Neuberg S L, Judice T N, Virdin L M, Carrillo M A
Department of Psychology, Arizona State University, Tempe 85287-1104.
J Pers Soc Psychol. 1993 Mar;64(3):409-20. doi: 10.1037//0022-3514.64.3.409.
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.
自我实现预言过程使人们能够证实他们对他人的消极预期。迎合他人的感知者目标被假设会改变这种行为动态，从而导致感知者否定他们的消极预期。在一个面试场景中，我们操纵了面试官的预期和互动目标。正如预期的那样，“无目标”的面试官对他们有消极预期的应聘者相对冷淡且具有挑战性；结果，这些应聘者的表现略逊一筹，这与面试官的预期一致。相比之下，“喜欢目标”的面试官对他们有消极预期的应聘者相对热情且没有威胁性；结果，这些应聘者表现出色，与面试官的预期相悖。这些数据支持了一个框架，在这个框架中，感知者的自我呈现目标被概念化为调节预期证实过程。
