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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.

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Impression management l.jpg

IMPRESSION MANAGEMENT

IMPRESSION MANAGEMENT


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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.


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Favors

Self-

Descriptions

Flattery

Association

Verbal Self-Presentation

Acclaiming

Opinion

Conformity

Apologies

Excuse

IM Techniques or Verbal Self-Presentational Behaviors


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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


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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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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


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IMPACT

IMPRESSION MANAGEMENT

Integrity

Manners

Personality

Appearance

Communication

Thrill


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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

confidence

a personal brand (what do you want the world to think of you)

an ‘elevator pitch’

a winning image

transferable skills / experience

IMPRESSION MANAGEMENT


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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

IMPRESSION MANAGEMENT


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personal brand – how?

who you are?????

what you are?????

what are your personal / professional ethics????

IMPRESSION MANAGEMENT


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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


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Behavioral

Matching

The target of perception matches

his or her behavior to that of the

perceiver.

A subordinate tries to imitate her boss’s

behavior by being modest and soft-spoken

because her boss is modest and soft-spoken.

Self-

Promotion

The target tries to present herself

or himself in as positive a light as

possible.

A worker reminds his boss about his past

accomplishments and associates with co-

workers who are evaluated highly.

14

Impression Management Tactics

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 target’s beliefs and behaviors

are consistent. There is agreement

between the target’s 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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Poor Impression Management

Four Motive of Poor Impression

Avoidance

Obtain

Exit

Power

IMPRESSION MANAGEMENT

Unfavorable Upward Impression Management Tactics

Decreasing Performance

Not Working to Potential

Withdrawing

Displaying a Bad Attitude

Broadcasting Limitations



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