Professional Documents
Culture Documents
Impression MGT
Impression MGT
• It depends on situation
• It depends on others’ treatment
• Other enhancement:
It includes tactics to gain one’s liking such as
flattery
Tactics to induce positive moods and reactions in
others.
Certainty of target person or group.
Ex. Dressing up according to a certain person’s
liking
TECHNIQUES OF IMPRESSION
MANAGEMENT :-
Conformity Self-
Favors
Excuses Descriptions
Apologies
Flattery Association
Self promotion Verbal Self-
Flattery Presentation Opinion
Acclaiming
Favors Conformity
Association
Apologies Excuse
• Opinion Conformity
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 or A worker reminds his boss about his past
Self-
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.