Impression Management

Impression management: the process by which individuals attempt to control the impression others form of them

Interviews:

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Self-promotion and ingratiation work well

Performance evaluations:

Ingratiation positively related

Self-promotion is negatively related

Impression management is a response to political behavior and is defined as the process by which individuals attempt to control the impression others form of them. Some techniques used to manage this impression are conformity, self-promotion, favors, excuses, apologies, self-promotion, and association.

 

Impression management has shown to be effective in different situations, such as job interviews and performance evaluations. It is important that in an interview you set forth a positive impression. Many applicants utilize IM to get the interviewer to like them. Self-promotion is seen as important because it shows confidence; however, in an interview, ingratiation is not as effective. Nevertheless, in performance evaluations ingratiation has been found to be a positive technique and linked to higher rankings. However, self-promotion does not work as well in this context.

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