Fiske S T, Von Hendy H M
Department of Psychology, University of Massachusetts, Amherst 01003.
J Pers Soc Psychol. 1992 Apr;62(4):577-96. doi: 10.1037//0022-3514.62.4.577.
Impressions are influenced by motivations stemming primarily from the target (e.g., interdependence), 3rd parties (e.g., accountability or time pressure), or the self. The current studies investigate motivations stemming primarily from the self. In Study 1, Ss were given dispositional feedback about their abilities to categorize or to individuate. In Study 2, they were given situational information about the appropriate norms to categorize or to individuate. As predicted, dispositional feedback influenced low self-monitors, and situational information influenced high self-monitors. Both altered attention to potentially individuating category-inconsistent attributes as well as requests for additional information. Causal models further illuminated the mediating processes. These results suggest that people's flexible self-concepts are an important source of motivation in impression formation.
印象会受到主要源于目标（例如，相互依赖）、第三方（例如，责任或时间压力）或自我的动机的影响。当前的研究主要考察源于自我的动机。在研究1中，向被试提供关于他们分类或个体化能力的特质性反馈。在研究2中，向他们提供关于分类或个体化的适当规范的情境信息。正如所预测的那样，特质性反馈影响低自我监控者，情境信息影响高自我监控者。两者都改变了对潜在个体化的类别不一致属性的关注以及对额外信息的请求。因果模型进一步阐明了中介过程。这些结果表明，人们灵活的自我概念是印象形成中动机的一个重要来源。
