The trade-off effect—the tendency to downplay a stereotypical social dimension (e.g., warmth) to increase a positive impression by conveying an opposing dimension (e.g., competence)—is well established. However, promoting stereotypical perceptions may amplify positive impressions by conforming to the evaluator’s expectations (i.e., the joint effect). To better understand the impacts of race-related impression management goals, we test these competing propositions through two studies. Study 1 shows that people tend to evaluate others more positively when the others appeal to stereotypical characteristics, supporting the joint effect: White candidates are perceived more positively when they exude competence whereas positive impressions are higher when Black candidates demonstrate warmth. Study 2 assesses the underlying mechanism and the boundary condition of this impact and found that the interaction effects between impression management strategies and race influence positive evaluations of candidates through perceived warmth and competence.

权衡效应——淡化刻板印象的社会维度（例如，热情）以通过传达相反的维度（例如，能力）来增加积极印象的倾向——已经确立。然而，促进刻板印象可能会通过符合评估者的期望（即联合效应）来放大积极印象。为了更好地了解与种族相关的印象管理目标的影响，我们通过两项研究测试了这些相互竞争的命题。研究 1 表明，当其他人诉诸陈规定型特征时，人们往往会更积极地评价他人，这支持了联合效应：当白人候选人表现出能力时，他们会被认为更积极，而当黑人候选人表现出热情时，他们的积极印象会更高。