Deck 4: Presenting the Self

Question 1

People become more concerned with strategic self-presentation under all of the following conditions EXCEPT

A) when they are low in self-monitoring.
B) when others control something they want.
C) when they are trying to reach an important goal.
D) when they think observers hold undesired impressions of them.

Answer 1

when they are low in self-monitoring.

Question 2

If you like to put on a show,are good at acting,and try to behave in ways that will be approved of by others,you would likely score high on a test of

A) public self-consciousness.
B) self-monitoring.
C) collectivist motivation.
D) power motivation.

Answer 2

self-monitoring.

Question 3

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.

Answer 3

People become physiologically aroused when lying.

Question 4

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 do if you were a manager.

Question 5

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.

Question 6

The fear of self-presentational failure has been labeled

A) public self-consciousness.
B) self-monitoring.
C) impression management angst.
D) social anxiety.

Question 7

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) none of the above

Question 8

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.

Question 9

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

A) when asking a salesperson what color paper to buy
B) when talking to her mom about what psychology class to take
C) when interviewing for her dream job
D) when her boss is very happy with her performance

Question 10

In one study described in the text,students were asked to wear a Barry Manilow t-shirt during conversation with other students.The study demonstrated the spotlight effect by showing that

A) those wearing the shirt overestimated the likelihood other students would notice their t-shirt.
B) those wearing the shirt underestimated the likelihood other students would know the singer's name.
C) other students attributed negative characteristics to the student wearing the salient shirt.
D) other students paid less attention to the content of what was said by the student wearing the t-shirt.

Question 11

Which of the following is NOT discussed in the text as a motive for engaging in self-presentation?

A) to obtain things we need and value
B) to conserve mental effort
C) to facilitate our social interactions
D) to create desired self-identities

Question 12

Helena has risen fast at the marketing company.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 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.

Question 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.

Question 14

On his first date with Ingrid,Justin is extremely nervous.He fears that she will form an undesirable impression of him,despite his best efforts.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.

Question 15

Professionals are able to detect lies in almost every case with which of the following methods?

A) observing verbal and nonverbal cues while the suspect is talking
B) the polygraph lie detector machine
C) measuring brain waves
D) none of the above

Question 16

Which of the following is TRUE regarding our ability to detect deception (lying)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 lying beforehand.
C) The polygraph has proved to be a highly effective method for detecting lying, especially when the suspect does not believe in its effectiveness.
D) People are not able to mask the cues that reveal deception.

Question 17

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.

Question 18

In the process of self-presentation,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.

Question 19

Which of the following 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.

Question 20

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.

Question 21

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

A) Demonstrate his competence by "staging a performance."
B) Point out some minor/unimportant weaknesses in himself.
C) Avoid eye contact.
D) none of the above

Question 22

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.

Question 23

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.

Question 24

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 ________ in order 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

Question 25

Which of the following is NOT an ingratiation strategy?

A) creating similarity
B) projecting modesty
C) self-handicapping
D) making oneself more physically attractive

Question 26

Cindy is highly attractive.Which of the following statements is most likely to be FALSE about Cindy?

A) Cindy probably is paid more than a less attractive person in the same job.
B) Cindy is more likely to be hired for a managerial position.
C) If Cindy is a baby, she likely receives more affection from her mother than a less attractive baby.
D) Cindy is less likely to be elected to public office.

Question 27

According to research based on the Facial Action Coding System,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.

Question 28

Which of the following statements 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.

Question 29

Nicole has just met some new people in her dorm.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.

Question 30

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

A) smile often
B) avoid eye contact
C) ask the professor for advice
D) act in a modest way

Question 31

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

A) to appear competent
B) to appear likable
C) to convey status and power
D) to appear consistent

Question 32

According to the textbook,self-presentation is typically about

A) understanding ourselves.
B) revealing ourselves.
C) manufacturing ourselves.
D) re-evaluating ourselves.

Question 33

An old saying goes,"Flattery will get you nowhere." 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.

Question 34

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

A) likability.
B) perceived competence.
C) perceived powerfulness.
D) perceived status.

Question 35

Projecting modesty in order 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 text?

A) If you appear insincere, people will think you are arrogant.
B) If you are too 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) both A and B

Question 36

In a study on the effects of expressed modesty on interpersonal attraction,black and white 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 black and white students equally disliked the nonbragger.
B) black students disliked the untruthful bragger more than white students did.
C) black students liked the truthful bragger more than white students did.
D) white students liked the truthful bragger more than black students did.

Question 37

Which of the following statements about the polygraph method of detecting lying is FALSE?

A) A suspect's reactivity to target versus control questions is compared.
B) It assumes that people become physiologically aroused 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.

Question 38

According to research discussed in the text,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.

Question 39

Which of the following statements about the polygraph method of detecting lying is TRUE?

A) It may fail to detect a lie, but it would never falsely indicate that somebody is lying.
B) It may sometimes falsely indicate that somebody is lying, but it would never fail to detect a lie.
C) Better results are achieved when the individual does not believe in the reliability of the test.
D) Fear and/or anger experienced by the individual may be interpreted as lying.

Question 40

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.

Question 41

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.

Question 42

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.

Question 43

Paulette wishes to obtain a favor from her professor,so she praises him over the phone.At the same time,however,she also makes faces and rolls her eyes for the benefit of her roommates who are witnessing her conversation.According to your text,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.

Question 44

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

A) women smile more than men.
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.

Question 45

Which of the following is a strategy that people use when confronted with the multiple audience dilemma?

A) delivering different messages through different channels of communication
B) presenting opinions that are a compromise between the opinions of the two different audiences
C) delaying delivery of a message until there is only one audience present
D) all of the above

Question 46

The text 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.

Question 47

Which of the following statements about people who have high levels of testosterone is FALSE?

A) They are more likely to smile to achieve their goals.
B) They are more confrontational.
C) They are less concerned with the welfare of others.
D) They are less likely to use politeness to achieve their goals.

Question 48

People use the strategy of "staging performances" in order to

A) appear likable.
B) appear competent.
C) appear powerful.
D) convey status.

Question 49

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

Question 50

Howard the politician has a multiple audience dilemma: he wants to appear to one audience as a strong fighter against terrorism but wants to appear to another audience as opposed to a recent military campaign.Which of the following strategies is NOT 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.

Question 51

Which of the following is TRUE 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.

Question 52

Emma is the manager of the accounting department in a big company.In which of the following situations will Emma be LESS motivated to behave in an ingratiating way?

A) when she is talking to her friends
B) when she is talking to the CEO of the company
C) when she is talking to the staff of the accounting department
D) both A and C

Question 53

The ________ 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

Question 54

All of the following are self-promotional strategies mentioned in your text EXCEPT

A) using the trappings of competence.
B) claiming competence.
C) emphasizing similarity.
D) making excuses or claiming obstacles.

Question 55

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

Question 56

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

Question 57

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

Question 58

Which of the following is NOT an ingratiation strategy?

A) pointing out similarities with others
B) flattering
C) projecting high status and power
D) trying to appear as physically attractive as possible

Question 59

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.

Question 60

What have researchers found about the effects of expressed modesty 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.

Question 61

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.

Question 62

Linda possesses a strong desire to perform effectively because she realizes that this will boost her public self-image.Linda is especially likely to

A) engage in self-promotion.
B) experience chronic shyness.
C) act in a modest way in social situations.
D) attribute her success to external factors.

Question 63

When should one avoid staging public performances?

A) when people already know you are competent
B) when you are trying to become more competent
C) when people already think you are incompetent
D) when you are not very competent

Question 64

Research on the consequences of self-promotion indicates that

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.

Question 65

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.

Question 66

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

Question 67

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

Question 68

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

A) to appear likable
B) to appear competent
C) to convey status and power
D) to appear consistent

Question 69

Which of the following is NOT a self-handicapping strategy?

A) telling others that you lack skill/competence
B) taking cognition-impairing drugs
C) avoiding practice
D) listening to loud, distracting music

Question 70

Richard usually feels tense,worried,and awkward in novel social situations and with unfamiliar people.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 LESS likely to do?

A) sit toward the sides rather than in front of college classrooms
B) work alone
C) engage in active self-promotion
D) promote himself in a self-protective fashion

Question 71

The following are ways college students self-handicap EXCEPT

A) by choosing unattainable goals.
B) by giving their competitors a performance edge.
C) by practicing more than usual.
D) by consuming alcohol prior to a performance.

Question 72

Chris,who is a socially confident person,and his friend Simon,who is very shy,are checking their GRE scores.Neither of them performed very 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.

Question 73

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.

Question 74

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.

Question 75

Which of the following is TRUE of 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.

Question 76

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.

Question 77

Which of the following statements about the connection between self-esteem and self-handicapping is FALSE?

A) People with fragile self-esteem are especially likely to self-handicap.
B) People with high self-esteem self-handicap in order to enhance their already favorable images.
C) People with high self-esteem are more likely to self-handicap publicly, whereas people with low self-esteem are more likely to self-handicap privately.
D) People with low self-esteem self-handicap in order to protect their less favorable images from failure.

Question 78

As described in your text,people who engage in ________ withdraw effort or create obstacles to successes in order to maintain public and private self-images of competence.

A) self-handicapping
B) self-sabotage
C) reflexive undermining
D) ego-defeating behavior

Question 79

Making excuses or claiming obstacles can be successful self-promotion strategies because they follow from the

A) self-serving bias.
B) ingratiation strategy.
C) self-handicapping bias.
D) discounting and augmenting principles.

Question 80

People are more likely to engage in self-handicapping behavior when they

A) wish to avoid appearing incompetent.
B) are male rather than female.
C) have fragile self-esteem.
D) all of the above