Exam 2: A Cybernetic Model of Impression Management

In impression management, a person's social identity refers essentially to the ethnic or occupational group to which he or she belongs.

According to the cybernetic theory of impression adjustment, identity protection activities are most likely to take place when the actor's social identity

Melissa is quite poor at managing her impression, so she is likely to perceive

According to expectancy theory, actors will choose any form of impression management that feels comfortable.

Amber, an environmental engineer, wants to assure that she continues to be perceived as an up-to-date preserver of the environment, so she engages in

We are more likely to attempt to reduce the discrepancy between our reference goal and the feedback we receive if our expectations are high of our ability to reduce that discrepancy.

According to cybernetic theory, feedback from the environment is processed by the organism through the comparator to look for discrepancies between our goal and the feedback.

A major message from the cybernetic model of impression management is that

According to cybernetic theory, the desired state of social identity (such as being perceived as a skilled negotiator) is the actor's

In the cybernetic model of impression management, the perceived feedback from the target serves as the actor's

An actor adjusting a reference goal is likely to take place after the actor has had a series of successes in attaining his or her desired social identity.

Self-handicapping is used in an attempt to lower the target's expectation of the actor, such as suggesting that he or she might not be able to sustain the same level of performance.

An important output of the feedback from the target is to help the actor determine whether

A key motive behind the actor's engaging in self-enhancement is the actor's desire to

The feedback that is received by the actor during an impression management episode is

Jack keeps trying to establish the social identity of a charismatic, brilliant financial planner, but he keeps falling short of his goal. He becomes discouraged so, according the cybernetic theory of impression management, he finally

In the cybernetic model, the actor uses outcome processing to calculate how to obtain revenge against the targets who have given negative him or her negative feedback.

In the theory of impression management, Louise uses entitlement during a job interview when she says,

Woody, a mechanical engineer at Ford Motor Company, has the opportunity to meet face to face with Ford's chief design engineer-a powerful person. So Woody is likely to

During episodes of impression management, nonverbal feedback