Deck 2: A Cybernetic Model of Impression Management

Question 1

The cybernetic model of impression management suggests that people

A) develop self-contained systems for managing their impressions.
B) continue to fine tune their approaches to impression management based on feedback.
C) rely heavily on information technology to develop their images.
D) look for role models to develop their images.

Answer 1

B

Question 2

In cybernetic theory, people use a comparator to compare

A) their goal and the feedback they receive.
B) how well liked they are versus how well other people are liked.
C) the past with the present.
D) how quickly they create an impression versus the speed of others.

Answer 2

A

Question 3

A motivational implication of cybernetic systems for impression management is that the actor will

A) typically give up on impression management based on negative feedback.
B) look for ways to motivate other people.
C) be strongly motivated to adjust zero discrepancies between goals and feedback.
D) strive to create a better impression based on negative feedback.

Answer 3

D

Question 4

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

A) effector.
B) state of zero discrepancy.
C) reference goal.
D) comparator.

Question 5

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

A) "I was a major contributor to our team's success."
B) "I deserve the position we are talking about."
C) "If hired, I will compete with you for your position."
D) "I deserve a response from you within one week after the interview."

Question 6

According to the cybernetic model of impression management, actors

A) enter most situations with a well-rehearsed approach to impression management.
B) rely heavily on mentors to determine which image they should project.
C) take the task of impression management too lightly.
D) make adjustments to their image as they go along.

Question 7

In the cybernetic model of impression management, people use target feedback to

A) keep their work life from becoming too serious.
B) compare their desired social identity with the perceptions of the target.
C) decide if they are receiving enough rewards from the organization.
D) decide whether or not impression management is advisable.

Question 8

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

A) lower his or her self-esteem.
B) increase or protect his or her self-esteem.
C) develop a new self-concept.
D) obtain feedback on his or her self-concept.

Question 9

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

A) work hard at creating a negative impression to avoid being given a special assignment.
B) appear independent by talking about how much he likes Korean automobiles.
C) develop a new social identity.
D) work extra hard at creating a good impression.

Question 10

According to expectancy theory, people will engage in a particular act of impression management if they believe

A) they have satisfied most of their other needs.
B) in taking a calculated risk.
C) they are capable of implementing the act.
D) the target seems receptive enough to impression management.

Question 11

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

A) current sense of social identity.
B) source of the self-concept.
C) past sense of social identity.
D) desire to engage in self-presentation.

Question 12

A key motivation to manage or adjust an impression in a given situation stems from perceived discrepancies between the

A) ideal and real organization culture.
B) current and desired social identities of the actor.
C) self-concept of the actor versus the self-concept of the target.
D) time an image is sent and the time it is received.

Question 13

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

A) that the cybernetic model of impression management is ruining her career.
B) a zero discrepancy between her current and desired social identities.
C) a small discrepancy between her current and desired social identities.
D) a large discrepancy between her current and desired social identities.

Question 14

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

A) impression management is worth the effort.
B) having a social identity is worth the effort.
C) the desired social identity has been achieved.
D) the target has a strong self-concept.

Question 15

While interpreting feedback from the target, the actor is likely to be more confident of the feedback when

A) there is consistency between the verbal and nonverbal feedback.
B) the target smiles and winks at him or her.
C) the social identity of actor is stable.
D) the social identify of the actor is unstable.

Question 16

During episodes of impression management, nonverbal feedback

A) receives relatively little weight from the actor.
B) receives considerable weight from the actor.
C) tends to be imitated by the actor.
D) tends to be initiated by the actor.

Question 17

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

A) usually filtered according to the needs of the actor.
B) heavily biased in favor of the actor.
C) heavily biased against the actor.
D) usually accepted at face value (virtually 100 percent accurate).

Question 18

Business analyst Karl is the most likely to engage in identity enhancement activities when he

A) wants to compensate for a serious blooper.
B) feels the need to overcome a very negative image.
C) wants to improve his image.
D) doesn't care any longer about advancing his career.

Question 19

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

A) is still in the formation stage.
B) has been harmed as perceived by the target.
C) has been upgraded as perceived by the target.
D) is no longer clear to him or her.

Question 20

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

A) outcome processing activities.
B) script processing routines.
C) identity maintenance activities.
D) identity protection activities.

Question 21

When an actor is placed in a novel situation in which he or she wants to create a favorable impression, the actor is likely to engage in

A) sending out feedback.
B) self-protection activities.
C) adjustment of reference goal.
D) script development.

Question 22

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

A) adjusts his reference goal.
B) belittles his targets.
C) develops new body language.
D) engages in script development.

Question 23

You are engaged in the actor implementation phase of the cybernetic model of impression management when you

A) check for the discrepancy between the feedback and your desired social identity.
B) present your impression management behavior to the target.
C) prepare your script for the impression management scenario.
D) respond to the nonverbal cues in the scenario.

Question 24

The content-oriented messages sent during the actor implementation stage focus on the

A) outcome processing.
B) feedback.
C) target.
D) actor.

Question 25

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

A) behavior is a product of a comparison of feedback to goals.
B) impression management is mostly manipulative.
C) social identities tend to be weak and fragile.
D) targets have to be coached and trained to give effective feedback.

Question 26

A major point of the cybernetic model of impression management is that we compare the impression we would like to create with feedback about the impression we are actually creating.

Question 27

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.

Question 28

Motivation in the cybernetic model of impression management comes about when we find no discrepancy between the desired goal and the feedback we receive.

Question 29

While being interviewed for a job, Max underplays the role he played in the success of the small business he worked for previously, thereby using the tactic of entitlement.

Question 30

Cultural factors often influence the extent to which self-promotional tactics are likely to create a good impression.

Question 31

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

Question 32

Brook wants to boost her self-esteem, so her approach to impression management is likely to include self-enhancement

Question 33

Sam's target is his boss who knows him well, which will most likely prompt Sam to project an accurate impression.

Question 34

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

Question 35

People tend to use feedback from targets to serve as their current sense of social identity.

Question 36

When there is a discrepancy between a person's current and desired social identities, the typical approach is to shrug off the discrepancy with an attitude of "I can't change my personality."

Question 37

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.

Question 38

During episodes of impression management, verbal feedback tends to receive more weight than does nonverbal feedback.

Question 39

People tend to filter the feedback they receive from targets during the process of impression management.

Question 40

Beth perceives a large discrepancy between the image she would like to project and the feedback she is receiving about her image. As a result, Beth is likely to engage in identity maintenance activities.

Question 41

Jimmy improves his communication skills, becomes more knowledgeable in is field, and dresses well thereby engaging in identity enhancement activities.

Question 42

The impression management technique of identity adjustment takes place where there is a substantial negative discrepancy between our social identity goal and the feedback we receive.

Question 43

People tend to engage in identity maintenance when there is a small discrepancy between their desired social identity and the feedback they receive.

Question 44

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.

Question 45

Many times actors resort to scripts to cope with discrepancies between their desired and real image that they have experienced in the past.

Question 46

Script development tends to be used when the actor has to develop an image to project to meet the demands of a situation not already anticipated by him or her.

Question 47

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.

Question 48

Actor implementation incorporates the use of both verbal and nonverbal cues to create the desired impression.

Question 49

Content-oriented messages tend to focus on the target and the nature of the relationship between the actor and the target.

Question 50

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.