Jack keeps trying to establish the social identity of a charismatic, brilliant financial planner, but he keeps falling short of his goal. He becomes discouraged so, according the cybernetic theory of impression management, he finally
A) adjusts his reference goal.
B) belittles his targets.
C) develops new body language.
D) engages in script development.

Question

Quizplus · Accepted Answer

According to the cybernetic theory of impression management, individuals adjust their reference goal when they are unable to achieve their original goal. In this scenario, Jack is unable to establish the social identity of a brilliant financial planner, so he might adjust his reference goal to something more achievable in order to regain a sense of control and accomplishment.

Jack Keeps Trying to Establish the Social Identity of a Charismatic