Perceiver Self-Presentational Goals as Moderators of Expectancy Influences: Ingratiation and the Disconfirmation of Negative Expectancies

Steven Neuberg, T. Nicole Judice, Lynn M. Virdin, Mary A. Carrillo

Research output: Contribution to journalArticlepeer-review

25 Scopus citations

Abstract

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.

Original languageEnglish (US)
Pages (from-to)409-420
Number of pages12
JournalJournal of Personality and Social Psychology
Volume64
Issue number3
DOIs
StatePublished - Jan 1 1993

ASJC Scopus subject areas

  • Social Psychology
  • Sociology and Political Science

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