Impression Management:
The process by which individuals attempt to control the impression others form of them.
Technique
1. Conformity
Agreeing with someone else’s opinion in order to gain his or her approval.
Example: A manager tells his boss, “You are absolutely on your organization plan. I could not agree with you.”
2. Excuses
Explanation of a predicament-creating event aimed at minimizing the apparent severity of the predicament.
Example: Sales manager to boss “we failed to get the ad in paper on time, but no one respond to those ads anyway.”
3. Apologies
Admitting responsibility for an undesirable event and simultaneously seeking to get a pardon for the action.
Example: Employee to boss, “I am sorry I made a mistake on the report. Please forgive me.”
4. Self-promotion
Highlighting one’s best qualities, downplaying one’s deficits, and calling attention to one’s achievement
Example: A salesperson tells his boss ,” Rafiq worked successfully for three years to try to get that account. I sewed it up in six weeks. I am the best closer this company has.”
5. Flattery
Complimenting others about their virtues in an effort to make oneself appear perceptive and likeable.
Example: New sales trainee to peer, “you handled that client’s complaint so tactfully! I could never have handled that as well as you did.”
6. Favors
Doing something nice for someone to gain that person’s approval.
Example: Sales person to prospective client, “I have got two tickets to the theater tonight that I can’t use. Take them. Consider it a thank you for taking the time to talk with me.”
7. Association
Enhancing or protecting one’s image by managing information about people and things with which one is associated.
Example: A job applicant says to an interviewer, “What a coincidence. Your boss and I were roommates in college.”
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