IMPRESSION

MANAGEMENT

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.
 IM Techniques or Verbal Self-
Presentational Behaviors
Self-
Favors
Descriptions

Flattery Association
Verbal Self-
Presentation
Opinion
Acclaiming
Conformity

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 38% tone,
& body pitch & pace
language 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
4

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
MANAGEMENT
a personal brand (what do you want
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
• Don’t
– speak!
– ignore him / her
– make small talk
– talk about the
– ask open questions
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
don’t wait to be asked
don’t sit back
14

Impression Management Tactics

The target of perception matches A subordinate tries to imitate her boss’s
Behavioral
his or her behavior to that of the behavior by being modest and soft-spoken
Matching perceiver. because her boss is modest and soft-spoken.
The target tries to present herself A worker reminds his boss about his past
Self-
or himself in as positive a light as accomplishments and associates with co-
Promotion possible. workers who are evaluated highly.

Conforming The target follows agreed-upon A worker stays late every night even if she has
completed all of her assignments because
to Situational rules for behavior in the staying late is one of the norms of her
Norms organization.
organization.
Appreciating The target compliments the per- A coworker compliments a manager on his
ceiver. This tactic works best when excellent handling of a troublesome employee.
or Flattering
flattery is not extreme and when it
Others involves a dimension important
to the perceiver.

Being The target’s beliefs and behaviors A subordinate delivering a message to his boss
are consistent. There is agreement looks the boss straight in the eye and has a
Consistent between the target’s verbal and sincere expression on his face.
nonverbal behaviors.
 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
Broadcasting Limitations