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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.

• IMPRESSION MANAGEMENT is how to make a favorable impression, how to


perceive others and evaluate others on the basis of
 Dress, make-up, hairstyle,
 Manner and general behavior,
 Body language.

• The process of portraying yourself to others in a manner that creates a desired


impression.
• Impression Management is the goal- directed activity of controlling and regulating
information in order to influence the impressions formed by an audience.
Types of Impression Management
• Constructive -- helps in the formation of
self identity
• Strategic -- helps in the attainment of
some interpersonal goal
Tactics of Impression
Management
• Self enhancement:
It includes efforts to boost one’s physical
appearance.
Efforts to increase their appeal to others.
Includes using ‘props’ to enhance their appeal.
To the whole world.
Ex. Social websites.
Social Identity
Theory
• Personal versus Social identity continuum.
• Personal identity:
• self description is a part of intragroup
comparison.
• Description of self at social identity level is
intergroup comparison.
The Personal versus Social
Identity Continuum
Conflict between Personal
Identity and Social
Identity
• When a person does an act which is
inconsistent to that of his social identity then
such conflict arises.
Self
Presentation

• 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.

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