavorable public images than trying to acquire favorable public images.
Shy people tend to have less desire to be viewed as competent.

Consider This: Shy people do want to be viewed as competent. By keeping themselves out of the attentional spotlight, shy people reduce the risk of appearing to be incompetent. 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Despite the differences in shy people’s self-promotion strategies, long-term employment outcomes for shy persons do not differ significantly.

Consider This: By keeping themselves out of the attentional spotlight, shy people reduce the risk of appearing to be incompetent. Some studies have shown that shy people tend to be underemployed and relatively unsuccessful in their careers. 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Shy people are more likely to self-handicap their performances.

Consider This: Shy people hesitate to create self-handicaps, yet will take advantage of an obvious excuse for a potentially poor performance, as a means to increase the boldness of their self-promotional claims. 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Learning Objective: 4.3 Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Difficulty Level: Moderate

Skill Level: Understand the Concepts

End of Module Quiz 4.4: Conveying Status and Power

EOM Q4.4.1

The CEO of a company puts his feet up on his desk and stretches out, taking up a lot of space. What strategy for conveying status and power is this?

communicating dominance with nonverbal expressions
associating with people of status and power

Consider This: While this is a strategy for conveying power, the CEO in this example is not using other high-status people as a means to convey status or power. 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and situation that influence their use.

displaying artifacts of status and power

Consider This: While the CEO may display artifacts associated with high status or power so he will be accorded the respect and reputation he believes he has earned, this is not what this example describes. 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and situation that influence their use.

conspicuous consumption

Consider This: While the CEO may communicate his high status through the ability to spend lavishly, this is not what this example describes. 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and situation that influence their use.

Learning Objective: 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and situation that influence their use.

Difficulty Level: Moderate

Skill Level: Apply What You Know

EOM Q4.4.2

Wearing your favorite team’s T-shirt the day after it wins a big game is an example of __________, whereas removing the pro-candidate bumper sticker on your car after your chosen political candidate loses the election is an example of __________.

basking in reflected glory; cutting off reflected failure
basking in reflected glory; social ingratiation

Consider This: You would want to remove a candidate’s bumper sticker from your car after he or she loses the election because you would want to distance yourself from the known “loser.” 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and situation that influence their use.

social ingratiation; multiple audience dilemma

Consider This: A multiple audience dilemma is a situation in which a person needs to present different images to different audiences, often simultaneously. 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and situation that influence their use.

conspicuous consumption; social ingratiation

Consider This: Conspicuous consumption is a means of communicating high status through the ability to spend lavishly on houses in the “right” neighborhoods. 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and situation that influence their use.

Learning Objective: 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and situation that influence their use.

Difficulty Level: Easy

Skill Level: Remember the Facts

EOM Q4.4.3

Which of the following statements is true regarding gender and strategies for conveying status and power?

Men maintain more eye contact with an audience when speaking but pay less attention while listening.
Women are equally likely as men to respond to an insult with physical aggression.

Consider This: Men are more likely than women to respond to an insult with physical aggression. 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and situation that influence their use.

Women are better than men at gaining control over conversations and arguments.

Consider This: Men are better than women at gaining control over conversations and arguments. 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and situation that influence their use.

Men and women are equally likely to convey their status through conspicuous consumption.

Consider This: Men are more likely than women to convey their status through conspicuous consumption. 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and situation that influence their use.

Learning Objective: 4.4 Identify the different strategies we use to convey status and power, and describe the factors in the person and situation that influence their use.

Difficulty Level: Moderate

Skill Level: Apply What You Know

Chapter Quiz: Presenting the Self

EOC Q4.1

People who tend to be chronically concerned with their public image and constantly attempt to manage how others view them would be considered __________.

high self-monitors
high in private self-consciousness

Consider This: The correct answer refers to how some people constantly keep track of their performances in social situations. 4.1: Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

low self-monitors

low in private self-consciousness

Learning Objective: 4.1: Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Difficulty Level: Easy

Skill Level: Understand the Concepts

EOC Q4.2

The fear people experience while doubting that they’ll be able to create the desired impression is known as __________.

social anxiety
self-handicapping

Consider This: The correct answer refers to the fear of self-presentational failure. 4.1: Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

self-image uncertainty

Consider This: The correct answer refers to the fear of self-presentational failure. 4.1: Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

public self-consciousness

Consider This: The correct answer refers to the fear of self-presentational failure. 4.1: Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Learning Objective: 4.1: Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Difficulty Level: Easy

Skill Level: Remember the Facts

EOC Q4.3

Some cues turn out to be most useful for differentiating lies from truth. Which of the following cues is true of liars? They __________.

seem more nervous or tense
provide more details when describing an event

Consider This: Liars actually provide fewer details. 4.1: Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

tell their stories in more engaging ways

Consider This: Liars actually tell their stories in less engaging ways. 4.1: Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

raise their chins less

Consider This: Liars actually raise their chins more. 4.1: Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Learning Objective: 4.1: Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Difficulty Level: Difficult

Skill Level: Analyze It

EOC Q4.4

According to the text, if you are someone who likes to put on a show to impress others, who is good at acting, who finds it easy to pretend you like someone when you really do not, and who tries to do and say things of which others will approve, you would likely score high on a test of __________.

self-monitoring
public self-consciousness

Consider This: The correct answer refers to how some people constantly keep track of themselves in social situations. 4.1: Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

collectivist motivation

power motivation

Learning Objective: 4.1: Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Difficulty Level: Moderate

Skill Level: Apply What You Know

EOC Q4.5

Which behavior would most likely be determined by self-presentational concerns?

putting on makeup before going to the office
getting a tan from working a long day on a farm

Consider This: The correct answer refers to a behavior that is specially for getting others to view the person in a positive light. Think about the way you acquired a tan. 4.1: Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

wearing scrubs to work as a nurse

Consider This: The correct answer refers to a behavior that is specially for getting others to view the person in a positive light. Think about the reasons you would want to wear scrubs if you were working as a nurse. 4.1: Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

wearing shorts and a comfortable T-shirt to the gym

Consider This: The correct answer refers to a behavior that is specially for getting others to view the person in a positive light. Think about the reasons you would want to wear shorts and a comfortable T-shirt to the gym. 4.1: Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Learning Objective: 4.1: Explain self-presentation, and describe when and why attempts at self-presentation succeed or fail.

Difficulty Level: Easy

Skill Level: Apply What You Know

EOC Q4.6

The text discusses “ingratiation” as related to which goal of self-presentation?

to appear likable
to convey status and power

Consider This: The answer to this question refers to how ingratiation tactics are related to winning approval from other people. 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

to appear consistent

to appear to be great

Learning Objective: 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Difficulty Level: Easy

Skill Level: Remember the Facts

EOC Q4.7

Modesty was discussed in the text as a self-presentation tactic to increase a person’s __________.

likability
perceived competence

Consider This: Displaying modesty tends to make people easier to get along with. 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

perceived powerfulness

perceived status

Learning Objective: 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Difficulty Level: Easy

Skill Level: Understand the Concepts

EOC Q4.8

What is one of the four ingratiation strategies used to get others to like us?

expressing liking for others
differentiating oneself from others

Consider This: Creating similarity, not differentiating oneself, is a strategy to get others to like us. 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

making oneself less attractive

Consider This: Making oneself more attractive, not less attractive, is a strategy to get others to like us. 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

boasting success

Consider This: Being modest, not boasting success, is a strategy to get others to like us. 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Learning Objective: 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Difficulty Level: Moderate

Skill Level: Remember the Facts

EOC Q4.9

Which of the following is true about smiling?

Smiling is a common and effective ingratiation strategy.
A false smile is often held shorter than a true smile.

Consider This: A false smile is often held longer than a true smile. 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

False smiles look identical to real smiles, so it is nearly impossible for anyone to tell whether a person’s smile is real or fake.

Consider This: Real and false smiles differ in the major facial muscles used. 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

False smiles tend to be more symmetrical and less jerky than real enjoyment smiles.

Consider This: Real enjoyment smiles tend to be more symmetrical than false smiles. 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Learning Objective: 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Difficulty Level: Easy

Skill Level: Remember the Facts

EOC Q4.10

People who act too modest may be viewed as __________ if their modesty is perceived as insincere.

smug and arrogant
depressed

Consider This: The correct answer reflects how too much modesty can backfire and make a person seem the opposite of modest. 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

too nice

embarrassed

Learning Objective: 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Difficulty Level: Moderate

Skill Level: Apply What You Know

EOC Q4.11

Which of the following statements is true regarding gender differences in ingratiation strategies?

Women are more likely than men to use ingratiation tactics.
Men present themselves more modestly than women, especially in public.

Consider This: Women present themselves more modestly than men do. 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Ingratiation is relatively more important for men than women.

Consider This: Ingratiation is relatively more important for women than for men. 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Contrary to popular belief, men are more concerned with their physical attractiveness than are women.

Consider This: Women are more concerned with their physical attractiveness than are men. 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Learning Objective: 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Difficulty Level: Moderate

Skill Level: Analyze It

EOC Q4.12

As described in the text, women in one study at Princeton University were expecting to meet a Princeton senior who was athletic, unattached, and traditional in his views of women, or they expected to meet a freshman who had a girlfriend and no car. The female students meeting the attractive senior tended to __________.

shift their opinions to match his to make themselves more similar
de-emphasize their intelligence to make themselves appear more desirable

Consider This: We often adjust our public opinions when we want people to like us. 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

emphasize their own career goals to make themselves appear more competent

de-emphasize their traditional feminine qualities to make themselves appear more desirable

Learning Objective: 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Difficulty Level: Difficult

Skill Level: Apply What You Know

EOC Q4.13

Which of the following people is most likely to tolerate bragging, based on research discussed in the text?

an African American man
a Caucasian man

Consider This: Immodesty, when truthful, is apparently tolerated less by European Americans than another group. 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

a Caucasian woman

Consider This: Immodesty, when truthful, is apparently tolerated less by European Americans than another group. Moreover, other research indicates that women are generally more modest than men in their self-presentation style. 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

an Asian woman

Consider This: Across the globe, people of Asian descent tend to be particularly modest in their self-presentations, living one of Confucius’s maxims: “The superior man is modest in his speech.” 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Learning Objective: 4.2: Identify the different strategies we use to get others to like us, and describe the factors in the person and situation that influence these strategies.

Difficulty Level: Easy

Skill Level: Remember the Facts

EOC Q4.14

Shy people tend to focus more on __________ than trying to __________.

preventing an unfavorable public image; acquire a favorable public image
acquiring a favorable public image; prevent an unfavorable public image

Consider This: Shy people try to avoid unfamiliar social encounters, date less frequently, and prefer to work alone rather than with others. 4.3: Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

promoting their competence; preserve their competence

Consider This: Shy people are less likely to promote their competence boldly. 4.3: Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

confronting their fears; avoid fear-inducing situations

Consider This: The correct answer does not involve fears. 4.3: Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Learning Objective: 4.3: Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Difficulty Level: Difficult

Skill Level: Analyze It

EOC Q4.15

The text discusses “self-handicapping” as related to which goal of self-presentation?

to appear competent
to appear likable

Consider This: Self-handicapping is a strategy that can reduce the likelihood that people attribute failures to lack of ability. 4.3: Identify the four main strategies we use to get others to view us as competent.

to appear consistent

to convey status and power

Consider This: Self-handicapping is a strategy that can reduce the likelihood that people attribute failures to lack of ability. 4.3: Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Learning Objective: 4.3: Identify the different strategies we use to convince others we are competent, and describe the factors in the person and situation that influence their use.

Difficulty Level: Moderate

Skill Level: Remember the Facts

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Aug 21, 2025

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Chapter 4 Presenting The Self

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Douglas Kenrick

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