TY - JOUR
T1 - Perceiver Self-Presentational Goals as Moderators of Expectancy Influences
T2 - Ingratiation and the Disconfirmation of Negative Expectancies
AU - Neuberg, Steven
AU - Judice, T. Nicole
AU - Virdin, Lynn M.
AU - Carrillo, Mary A.
PY - 1993/1/1
Y1 - 1993/1/1
N2 - Self-fulfilling prophecy processes enable people to confirm their negative expectancies for others. The perceiver goal of ingratiation was hypothesized to alter this behavioral dynamic and thus lead perceivers to disconfirm their negative expectancies. In an interview setting, we manipulated interviewer Ss' expectancies and interaction goals. As anticipated, "no goal" interviewers were relatively cold and challenging toward their negative-expectancy applicants; as a result, these applicants performed somewhat less favorably, consistent with interviewer expectancies. In contrast, "liking goal" interviewers were relatively warm and unthreatening toward their negative-expectancy applicants; as a result, these applicants performed favorably, disconfirming interviewer expectancies. These data support a framework in which perceiver self-presentation goals are conceptualized to moderate the expectancy-confirmation process.
AB - Self-fulfilling prophecy processes enable people to confirm their negative expectancies for others. The perceiver goal of ingratiation was hypothesized to alter this behavioral dynamic and thus lead perceivers to disconfirm their negative expectancies. In an interview setting, we manipulated interviewer Ss' expectancies and interaction goals. As anticipated, "no goal" interviewers were relatively cold and challenging toward their negative-expectancy applicants; as a result, these applicants performed somewhat less favorably, consistent with interviewer expectancies. In contrast, "liking goal" interviewers were relatively warm and unthreatening toward their negative-expectancy applicants; as a result, these applicants performed favorably, disconfirming interviewer expectancies. These data support a framework in which perceiver self-presentation goals are conceptualized to moderate the expectancy-confirmation process.
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U2 - 10.1037/0022-3514.64.3.409
DO - 10.1037/0022-3514.64.3.409
M3 - Article
C2 - 8468669
AN - SCOPUS:85046521208
SN - 0022-3514
VL - 64
SP - 409
EP - 420
JO - Journal of Personality and Social Psychology
JF - Journal of Personality and Social Psychology
IS - 3
ER -