IMPRESSION MANAGEMENT
IMPRESSION MANAGEMENT
Impression Management (IM)
IM Techniques:
• Conformity
• Excuses
• Apologies
• Self-Promotion
• Flattery
• Favors
• Association
IM Techniques:
• Conformity
• Excuses
• Apologies
• Self-Promotion
• Flattery
• Favors
• Association
Impression Management
The process by which individuals attempt to control the impression others form of them.
Source: Based on B. R. Schlenker, Impression Management (Monterey, CA: Brooks/Cole, 1980); W. L. Gardner and M. J. Martinko, “Impression Management in Organizations,” Journal of Management, June 1988, p. 332; and R. B. Cialdini, “Indirect Tactics of Image Management Beyond Basking,” in R. A. Giacalone and P. Rosenfeld (eds.), Impression Management in the Organization (Hillsdale, NJ: Lawrence Erlbaum Associates, 1989), pp. 45–71.
IMPRESSION MANAGEMENT
Towards a definition…….
It is a goal-directed conscious or unconscious attempt to influence the perceptions of other people about a person, object or event by regulating and controlling information in social interaction.
IM Techniques or Verbal Self-Presentational Behaviors
Verbal Self-Presentation
Self-Descriptions
Association
OpinionConformity
ExcuseApologies
Acclaiming
Flattery
Favors
IMPRESSION MANAGEMENT
First impression…….
within three seconds of seeing a person for the first time we decide their:
social statuspolitics
educationreligion
sexualityfriendliness / approachability
first impressions: the 93% rule
55% appearance & body language
38% tone, pitch & pace of your voice
7% what you say
IMPRESSION MANAGEMENT
At work….
• doing a good job accounts for 10% of the impression you give
• 90% of the impression you give of being capable is based on perception– presentation of work– presentation of self– being seen to be ‘doing a good job’
IMPRESSION MANAGEMENT
IMPACT
Integrity
Manners
Personality
Appearance
Communication
Thrill
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Insert Figure 4.1 here
IMPRESSION MANAGEMENT
Two Types of Impression Management
Constructive -- helps in the formation of self identity
Strategic -- helps in the attainment of some interpersonal goal
IMPRESSION MANAGEMENT
Ingratiation
Universal agreement about standard ingratiation tactics
These include.. Showing an interest in the person
SmilingEye contact
Agreeing Flattery
IMPRESSION MANAGEMENT
confidence
a personal brand (what do you want the world to think of you)an ‘elevator pitch’a winning imagetransferable skills / experience
5 things you need to face the world
IMPRESSION MANAGEMENT
confidence - how?preparation, preparation, preparation
know your stuff – and know you know your stuff!!
find opportunities to practice ‘presenting’ your stuff – get involved
ALWAYS be positiveNEVER be a one-track pony
IMPRESSION MANAGEMENT
personal brand – how?
who you are?????what you are?????what are your personal / professional ethics????
IMPRESSION MANAGEMENT
elevator pitch – how?
• Do– speak!– make small talk– ask open
questions
• Don’t– ignore him / her– talk about the
weather– get too personal– moan!
IMPRESSION MANAGEMENT
a winning image – how?
appropriatebalanced
professional – not powerfulmodernclean
IMPRESSION MANAGEMENT
Transferable skills – how?
Interactget involved
ask questionsvolunteer
don’t wait to be askeddon’t sit back
Impression Management Tactics
BehavioralMatching
The target of perception matcheshis or her behavior to that of theperceiver.
A subordinate tries to imitate her boss’sbehavior by being modest and soft-spokenbecause her boss is modest and soft-spoken.
Self-Promotion
The target tries to present herselfor himself in as positive a light aspossible.
A worker reminds his boss about his past accomplishments and associates with co-workers who are evaluated highly.
Conformingto SituationalNorms
The target follows agreed-uponrules for behavior in the organization.
A worker stays late every night even if she hascompleted all of her assignments because staying late is one of the norms of her organization.
Appreciatingor FlatteringOthers
The target compliments the per-ceiver. This tactic works best whenflattery is not extreme and when it involves a dimension importantto the perceiver.
A coworker compliments a manager on his excellent handling of a troublesome employee
BeingConsistent
The target’s beliefs and behaviors are consistent. There is agreementbetween the target’s verbal andnonverbal behaviors.
A subordinate delivering a message to his bosslooks the boss straight in the eye and has a sincere expression on his face.
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IMPRESSION MANAGEMENT
Poor Impression ManagementFour Motive of Poor Impression
Avoidance Obtain Exit Power
Unfavorable Upward Impression Management Tactics
Decreasing PerformanceNot Working to Potential
WithdrawingDisplaying a Bad AttitudeBroadcasting Limitations
Is A Political Action Ethical?
1. What is the utility of engaging in the behavior?
2. Does the utility balance out any harm done by the action?
3. Does the action conform to standards of equity and justice?