What to Expect in the Intake Interview? Impression Management Tactics of Psychotherapy Patients

The therapeutic alliance consists of a mutual dependency between patient and therapist. Whereas earlier studies have focused on the therapists' behavioral influence, the present study examined patients' impression management tactics. The motivation to manage the impressions one has on others is particularly strong during first contact. Patients' behavioral influence was thus examined in the intake interview. Twelve possible impression management tactics were defined on the basis of theoretical conceptions of the therapeutic alliance and discussions with practicing psychotherapists. After a comprehensive training, judges rated 60 videotaped interviews. Interjudge agreement was fair to good. Influence attempts could be observed in roughly 30% of all patients' utterances. The most frequent tactics were Supplication, Provoking a response from the therapist, and Self-promotion. Patients could be grouped into three different clusters of tactic employers: Negative self-presenters, positive self-presenters, and response provokers. Male and female patients did not differ with respect to the total amount of tactics used and to the choice of specific tactics. However, when the therapist was female, male patients used significantly more tactics overall and significantly more often the tactic Negative reports about third persons. Being sensitive to patients' behavioral influence can help therapists to better understand their interactional goals and to better tailor the therapeutic alliance.

Expressing and Amplifying Positive Emotions Facilitate Goal Attainment in Workplace Interactions

Expressing emotions has social functions; it provides information, affects social interactions, and shapes relationships with others. Expressing positive emotions could be a strategic tool for improving goal attainment during social interactions at work. Such effects have been found in research on social contagion, impression management, and emotion work. However, expressing emotions one does not feel entails the risk of being perceived as inauthentic. This risk may well be worth taking when the emotions felt are negative, as expressing negative emotions usually has negative effects. When experiencing positive emotions, however, expressing them authentically promises benefits, and the advantage of amplifying them is not so obvious. We postulated that expressing, and amplifying, positive emotions would foster goal attainment in social interactions at work, particularly when dealing with superiors. Analyses are based on 494 interactions involving the pursuit of a goal by 113 employes. Multilevel analyses, including polynomial analyses, show that authentic display of positive emotions supported goal attainment throughout. However, amplifying felt positive emotions promoted goal attainment only in interactions with superiors, but not with colleagues. Results are discussed with regard to the importance of hierarchy for detecting, and interpreting, signs of strategic display of positive emotions.

Diskriminierung ethnischer Minderheiten in der Schweiz: Ergebnisse aus Feldexperimenten

Diskriminierung aufgrund askriptiver Merkmale wie beispielsweise der ethnischen Herkunft wird häufig als sozial unerwünscht angesehen, so dass es fraglich erscheint, ob man mit Hilfe konventioneller Umfragetechniken verlässliche Informationen über diskriminierendes Verhalten gewinnen kann. Feldexperimente, in denen die Versuchspersonen nicht wissen, dass sie an einer Studie teilnehmen und somit kein Impression-Management gegenüber den Versuchsleitern betreiben können, eignen sich hingegen in besonderem Masse zur Feststellung von Diskriminierung. In unserem Beitrag stellen wir Ergebnisse aus vier Feldexperimenten vor, die wir in der Schweiz und in der Stadt Zürich durchgeführt haben. Es handelt sich (1) um ein Bewerbungsexperiment mit Blindbewerbungen unter Variation des Namens des Bewerbers, (2) ein Hilfeleistungsexperiment, bei dem Passanten in hochdeutschem oder schweizerdeutschem Akzent um Geld gebeten wurden, (3) ein Experiment, bei dem Frauen mit oder ohne Kopftuch Unterschriften für eine Volksinitiative sammelten, und (4) ein klassisches Lost-Letter-Experiment mit Variation des Adressaten.