Person perception and self-presentation: identifying the behavioral underpinnings

The current study utilized an integrated model of personality judgment and self-presentation in order to uncover the behavioral underpinnings of these processes. One element of this model is Presentational Payoff- the degree to which the impression one desires to make aligns with the impression formed by others. A second element of this model is Perceived Payoff- the degree to which one believes that he or she has made a desired impression on others. Aims 1 and 2 of this study sought to identify behaviors associated with Presentational Payoff and Perceived Payoff. Participants (N=60) and (N=98), respective to Aims 1 and 2, completed self and other personality surveys before and after engaging in a brief ‘getting to know you’ interaction. Direct behavioral observation data from the interactions were coded and correlated with Presentational Payoff and Perceived Payoff. Another element of the model is Correspondence- the degree to which one’s true self is in alignment with how one desires to be perceived by others. Correlations were run between Correspondence and Presentational Payoff to meet Aim 3 (N=58), which sought to determine whether alignment between one’s actual self and one’s desired self was related to one’s success in making a desired impression on others. Concerning Aim 1, findings show that, regarding extraversion, certain behaviors are significantly related to making a desired impression on an interaction partner. Concerning Aim 2, findings indicate that, regarding agreeableness, certain behaviors on the part of the judge are significantly related to the target’s perception of making a desired impression. Regarding Aim 3, results show a significant positive association between Correspondence and Presentational Payoff at an aggregate level as well as regarding the trait domain of honesty/humility. The current research is valuable in underscoring the necessity of including self-presentational goals in models of personality judgment and in uncovering the often obscured behavioral underpinnings of self-presentation. Further extensions of this research may be useful in practical applications geared toward helping people to modify their behavior to more effectively meet social and interpersonal goals in various settings.M.A.Includes bibliographical referencesby Sara Fioro