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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 .. 7 II. CREATING DESIRED IMPRESSIONS .. 11 A. WHAT IMPRESSIONS DO PEOPLE TRY TO CREATE? .. 11 B. WHAT CONSTITUTES A DESIRABLE IMPRESSION? .. 13 C. IDENTITY PREDICAMENTS .. 17 D. IDENTITY-REPAIR TACTICS .. 20 III. self -PRESENTATIONS AND PRIVATE self -CONCEPTIONS .. 20 A. ROLE INTERNALIZATION .. 21 B.

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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