As a professional, it’s important that you present an image of yourself to the world that is positive and clear. Self-presentation can benefit greatly if Impression Management (IM) techniques are applied correctly and, most importantly, genuinely.
What is Impression Management?
Impression management is a broad term that refers to the act of managing your image or impressions. It can be defined as “the process of creating a specific impression in the mind of another person.” The goal of IM is to create an image in the mind of another person that benefits you, whether it’s favorable or unfavorable.
The term was coined by Erving Goffman in 1959, who defined the typology and classification of impression management techniques that are reviewed below.
Conformity
Conformity is the act of matching attitudes, beliefs, and behaviors to group norms. Conformity can be defined as a social influence in which an individual’s behavior changes to match a group standard.
Excuses
Excuses are a common form of impression management. They’re used to avoid taking responsibility for something or to justify bad behavior. When someone makes excuses, they’re usually trying to avoid conflict with other people and preserve their image in front of them.
Acclaim
There are a number of reasons that people engage in impression management. The most common reason is to gain praise or recognition. This can be from a boss, colleague, or client, and it’s often associated with gaining social status within an organization or group. Another reason is to get attention and approval from others. People want to be seen as winners who deserve respect–especially if they feel like they’ve been overlooked by their peers.
Flattery
Flattery is a common way to gain favor with someone. People often feel flattered when they are complimented or told that they look nice, which can make them more likely to like you.
If you want to use flattery in your impression management techniques, be careful not to overdo it–too much praise can come across as insincere and even manipulative (and no one likes being manipulated). Instead of saying something like, “You’re the best employee ever!” try something like, “I really appreciate how hard you’ve been working lately.”
Self-promotion
Self-promotion is when you promote yourself to others. You do this to make others think more highly of you, or at least not less highly of you than they already do.
Self-promotion can be done in many ways: through your appearance, your accomplishments, and skills, the quality of your work product (writing), etc.
Favors
Favors are a great way to build relationships, trust, reputation, and influence.
This is because favors increase the likelihood that someone will help you in the future if you need it. This is called “reciprocity.” When you do something for someone (whether it’s small or large), they feel obligated to return the favor by doing something for you in return at some point down the road.
In fact, research shows that people who provide others with favors tend to be liked more than those who don’t provide any!
Association
The association is a form of impression management that involves connecting yourself with someone who is admired or respected. Associating yourself with positive people will make you appear more credible, believable, and trustworthy.
The following are some examples of association:
- Being friends with famous or senior people in your organization
- Working for a company that has a good reputation
- Mentioning your favorite sports team if it is known for winning championships
Why is it important?
Impression management is a way to control the way others see you. It can be used for good or bad, but it’s always important to remember that impression management has its limits and should not be used as an excuse for poor behavior or actions. Sometimes people use impression management in order to get what they want from others–for example when someone asks for a raise at work and tries to make themselves seem more valuable by putting on airs or making up stories about their accomplishments (which may not actually be true). Other times people use this technique because they feel like they need outside validation from others; if someone has low self-esteem or feels insecure about themselves, then this type of behavior might help them feel better about themselves temporarily by boosting their confidence temporarily through positive feedback from others around them. However, over time these tactics will only lead down paths of destruction because eventually, those around us will catch on that what we’re doing isn’t genuine and could potentially hurt our relationship with those closest to us!
As you can see, there are many ways to manage the impression you leave on others. The most important thing is to be aware of your own behaviors and how they affect others. If you focus on improving yourself, then other people will notice the change in you!
