Social influence I: Self presentation in relationships

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Social influence ISelf presentation in
relationships

• (coffee hour today after class)

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Roadmap
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THE 5 MINUTE INTERVIEW
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Relationships 2D Space
A
C
B
D
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Natural manipulation

• Erving Goffman Presentation of Self in Everyday
  Life
• Facework naturally constructing image
• Saving face
• Natural Chameleons

• Dynamics of self presentation
• Function of other person (winner, loser)
• Function of situation (mother, best friend)
• Unaware
• Organizations change presentation, change self

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Deliberate manipulation

• Ingratiation
• Dale Carnegie
• Do well
• Present self as attractive and worthy
• Other-enhancement
• Opinion conformity
• Render favors

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When do we ingratiate?

• Organizational predictors
• Want it
• Cannot get it from normal channels
• See opportunity
• Reasonable risk
• Organizational design
• Tighten to reduce ingratiation
• Resort to informal channels
• Flexibility

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M Scale

• Focus on ends, less on means
• National average25
• Urbangtrural
• Malegtfemale
• Not related to IQ, education, pathology
• High lawyers, psychiatrists, psychology PhD
  students
• Low surgeons, scientists, accountants
• Flip flop across generations

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When do High Machs do better?

• Conditions
• Face-to-face
• Latitude for improvisation
• Stakes are real / emotional punch

High Machs foster these conditions in
organizations
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Relationships 2D Space
Self presentation and face work
Ingratiation Org conditions and Mach