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IMPRESSION MANAGEMENT
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Impression Management (IM)
The process by which individuals attempt to control the impression others form of them. IM Techniques: Conformity Excuses Apologies Self-Promotion Flattery Favors Association 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.
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IMPRESSION MANAGEMENT
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.
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IM Techniques or Verbal Self-Presentational Behaviors
Descriptions Association Opinion Conformity Excuse Apologies Acclaiming Flattery Favors
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IMPRESSION MANAGEMENT
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
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first impressions: the 93% rule
55% appearance & body language 38% tone, pitch & pace of your voice 7% what you say
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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
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IMPRESSION MANAGEMENT
IMPACT IMPRESSION MANAGEMENT Integrity Manners Personality Appearance Communication Thrill
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4 Insert Figure 4.1 here 3
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IMPRESSION MANAGEMENT
Two Types of Impression Management IMPRESSION MANAGEMENT Constructive -- helps in the formation of self identity Strategic -- helps in the attainment of some interpersonal goal
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IMPRESSION MANAGEMENT
Ingratiation IMPRESSION MANAGEMENT Universal agreement about standard ingratiation tactics These include.. Showing an interest in the person Smiling Eye contact Agreeing Flattery The act of gaining acceptance or affection for yourself by persuasive and subtle blandishments
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IMPRESSION MANAGEMENT
5 things you need to face the world confidence a personal brand (what do you want the world to think of you) an ‘elevator pitch’ a winning image transferable skills / experience IMPRESSION MANAGEMENT
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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 positive NEVER be a one-track pony IMPRESSION MANAGEMENT
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IMPRESSION MANAGEMENT
personal brand – how? who you are????? what you are????? what are your personal / professional ethics???? IMPRESSION MANAGEMENT
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IMPRESSION MANAGEMENT
elevator pitch – how? IMPRESSION MANAGEMENT Do speak! make small talk ask open questions Don’t ignore him / her talk about the weather get too personal moan!
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IMPRESSION MANAGEMENT
a winning image – how? IMPRESSION MANAGEMENT appropriate balanced professional – not powerful modern clean
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IMPRESSION MANAGEMENT
Transferable skills – how? IMPRESSION MANAGEMENT Interact get involved ask questions volunteer don’t wait to be asked don’t sit back
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Impression Management Tactics
14 Behavioral Matching The target of perception matches his or her behavior to that of the perceiver. A subordinate tries to imitate her boss’s behavior by being modest and soft-spoken because her boss is modest and soft-spoken. Self- Promotion 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 co- workers who are evaluated highly. Conforming to Situational Norms The target follows agreed-upon rules for behavior in the organization. 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. The target compliments the per- ceiver. This tactic works best when flattery is not extreme and when it involves a dimension important to the perceiver. Appreciating or Flattering Others A coworker compliments a manager on his excellent handling of a troublesome employee Being Consistent The target’s beliefs and behaviors are consistent. There is agreement between the target’s 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.
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IMPRESSION MANAGEMENT
Poor Impression Management Four Motive of Poor Impression Avoidance Obtain Exit Power IMPRESSION MANAGEMENT Unfavorable Upward Impression Management Tactics Decreasing Performance Not Working to Potential Withdrawing Displaying a Bad Attitude Broadcasting Limitations
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Is A Political Action Ethical?
What is the utility of engaging in the behavior? Does the utility balance out any harm done by the action? Does the action conform to standards of equity and justice?
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