Impression management is a powerful tool in organizational dynamics. It involves strategically shaping how others perceive you through intentional behaviors and self-presentation. From self-promotion to ingratiation, individuals use various tactics to achieve specific goals like gaining approval or demonstrating competence.

The effectiveness of impression management strategies depends on factors like personality traits, organizational culture, and power dynamics. In interviews and leadership roles, mastering nonverbal cues, verbal tactics, and adaptability is crucial. However, it's important to balance impression management with authenticity to avoid risks of appearing disingenuous or inconsistent.

Impression management strategies

• Impression management involves actively shaping how others perceive you through intentional behaviors and self-presentation
• Different impression management strategies are used to achieve specific goals such as gaining approval, demonstrating competence, or eliciting certain responses from others

Self-promotion vs ingratiation

• Self-promotion focuses on highlighting personal achievements, skills, and qualifications to be seen as competent and capable
• Includes sharing success stories, discussing expertise, and showcasing awards or recognition (Employee of the Month)
• Ingratiation aims to increase likeability and gain favor by flattering others, doing favors, and emphasizing similarities
• Tactics include complimenting supervisors, agreeing with opinions, and mirroring communication styles (active listening, shared interests)

Exemplification of desired qualities

• Exemplification involves going above and beyond to demonstrate desired qualities like dedication, ethics, or leadership
• Includes visibly working long hours, volunteering for challenging projects, and upholding high moral standards
• Aims to be seen as an exemplary employee embodying core organizational values (integrity, customer focus)
• Can inspire others and shape perceptions of character and work ethic

Intimidation for compliance

• Intimidation uses threats, pressure, or aggression to gain compliance from others, especially subordinates
• Includes yelling, threatening punitive action, glaring, or invading others' personal space
• Aims to induce fear to force others to meet demands (tight deadlines) or overlook concerns (unsafe practices)
• Can be effective in the short-term but erodes relationships and trust over time

Supplication to gain sympathy

• Supplication involves highlighting weaknesses, limitations, or past hardships to elicit sympathy and help from others
• Includes sharing stories of personal challenges (illness, family issues), inexperience, or lack of resources
• Aims to gain assistance, lower expectations, or be given "a pass" in difficult situations
• Can backfire if seen as manipulative or regularly used to avoid accountability

Factors influencing impression management

Individual personality traits

• Extroverted individuals tend to engage in more active and frequent impression management
• High self-monitors are more attuned to social cues and adapt their impression management to different audiences
• Those with Machiavellian tendencies are more likely to use manipulative impression management tactics
• Narcissists often use self-promotion to gain admiration and maintain a grandiose self-image

Organizational culture norms

• Companies with competitive cultures may encourage self-promotion to stand out
• Organizations emphasizing collaboration may value ingratiation and exemplification of teamwork
• Toxic cultures with aggressive leaders may normalize intimidation tactics
• Caring cultures focused on employee support may respond positively to supplication

Perceived power dynamics

• Lower power individuals often use ingratiation towards higher power targets to gain approval
• Those with higher power may use intimidation to pressure subordinates
• Peers at similar power levels may use exemplification to be seen as high performers
• Perceptions of power differences, not just actual hierarchy, shape impression management choices

Impression management in interviews

Nonverbal cues and attire

• Dress professionally in well-fitting, industry-appropriate attire to convey competence and attention to detail
• Maintain good posture, eye contact, and a warm smile to project confidence and engagement
• Use a firm handshake and expansive body language (uncrossed arms) to show assertiveness and openness
• Minimize fidgeting, playing with hair, or looking at phone/watch to avoid appearing disinterested or unprepared

Verbal self-presentation tactics

• Prepare and practice concise, specific stories highlighting relevant skills and achievements (STAR method)
• Use first-person pronouns (I, my) to own accomplishments but credit teams when appropriate
• Ask thoughtful questions to demonstrate interest and research into the company and role
• Speak clearly and enthusiastically to convey passion and effective communication skills

Adapting to interviewer style

• Mirror the interviewer's energy level and communication style (formal vs. casual) to build rapport
• Adapt anecdotes and amount of detail provided based on verbal and nonverbal feedback
• Flexibly respond to different types of questions (behavioral, technical, situational) while staying authentic
• Adjust to panel vs. one-on-one formats and video vs. in-person mediums while maintaining consistency

Impression management for leaders

Cultivating executive presence

• Command attention and project gravitas through expansive posture, purposeful gestures, and measured vocal pace
• Demonstrate emotional control and poise under pressure (public speaking, crises)
• Convey strategic thinking by discussing long-term vision and industry trends
• Maintain an impeccable professional appearance with high quality attire and grooming

Projecting confidence and competence

• Use assertive language (will, shall) to convey certainty in plans and decisions
• Highlight team and organizational achievements to showcase effective leadership
• Share stories of overcoming challenges and learning from failures to model resilience
• Demonstrate expertise by discussing industry developments and strategic insights

Authentic leadership considerations

• Balance impression management with consistently embodying core values and ethics
• Acknowledge limitations and mistakes appropriately to avoid appearing disingenuous
• Tailor leadership style to different contexts and followers' needs while maintaining an authentic core
• Regularly self-reflect to check alignment between impression management tactics and true character

Risks of impression management

Perceptions of inauthenticity

• Excessive self-promotion can appear boastful and narcissistic, undermining credibility
• Ingratiation may come across as sycophantic or manipulative flattery if not done genuinely
• Exemplification taken too far seems self-righteous and alienates others
• Inconsistencies between words and actions lead to the impression management being seen as "fake"

Inconsistency in projected image

• Using different impression management tactics with different stakeholders can seem "two-faced"
• Failing to sustain impression management efforts over time damages the crafted reputation
• Giving in to momentary frustrations or impulses can undo the effects of long-term impression management
• Inconsistencies between projected image and behavior outside of work (social media) can tarnish credibility

Backlash from failed attempts

• Intimidation that is seen as bullying leads to resentment, complaints, and potential legal action
• Supplication that is perceived as shirking responsibilities or playing the victim lowers respect
• Misreading the organizational culture and using impression management tactics that clash with norms
• Facing disapproval or mockery from observers who see through impression management attempts

Cultural differences in impression management

High vs low context cultures

• High context cultures (Japan, Arab countries) value subtle, indirect impression management
• Impression management focuses more on maintaining group harmony and saving face in high context cultures
• Low context cultures (U.S., Germany) use more direct, explicit impression management tactics
• Standing out as an individual and directly asserting competence is more acceptable in low context cultures

Individualistic vs collectivistic norms

• Individualistic cultures (U.S., UK) encourage self-promotion to stand out and compete
• Impression management centers the individual's goals, achievements and characteristics in individualistic cultures
• Collectivistic cultures (China, Mexico) emphasize exemplification of group-oriented qualities like collaboration
• Impression management highlights contributions to collective success and alignment with group norms in collectivistic cultures

Power distance variations

• High power distance cultures (Malaysia, Philippines) may use more supplication and intimidation
• Subordinates are expected to show deference and compliance to authority in high power distance contexts
• Low power distance cultures (Denmark, Israel) favor more egalitarian impression management tactics
• Questioning leaders and displaying individual competence is more acceptable in low power distance cultures

Ethical considerations of impression management

Deception vs strategic self-presentation

• Impression management becomes unethical when it crosses into deception through embellished credentials or fabricated achievements
• Strategic self-presentation focuses on highlighting truthful, positive attributes and aligning them with organizational expectations
• Ethical impression management involves presenting the best version of one's authentic self, not a false persona
• Regularly self-reflect to ensure impression management does not drift into misrepresentation or manipulation

Impact on organizational trust

• Excessive impression management, especially when inauthentic, erodes trust within teams and organizations
• Discovering a colleague's impression management is "just an act" lowers interpersonal trust and strains collaboration
• Leaders using impression management to cover up mistakes or avoid accountability lose credibility and trust
• Honest, consistent impression management builds trust by demonstrating integrity and reliability over time

Balancing authenticity and adaptability

• Completely suppressing one's personality and values to fit in is stressful and unsustainable
• Adaptability involves flexibly expressing one's authentic self to connect with different audiences
• Maintaining an authentic core while tailoring communication style, not values or ethics
• Impression management should not feel like playing a role, but like being your best self for the context