IMPRESSION

MANAGEMENT
IMPRESSION MANAGEMENT
Mahesh

Towards a

definition.

IMPRESSION
MANAGEMENT
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 SelfPresentational Behaviors

SelfDescriptions

Favors

Flattery

Association
Verbal SelfPresentation

Opinion
Conformity

Acclaiming

Apologies

Excuse

First impression.

IMPRESSION
MANAGEMENT
within three seconds of seeing a person for the first
time we decide their:

social status
politics
education
religion
sexuality
friendliness / approachability

first impressions: the

93% rule
55%
appearance
& body
language

38% tone,
pitch & pace
of your voice

7% what
you say

At work.
doing a good job accounts for 10% of the
impression you give

IMPRESSION
MANAGEMENT

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

IMPACT

IMPRESSION
MANAGEMENT

Integrity

Manners

Personality
Appearance
Communication
Thrill

Insert Figure 4.1 here

Two Types of Impression Management

IMPRESSION
MANAGEMENT

Constructive -- helps in the formation of self

identity

Strategic -- helps in the attainment of some

interpersonal goal

Ingratiation

IMPRESSION
MANAGEMENT

Universal agreement about standard ingratiation

tactics
These include..
Showing an interest in the person

Smiling

Eye contact
Agreeing
Flattery

5 things you need to face the world

confidence

IMPRESSION
a personal brand (what do you want
MANAGEMENT
the world to think of you)
an elevator pitch
a winning image
transferable skills / experience

confidence - how?

preparation, preparation, preparation

IMPRESSION
MANAGEMENT
know your stuff and know you know
your stuff!!
find opportunities to practice
presenting your stuff get involved
ALWAYS be positive
NEVER be a one-track pony

personal brand how?

IMPRESSION
MANAGEMENT
who you are?????
what you are?????
what are your personal / professional
ethics????

elevator pitch how?

IMPRESSION
MANAGEMENT

Do

speak!
make small talk
ask open questions

Dont

ignore him / her

talk about the
weather
get too personal
moan!

a winning image how?

IMPRESSION
MANAGEMENT
appropriate
balanced
professional not powerful
modern
clean

Transferable skills how?

IMPRESSION
MANAGEMENT
Interact
get involved
ask questions
volunteer
dont wait to be asked
dont sit back

14

Impression Management Tactics

Behavioral
Matching

The target of perception matches

his or her behavior to that of the
perceiver.

A subordinate tries to imitate her bosss

behavior by being modest and soft-spoken
because her boss is modest and soft-spoken.

SelfPromotion

The target tries to present herself

or himself in as positive a light as
possible.

A worker reminds his boss about his past

accomplishments and associates with coworkers who are evaluated highly.

Conforming The target follows agreed-upon

to Situational rules for behavior in the
organization.
Norms

A worker stays late every night even if she has

completed all of her assignments because
staying late is one of the norms of her
organization.

Appreciating
or Flattering
Others

The target compliments the perceiver. This tactic works best when
flattery is not extreme and when it
involves a dimension important
to the perceiver.

A coworker compliments a manager on his

excellent handling of a troublesome employee.

Being
Consistent

The targets beliefs and behaviors

are consistent. There is agreement
between the targets verbal and
nonverbal behaviors.

A subordinate delivering a message to his boss

looks the boss straight in the eye and has a
sincere expression on his face.

Poor Impression Management

Four Motive of Poor Impression

Avoidance
Obtain

IMPRESSION
Exit
MANAGEMENT
Power

Unfavorable Upward Impression Management

Tactics

Decreasing Performance
Not Working to Potential
Withdrawing
Displaying a Bad Attitude