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					                                     IMPRESSION MANAGEMENT
              MANAGEMENT
               IMPRESSION
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                                                 definition…….
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                                     Towards a




                                        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
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                                        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



                                 38% tone, pitch & pace of your voice
55% appearance & body language




                                         7% what you say
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                                       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’
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                                     IMPACT

                                      IMPRESSION
                                     Integrity
                                     Manners
                                     MANAGEMENT
                                     Personality
                                     Appearance
                                     Communication
                                     Thrill
4




    Insert Figure 4.1 here
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                                      Two Types of Impression Management



                                       IMPRESSION
                                      MANAGEMENT
                                     Constructive -- helps in the formation of self identity
                                     Strategic -- helps in the attainment of some interpersonal goal
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                                              Ingratiation

                                           IMPRESSION
                                          MANAGEMENT
                                     Universal agreement about standard ingratiation
                                                         tactics
                                           These include..
                                           Showing an interest in the person
                                           Smiling,
                                           Eye contact,
                                           Agreeing,
                                           Flattery
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                                         5 things you need to face the world


                                           IMPRESSION
                                          MANAGEMENT
                                     1). confidence
                                     2). a personal brand (what do you want the world to think of you)
                                     3). an ‘elevator pitch’
                                     4). a winning image
                                     5). transferable skills / experience
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                                          1) Confidence - how?


                                         IMPRESSION
                                        MANAGEMENT
                                     - 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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                                        2) Personal brand – how?



                                      IMPRESSION
                                     MANAGEMENT
                                     - who you are?????
                                     - what you are?????
                                     - what are your personal / professional ethics????
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                                     3) Elevator pitch – how?


                                      IMPRESSION
                                     MANAGEMENT
                                     Do
                                     speak!
                                     make small talk
                                     ask open questions

                                     Don’t
                                     ignore him / her
                                     talk about the weather
                                     get too personal
                                     moan!
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                                     a winning image – how?


                                      IMPRESSION
                                     MANAGEMENT
                                              appropriate
                                               balanced
                                      professional – not powerful
                                                modern
                                                 clean
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                                     Transferable skills – how?


                                        IMPRESSION
                                       MANAGEMENT
                                                 Interact
                                               get involved
                                              ask questions
                                                volunteer
                                          don’t wait to be asked
                                              don’t sit back
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.
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                                        Poor Impression Management
                                               Four Motive of Poor Impression
                                                        Avoidance

                                           IMPRESSION
                                                         Obtain



                                          MANAGEMENT
                                                Exit
                                               Power
                                     Unfavorable Upward Impression Management Tactics
                                               Decreasing Performance
                                              Not Working to Potential
                                                    Withdrawing
                                              Displaying a Bad Attitude
                                              Broadcasting Limitations