CHAPTER 07 SELF-PRESENTATION
February 19, 2013 at 9:44 PM page 1 of 42 C HAP T E R 07 S E LF-P RE S E NT A T I ON I. THE NATURE OF SELF-PRESENTATION ........................................ ........................................ .............. 3 A. WHY DO PEOPLE ENGAGE IN SELF-PRESENTATION ? ........................................ ........................................ .. 3 B. WHEN AND HOW DO PEOPLE MANAGE IMPRESSIONS? ........................................ ..................................... 5 C. INDIVIDUAL DIFFERENCES IN SELF-PRESENTATION .
suspenders, carry a beeper, and drive a Lexus to signal to others that he is indeed a man of “wealth and taste.” Swann (1990) calls this form of self-construction “self-verification,” and Wicklund and Gollwitzer (1982) refer to such behavior as “self-symbolizing.” Self-enhancement needs also underlie self-construction.
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