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The motivated tactician's juggling act: Compatible vs. incompatible impression goals
Author(s) -
Ruscher Janet B.,
Fiske Susan T.,
Schnake Sherry B.
Publication year - 2000
Publication title -
british journal of social psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 1.855
H-Index - 98
eISSN - 2044-8309
pISSN - 0144-6665
DOI - 10.1348/014466600164453
Subject(s) - psychology , impression formation , impression , impression management , social psychology , negotiation , cognitive psychology , social perception , perception , business , neuroscience , advertising , law , political science
This study examines how perceivers negotiate multiple, and sometimes incompatible, impression formation goals. Previous research typically presents perceivers with a single impression goal (e.g. accuracy, supporting preferred beliefs), and does not consider how perceivers juggle multiple goals. The processes of perceivers with multiple compatible goals should show uncomplicated impression formation processes, that is, strategic use of particular target attributes (e.g. negative) that suit their purposes. Perceivers with incompatible goals, in contrast, should be less selective, and form more complex impressions that reflect all types of attributes. In this experiment, perceivers with compatible goals paid less attention to target attributes, systematically biased their interpretation of those attributes, and ultimately formed less complex impressions than individuals with incompatible goals. How multiple impression goals are prioritized is discussed.