1. IMPRESSION MANAGEMENT
- BY YASH VARDHAN SINGH

2. 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.
• IMPRESSION MANAGEMENT is how to make a favorable impression, how to perceive others
and evaluate others on the basis of
 Dress, make-up, hairstyle,
 Manner and general behavior,
 Body language.
• The process of portraying yourself to others in a manner that creates a desired impression.
• Impression Management is the goal- directed activity of controlling and regulating information in
order to influence the impressions formed by an audience.

3. Types of Impression Management
• Constructive -- helps in the formation of
self identity
• Strategic -- helps in the attainment of some
interpersonal goal

4. Tactics of Impression Management
• Self enhancement:
 It includes efforts to boost one’s physical
appearance.
 Efforts to increase their appeal to others.
 Includes using ‘props’ to enhance their appeal.
 To the whole world.
 Ex. Social websites.

5. Social Identity Theory
• Personal versus Social identity continuum.
• Personal identity self description is a part of
intragroup comparison.
• Description of self at social identity level is
intergroup comparison.

6. The Personal versus Social
Identity Continuum

7. Conflict between Personal Identity and
Social Identity
• When a person does an act which is
inconsistent to that of his social identity then
such conflict arises.

8. Self Presentation
• It depends on situation
• It depends on others’ treatment

9. • Other enhancement:
 It includes tactics to gain one’s liking such as
flattery
 Tactics to induce positive moods and reactions in
others.
 Certainty of target person or group.
 Ex. Dressing up according to a certain person’s
liking

10. TECHNIQUES OF IMPRESSION
MANAGEMENT :-
 Conformity
Excuses
Apologies
Self promotion
Flattery
Favors
Association
• Opinion Conformity
Verbal Self-
Presentation
Self-
Descriptions
Association
Opinion
Conformity
ExcuseApologies
Acclaiming
Flattery
Favors

11. Impression Management Tactics
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.
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.

12. Findings of Impression Management
• Ingratiation
– Universal agreement about standard ingratiation tactic
– These include..
Showing an interest in the person
Smiling
Eye contact
Agreeing
Flattery

13. Impression Management : Role of
Cognitive Load
• Impression management skills excercised by
us for years.
• At the time of performing other tasks we are
less concentrated to presenting ourselves.
• Pontari and Schlenker concluded that who are
uncomfortable in social situations, if busy in
performing other task may present
themselves better.

14. • Research included Extroverts and introverts at
the time of job interview.
• Cognitive busyness of introverts and
extroverts people interfered with in
presenting themselves.

15. IMPRESSION MANAGEMENT BY
MARGINALIZED PEOPLE
• Case of eunuchs
 Largely perceived as the person who are
incapable of doing a impressive political
leadership.
But in MP when they were elected to be
representative, then they have managed their
impression in such a form that they are perceived
by Society risen above corruption and caste.

16. Conclusion
From all the
objectives, techniques, findings, tactics , and
tips we can conclude that Impression
Management plays a vital role in all fields such
as in organisations, hospitals, education
institutions etc.
So, Impression Management is the
process through which one person influence
others.