TY - JOUR
T1 - The motivated tactician's juggling act
T2 - Compatible vs. incompatible impression goals
AU - Ruscher, Janet B.
AU - Fiske, Susan T.
AU - Schnake, Sherry B.
PY - 2000/1/1
Y1 - 2000/1/1
N2 - 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.
AB - 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.
UR - http://www.scopus.com/inward/record.url?scp=0347117785&partnerID=8YFLogxK
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U2 - 10.1348/014466600164453
DO - 10.1348/014466600164453
M3 - Article
C2 - 10907098
AN - SCOPUS:0347117785
SN - 0144-6665
VL - 39
SP - 241
EP - 256
JO - British Journal of Social Psychology
JF - British Journal of Social Psychology
IS - 2
ER -