Impression Management

 Impression Management 

Introduction 

An impression is an opinion of you formed by someone without hard evidence. Impression  Management is the theory that you can control the other party’s impression of you to produce  the desired effect. It is a behaviour used to create and maintain desired images of the self  (Gardner & Martinko, 1988). 

“When two individuals or parties meet, both form a judgment about each other. Impression Management theorists believe that it is a primary human motive; both inside and outside the  organization (Provis,2010) to avoid being evaluated negatively (Jain,2012)” (Gwal, 2015). 

Social lives have always been a big part of our lives. Everyone wants to look ‘good’ in front of  others and have the image of a good human among the masses. This is why all of us try hard  to maintain a certain decorum when in public and behave differently than we do in the comfort  of our houses. We use impression management in our lives almost daily. 

Strategies by Jones & Pittman 

1. Self-promotion: this strategy requires the respondent to confidently voice out their  achievements, talents, and qualities in order to impress a reviewer. It is an effective  strategy if they want to show their competence to the target, letting the target know that  they are of importance to them. “Self-promotion is most often used when the chance of  their claims being challenged or discredited is low” (Rosenfeld et al., 1995, p.51). 

2. Ingratiation: this technique is put into play when one’s requirement is to become more  likeable in the target’s eyes. This involves praising the target for their qualities,  achievements, and talents. It also includes mimicking the behaviour of the target and  agreeing with their opinions. The use of flattery and opinion conformity is prominent  in this strategy. “Westphal and Stern (2006) noted that ingratiation can be regarded as  an act of submission or deference to another person that elicits goodwill and various  forms of social support” (Shropshire, 2010).

3. Exemplification: this strategy involves working harder than the other employees at  one’s workplace and making sure others see them overworking. This elicits feelings of  guilt from the other employees resulting in them providing help and the higher-ups being notified that one is hard at work for the organization. “This tactic can actually  also involve strategic self-sacrifice” (Rosenfeld et al., 1995). 

4. Intimidation: this strategy involves having a hold over the target by threatening them  or forcefully getting them to comply. The target is made aware that there will be severe  consequences if they do not agree to one’s terms. “Using Intimidation; the respondent tries to convince his target that he is dangerous” (Jones & Pittman, 1982). 

5. Supplication: this strategy focuses on the target’s empathy. One behaves like they are  ill-informed and have the least idea of how to perform a task in front of a better-skilled target. This prompts the target’s empathy resulting in them coming to one’s aid and  often completing the task for them. “By advertising their lack of ability, they attempt  to activate a powerful social rule the norm of social responsibility that says you should  help those who are in need” (Rosenfeld et al., 1995, p.56). 

Necessity of Impression Management skills 

The impression we have on other people plays a huge role in the way they interact with us.  People survive with the help of their relations with other people, therefore, their impression of  us is important. This is true even in a workspace. The interviewer’s impression of you decides  whether you get the job, your fellow employees’ impression of you determines whether they  corporate with you on projects and help you out, and your boss’s impression of you dictates whether you get that promotion. A good social life with the people in our workspaces ensures 

that our career is on a smooth uphill run. Hence, Impression Management skills are necessary  to help us with displaying a good personality in front of others. You are required to use self promotion in an interview to help you get a job, use ingratiation to be on people’s good side,  and use exemplification to seem like the best employee in the company. Intimidation is a  strategy that could backfire as it may not always work and even if it does it will not work for a  long time. Supplication can be used but it comes at the cost of lowering your self-esteem and  being helplessly dependent on others.