IMPRESSION MANAGEMENT

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IMPRESSION MANAGEMENT
IMPRESSION MANAGEMENT
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IMPRESSION MANAGEMENT
Towards a definition.
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
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IMPRESSION MANAGEMENT
First impression.
within three seconds of seeing a person for the
first time we decide their
social status politics educ
ation 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

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IMPRESSION MANAGEMENT
IMPACT
Integrity Manners Personality Appearance Communica
tion Thrill
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Insert Figure 4.1 here
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IMPRESSION MANAGEMENT
Two Types of 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
Universal agreement about standard ingratiation
tactics These include.. Showing an
interest in the person Smiling Eye
contact Agreeing Flattery
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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

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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
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IMPRESSION MANAGEMENT
personal brand how?
who you are????? what you are????? what are
your personal / professional ethics????
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IMPRESSION MANAGEMENT
elevator pitch how?

• Do
• speak!
• make small talk
• ask open questions

• Dont
• ignore him / her
• talk about the weather
• get too personal
• moan!

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IMPRESSION MANAGEMENT
a winning image how?
appropriate balanced professional not
powerful modern clean
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IMPRESSION MANAGEMENT
Transferable skills how?
Interact get involved ask questions volunteer don
t wait to be asked dont sit back
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Impression Management Tactics
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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.
Appreciating or Flattering Others
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.
A coworker compliments a manager on his
excellent handling of a troublesome employee.
Being Consistent
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.
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IMPRESSION MANAGEMENT
Poor Impression Management
Four Motive of Poor Impression Avoidance Obtain E
xit Power
Unfavorable Upward Impression Management
Tactics Decreasing Performance Not Working to
Potential Withdrawing Displaying a Bad
Attitude Broadcasting Limitations
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THANK YOU