Playing Dumb and Knowing it All: Competitive Orientation and Impression Management Strategies
Author(s): Bill Thornton, Andrew Lovley, Richard M. Ryckman, Joel A. Gold
Abstract: This study considered individual differences in competitive orientations (hypercompetition, competition avoidance, and personal development competition) as they relate to the use of two opposing self-presentational strategies, "playing dumb" and "knowing it all" (176 women, 156 men). These strategies may be selectively employed in order to be liked or be perceived as competent, respectively. Consistent with theory and predictions, hypercompetitiveness was positively associated with the use of both playing dumb and knowing it all strategies. However, competition avoidance was associated positively only with playing dumb. In contrast, personal development competitiveness, a psychologically healthy competitive orientation, was not associated with use of either strategy. As such, competitive orientations may predispose people to selectively engage self-presentational strategies situations where the motive is either to be liked or perceived as competent.
Pages: 265-271
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