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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 SelfPresentational Behaviors


Favors

SelfDescriptions
Association Verbal SelfPresentation Opinion Conformity Excuse

Flattery

Acclaiming

Apologies

How to do it - positively
Self descriptions (personal characteristics) Conformity (agree with someone for approval) Accounts (give excuses, justifications) Apologies (admit and ask forgiveness) Acclaiming (taking credit) Flattery (saying nice things make yourself likable) Favors (doing something nice tit for tat?)

Does IM work?
Study:applicants for customer-service position used IM techniques Researchers: it was IM techniques, not qualifications that impressed interviewers.

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

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

IMPRESSION MANAGEMENT

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

Universal agreement about standard ingratiation tactics These include.. Showing an interest in the person

IMPRESSION MANAGEMENT

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
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

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Impression Management Tactics


Behavioral Matching SelfPromotion
The target of perception matches his or her behavior to that of the perceiver. The target tries to present herself or himself in as positive a light as possible. A subordinate tries to imitate her bosss behavior by being modest and soft-spoken because her boss is modest and soft-spoken. A worker reminds his boss about his past accomplishments and associates with coworkers who are evaluated highly. 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. A coworker compliments a manager on his excellent handling of a troublesome employee.

Conforming The target follows agreed-upon to Situational rules for behavior in the organization. Norms Appreciating or Flattering Others Being Consistent
The target compliments the perceiver. This tactic works best when flattery is not extreme and when it involves a dimension important to the perceiver. 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

Unfavorable Upward Impression Management Tactics

Avoidance IMPRESSION Obtain MANAGEMENT Exit Decreasing Performance Power Not Working to Potential Withdrawing Displaying a Bad Attitude Broadcasting Limitations