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IMPRESSION

MANAGEMENT

IMPRESSIONMANAGEMENT

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IMPRESSION

MANAGEMENT

Towards adefinition.

It is a goal-directed conscious or unconscious attempt

to influence the perceptions of other people abouta

person, object or event by regulating and controlling

information in social interaction.

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IM Techniques or Verbal Self-

Presentational Behaviors

Verbal Self-

Presentation

Self-

Descriptions

Association

Opinion

Conformity

ExcuseApologies

Acclaiming

Flattery

Favors

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Firstimpression.

within three seconds of seeing a person for the first

time we decide their:social status

politics

educationreligion

sexualityfriendliness / 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

Communication

Thrill

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44

Insert Figure 4.1 here

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IMPRESSION

MANAGEMENT

Two Types of Impression Management

Constructive-- helps in the formation of self

identityStrategic-- 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 personSmiling

Eye contact

Agreeing

Flattery

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IMPRESSION

MANAGEMENT

confidence

a personal brand (what do you want

the world to think of you)

an elevator pitch

a winning image

transferable skills / experience

5 things you need to face the world

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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

dont wait to be asked

dont sit back

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ImpressionManagementTactics

Behavioral

Matching

The target of perception matches

his or her behavior to that of the

perceiver.

A subordinate tries to imitate her bosss

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.

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 ManagementPoor Impression ManagementFour Motive of Poor ImpressionFour Motive of Poor Impression

Avoidance

Obtain

ExitPower

Unfavorable Upward Impression Management TacticsUnfavorable Upward Impression Management Tactics

Decreasing Performance

Not Working to Potential

Withdrawing

Displaying a Bad Attitude

Broadcasting Limitations

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