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?