Impression Management: How to Influence the Way Others See You

Table of ContentsView AllTable of ContentsTheories of Impression ManagementImpression Management BehaviorsInfluential FactorsReal-World ExamplesImpression Management in Professional SettingsTips for Managing Impressions EffectivelyPsychological EffectsImpression Management and Deception

Table of ContentsView All

View All

Table of Contents

Theories of Impression Management

Impression Management Behaviors

Influential Factors

Real-World Examples

Impression Management in Professional Settings

Tips for Managing Impressions Effectively

Psychological Effects

Impression Management and Deception

Impression management is all of the conscious and unconscious processes that we use to control how others perceive us. It involves actions that often cast us in a favorable light in order to achieve our goals.

“We all engage in purposeful and subconscious behaviors to manage the perceptions that others have of us. This kind of behavior is a normal aspect of everyday behavior in personal and professional settings,” explains Nicholas Forlenza, PhD, a psychologist, licensed certified social worker, and founder ofPsychological Wellness Partners.

Controlling the impression we leave with others doesn’t just help us get what we want—it also influences our interpersonal relationships. Forlenza also notes that being able to manage the impression you leave on others is an essential part of building trust, strengthening bonds, and avoiding conflict.

Good impressions forge friendships, attract romantic partners, and foster professional connections. Such meaningful relationships impact our social health, mental well-being, and career success.

At a GlanceImpressions matter, which is exactly why we spend so much time and energy devoted to conveying a certain type of image. Sociologists and other behavior experts suggest that this is a lot like an actor putting on a performance. But if your social life is a theater, it is important to remember that you are both a performer and an audience member.You are trying to manage your own image while at the same time interacting with and making judgments about other people’s images. It’s a complex interplay that can have an impact on your relationships, accomplishments, and emotional well-being.

At a Glance

Impressions matter, which is exactly why we spend so much time and energy devoted to conveying a certain type of image. Sociologists and other behavior experts suggest that this is a lot like an actor putting on a performance. But if your social life is a theater, it is important to remember that you are both a performer and an audience member.You are trying to manage your own image while at the same time interacting with and making judgments about other people’s images. It’s a complex interplay that can have an impact on your relationships, accomplishments, and emotional well-being.

You are trying to manage your own image while at the same time interacting with and making judgments about other people’s images. It’s a complex interplay that can have an impact on your relationships, accomplishments, and emotional well-being.

Sociologist Erving Goffman took a dramaturgical perspective to explain how people manage and evaluate impressions. Social interactions, he suggested, are much like theatrical performances.

In order to form an impression, people craft their performances and engage in social environments as both actors and performers.

Goffman also suggested that people use various techniques to form, maintain, and repair the impressions that they give. We all use various methods to do this, includingnonverbal communication,body language, facial expressions, and other signals. How we act, the way we dress, and the signals shape impressions and relationships.

Simply put, Goffman’s theory suggests that people engage in performance when they are interacting with other people. The goal of this act is to cultivate the image they hope to convey. It is in private that people act like their genuine, authentic selves.

But our actions alone aren’t the only factors that shape impressions. According tosocial identity theory, the people we spend time with and the groups we affiliate with also have an essential role in the impression management process.

This theory suggests that group memberships have an important role in impression management. To form positive impressions, people align themselves with certain groups that suit the image they are trying to convey. For example, if you want to convey the impression that you are a competent professional, you might join certain professional or networking groups associated with your values.

Types of Impression Management Behaviors

“Impression management is an important part of many social interactions in order to achieve desired outcomes. Adapting our behavior in this way increases the likelihood of being viewed positively and accepted in various forms of social groups,” Forlenza explains.

The tactics we use to form these impressions can vary depending on our needs, the situation, and the audience. There are several key behaviors that people use to control the impression that others form. These behaviors include:

Ingratiation

Ingratiation is all about trying to get approval from others. It involves behaviors like complimenting, flattering, or agreeing with others to encourage people to like you more.

Such behavior can be genuine or manipulative, depending on what the person doing it is trying to accomplish. If they are trying to get someone to do something for them, it may be manipulative; if they are trying to forge a genuine bond, then it may be authentic.

Intimidation

In some cases, people utilize intimidation to assert power or exert influence over others and shape their perceptions and beliefs. Common ways of doing this involve being assertive, acting aggressively, or even displaying dominance to encouragecompliance(or even fear).

Exemplification

Have you ever encountered someone who seems like the epitome of perfection? They might be using an impression management tactic known as exemplification. They go all-out to project an image of perfection. The goal of this type of behavior is to win the admiration of others.

For example, they might seem to have the perfect work ethic, the highest moral standards, and the most flawless image–which goes a long way toward making them a role model. This tactic can sometimes work, but it can sometimes backfire if the image people project seems phony or inauthentic.

Supplication

Revealing weaknesses and appealing to people’s sympathies can also be a way to influence others' impressions.In such cases, people might present themselves as needy, helpless, vulnerable, or dependent. The goal is to tug at your heartstrings, leaning on people’s naturalempathyto ensure they’re willing to lend a helping hand.

It can be an effective tool when people need a little extra help. Plus, it fostersprosocial behaviorsthat can be important in positive interpersonal dynamics.

Assertiveness

If you are trying to convey the impression of confidence, knowing when to speak your mind and assert your opinion can be particularly important.Assertivenessmeans stating your opinions and setting boundaries calmly and confidently. It can also involve personal storytelling and self-promotion.

This approach helps people feel empowered and lets people know you are self-assured and willing to take charge when needed.

For example, while negotiating a contract with your employer, you might use assertive behaviors–like making eye contact, actively listening, and calmly asserting non-negotiable points–to convey yourboundariesand ensure that people see you as confident and competent.

Self-Monitoring

Monitoring and regulating your emotions and reactions is critical to effective impression management.Self-monitoringinvolves reading social cues and attuning your behavior to suit the situation and achieve your goals. It requires a high level ofself-regulationandemotional intelligence, which helps you read the room and respond in ways that suit your needs.

In the workplace, people tend to have much better impressions of others who effectively manage their own emotions and maintain a calm demeanor. These skills can also help with avoiding potential conflicts in the workplace.—NICHOLAS FORLENZA, PHD

—NICHOLAS FORLENZA, PHD

For example, when interacting with others in a social setting, you might match your demeanor and communication to match the demands of the situation. Because you can clearly recognize the tone and image you need to strike, you can create a favorable impression in that particular situation.

Self-Presentation

Self-presentation is a specific component of impression management that focuses on the ways people present themselves to others.It involves putting out signals conveying the image we hope to communicate in order to get social approval and positive feedback from others.

Much of this behavior is conscious, but unconscious forces can also shape the impressions that we give to others.

Factors Influencing Impression Management

Factors that can influence impression management include:

Self-Esteem

If you want to present yourself as confident and assured, it often involves having a strong sense ofself-esteem. People withgood self-esteemare able to assert themselves in social situations, while people withlow self-esteemmay come off as more guarded and defensive.

Personality Traits

Personality traits and tendencies influence how you present yourself to others. For example,extroverted peopletend to be more outgoing and gregarious in social situations, whileintroverted peopleare more cautious and reserved.

Motivation

We also modify our actions based on what we hope to accomplish in a situation. How you present yourself to your friends will probably differ from how you present yourself at a job interview. You adjust your impression management strategies based on whether you are trying to win approval, build rapport, convey competence, or establish authority in a situation.

Audience Characteristics

We also tailor the image we present based on our audience. If you are more familiar with the audience, you are more likely to act informally and casually. More formal situations, on the other hand, dictate a more cautious approach based on that audience’s expectations and goals.

Cultural Factors

Your cultural background also influences aspects of self-presentation and impression management.Individualistic culturesprize conveying autonomy and self-reliance, whilecollectivist culturesemphasize expressions that support group harmony.

Impression Management in Everyday Life

We utilize impression management as part of our everyday life in many different ways. In our day to day relationships, it helps us form a consistent image to help the people around us understand who we are. Some other ways that impression management functions in everyday life include the following examples:

“Impression management is essential in professional settings as well, where such skills increase the likelihood of obtaining employment, advancing in careers, and improving professional relationships,” Forlenza says.

In competitive work settings, making a positive impression on your colleagues, supervisors, clients, and extended network can make or break your efforts to advance your career. If people perceive you as effective, competent, and trustworthy, you may be more likely to be promoted and achieve other career benefits.

Managing your self-image also influences your professional relationships. Creating a positive impression on co-workers, employers, and customers can lead to more opportunities for further career growth and impact leadership success.

What can you do to help ensure you leave a good impression on others in both personal and professional settings?

Learn More About the Organization

Be Authentic

“Leaving a good impression is important but more importantly that you arebeing authenticin the impression you are leaving. People will feel more comfortable and feel a real connection when you are acting like your true self,” explains Abbey Sangmeister, MS.Ed, LPC, ACS, a therapist, burnout coach, and founder ofEvolving Whole.

Different situations call for different behaviors, but being genuine in how you present yourself can lead to the best outcomes.

Authenticity gets you further with your connections, and the connections you make will align more with you and your services or product. This will also lead to people having better success when working or referring to you.—ABBEY SANGMEISTER, MSED, LPC, ACS

—ABBEY SANGMEISTER, MSED, LPC, ACS

Practice Active Listening

Forming the right impression requires being abe to read the room and understand what other people expect and need in any given situation. That means paying attention to others and usingactive listeningto hear and understand what they are trying to communicate.

“It is also important when you are meeting people to actively listen to them, not focus on only selling your services or product, and to ask how you can support their endeavors,” Sangmeister says.

Present Yourself Professionally

Forlenza notes that you should make sure that your impression matches the tone and expectations of the setting. This means dressing appropriately and maintaining a professional appearance.

“Basic workplace behaviors such as punctuality, reliability, and respect towards coworkers are important for managing the perceptions others have of us,” he explains.

Communicate Effectively

Forlenza and Sangmeister both note that effective interpersonal communication is a critical component of impression management. This means listening to others, communicating clearly, and taking a genuine, empathetic approach when interacting with others in the workplace.

Forlenza also recommends staying open tofeedbackand staying motivated to keep learning. Showing that you are a team player who is open to ongoing growth can help others form a more positive impression of you in the workplace.

The Psychological Effects of Impression Management

Managing the impressions we leave on others can have a range of psychological and social effects:

Self-Concept

The process of cultivating and projecting an impression can influence ourself-conceptand self-esteem. When we form positive impressions, we are more likely to get positive feedback and have rewarding social experiences, both of which bolster how we see ourselves.

Negative experiences, on the other hand, can undermine self-esteem. When we fail to create a good impression, it can lead to feelings of inadequacy or self-doubt.

For some people, worrying about the impression they leave on others can be extremely anxiety-provoking.Such anxiety can become particularly severe during high-stakes situations, like when a person is interviewing for a new job or speaking in public. The fear of negative evaluations can lead to feelings ofsocial anxietythat can become debilitating at times.

Stress

Constantly monitoring your behavior in order to forge a specific impression can be exhausting, especially if the image you are trying to create contrasts with who you are in private. For example, if you are an introvert trying to act like an extrovert, you might find yourself feeling fatigued and overwhelmed when you have to spend a lot of time in social situations without any time to yourself.

This can lead to feelings ofchronic stressandburnoutthat can ultimately take a toll on your health and well-being.

Cognitive Dissonance

Impression management can create feelings ofcognitive dissonancein cases where your public self conflicts with your private self. You might find yourself feeling dissatisfied that your own image of your ideal self doesn’t match up with how others see you. Or you might feel inauthentic if your public perception is wildly different from who you are in your private life.

One study found that impression management could negatively affect life satisfaction. While maintaining impressions plays a major role in social functioning, the researchers suggested that it can undermine one’s personal sense of control and contribute to feelings of loneliness.

Managing the impression we give to others is usually about presenting ourselves favorably. This may not always present the full picture—it’s not necessarily dishonest, but people often take steps to disguise their flaws so people don’t get a bad impression.

However, people sometimes use impression management to intentionally manipulate or mislead others. This may involve presenting false or deceptive information as a way to avoid negative consequences to for personal gain.

Ways that impression management can be used deceptively include:

Unfortunately, using deception to manage impressions erodes trust and hurts social relationships. When people sense that someone is being deceptive or dishonest, suspicions and distrust are generated, making communication harder.

Research suggests that such behaviors can also negatively affect a person’s professional performance and success. One study found that using ingratiation and self-promoting behaviors in the workplace can deplete self-control resources. When this happens, it can lead to harmful, counterproductive behaviors.

Keep in Mind

Impression management is a complex process that involves many different aspects of your self-concept, personality, social behavior, and interpersonal relationships. Forming good impressions is vital for success, but maintaining impressions that are inauthentic or that conflict with your true values can lead to stress, conflict, and other problems.

In order to form impressions and develop relationships that support your well-being, strive to cultivate a strong emotional awareness that allows you to adapt to the situation while still remaining true to who you really are.

14 SourcesVerywell Mind uses only high-quality sources, including peer-reviewed studies, to support the facts within our articles. Read oureditorial processto learn more about how we fact-check and keep our content accurate, reliable, and trustworthy.O’Boyle N.Performers: Goffman’s dramaturgical perspective. In:Communication Theory for Humans. Springer International Publishing; 2022:103-125. doi:10.1007/978-3-031-02450-4_5Kivisto P, Pittman D.Goffman’s dramaturgical sociology: Personal sales and service in a commodified world. In:Illuminating Social Life: Classical and Contemporary Theory Revisited. SAGE Publications, Inc.; 2013.doi:10.4135/9781506335483Yan M, Xie YP, Zhao J, Zhang YJ, Bashir M, Liu Y.How ingratiation links to counterproductive work behaviors: The roles of emotional exhaustion and power distance orientation.Front Psychol. 2020;11:2238. doi:10.3389/fpsyg.2020.02238Wang Y, Highhouse S.Different consequences of supplication and modesty: Self-effacing impression management behaviors and supervisory perceptions of subordinate personality.Human Performance. 2016;29(5):394-407. doi:10.1080/08959285.2016.1204302Sung C, Lin CC, Connor A, Chan F.Disclose or not? Effect of impression management tactics on hireability of persons with epilepsy.Epilepsia. 2017;58(1):128-136. doi:10.1111/epi.13619Nichols AL.Self‐presentation theory/impression management. In: Carducci BJ, Nave CS, Nave CS, eds.The Wiley Encyclopedia of Personality and Individual Differences. 1st ed. Wiley; 2020:397-400. doi:10.1002/9781118970843.ch66Hjetland GJ, Finserås TR, Sivertsen B, Colman I, Hella RT, Skogen JC.Focus on self-presentation on social media across sociodemographic variables, lifestyles, and personalities: A cross-sectional study.Int J Environ Res Public Health. 2022;19(17):11133. doi:10.3390/ijerph191711133Gundogdu D, Finnerty AN, Staiano J, et al.Investigating the association between social interactions and personality states dynamics.R Soc Open Sci. 2017;4(9):170194. doi:10.1098/rsos.170194Elliot AJ, Aldhobaiban N, Murayama K, Kobeisy A, Gocłowska MA, Khyat A.Impression management and achievement motivation: Investigating substantive links.Int J Psychol. 2018;53(1):16-22. doi:10.1002/ijop.12252Riemer H, Shavitt S.Impression management in survey responding: Easier for collectivists or individualists?J Consum Psychol. 2011;21(2):157-168. doi:10.1016/j.jcps.2010.10.001Provis C.Impression management and business ethics. In: Poff DC, Michalos AC, eds.Encyclopedia of Business and Professional Ethics. Springer International Publishing; 2023:1127-1130. doi:10.1007/978-3-030-22767-8_1212Goodman FR, Kelso KC, Wiernik BM, Kashdan TB.Social comparisons and social anxiety in daily life: An experience-sampling approach.J Abnorm Psychol. 2021;130(5):468-489. doi:10.1037/abn0000671Wang W, Zhou K, Yu Z, Li J.The cost of impression management to life satisfaction: Sense of control and loneliness as mediators.Psychol Res Behav Manag. 2020;13:407-417. doi:10.2147/PRBM.S238344Ni H, Li Y, Zeng Y, Duan J.The double-edged sword effect of employee impression management and counterproductive work behavior: From the perspective of self-control resource theory.Front Psychol. 2023;14:1053784. doi:10.3389/fpsyg.2023.1053784

14 Sources

Verywell Mind uses only high-quality sources, including peer-reviewed studies, to support the facts within our articles. Read oureditorial processto learn more about how we fact-check and keep our content accurate, reliable, and trustworthy.O’Boyle N.Performers: Goffman’s dramaturgical perspective. In:Communication Theory for Humans. Springer International Publishing; 2022:103-125. doi:10.1007/978-3-031-02450-4_5Kivisto P, Pittman D.Goffman’s dramaturgical sociology: Personal sales and service in a commodified world. In:Illuminating Social Life: Classical and Contemporary Theory Revisited. SAGE Publications, Inc.; 2013.doi:10.4135/9781506335483Yan M, Xie YP, Zhao J, Zhang YJ, Bashir M, Liu Y.How ingratiation links to counterproductive work behaviors: The roles of emotional exhaustion and power distance orientation.Front Psychol. 2020;11:2238. doi:10.3389/fpsyg.2020.02238Wang Y, Highhouse S.Different consequences of supplication and modesty: Self-effacing impression management behaviors and supervisory perceptions of subordinate personality.Human Performance. 2016;29(5):394-407. doi:10.1080/08959285.2016.1204302Sung C, Lin CC, Connor A, Chan F.Disclose or not? Effect of impression management tactics on hireability of persons with epilepsy.Epilepsia. 2017;58(1):128-136. doi:10.1111/epi.13619Nichols AL.Self‐presentation theory/impression management. In: Carducci BJ, Nave CS, Nave CS, eds.The Wiley Encyclopedia of Personality and Individual Differences. 1st ed. Wiley; 2020:397-400. doi:10.1002/9781118970843.ch66Hjetland GJ, Finserås TR, Sivertsen B, Colman I, Hella RT, Skogen JC.Focus on self-presentation on social media across sociodemographic variables, lifestyles, and personalities: A cross-sectional study.Int J Environ Res Public Health. 2022;19(17):11133. doi:10.3390/ijerph191711133Gundogdu D, Finnerty AN, Staiano J, et al.Investigating the association between social interactions and personality states dynamics.R Soc Open Sci. 2017;4(9):170194. doi:10.1098/rsos.170194Elliot AJ, Aldhobaiban N, Murayama K, Kobeisy A, Gocłowska MA, Khyat A.Impression management and achievement motivation: Investigating substantive links.Int J Psychol. 2018;53(1):16-22. doi:10.1002/ijop.12252Riemer H, Shavitt S.Impression management in survey responding: Easier for collectivists or individualists?J Consum Psychol. 2011;21(2):157-168. doi:10.1016/j.jcps.2010.10.001Provis C.Impression management and business ethics. In: Poff DC, Michalos AC, eds.Encyclopedia of Business and Professional Ethics. Springer International Publishing; 2023:1127-1130. doi:10.1007/978-3-030-22767-8_1212Goodman FR, Kelso KC, Wiernik BM, Kashdan TB.Social comparisons and social anxiety in daily life: An experience-sampling approach.J Abnorm Psychol. 2021;130(5):468-489. doi:10.1037/abn0000671Wang W, Zhou K, Yu Z, Li J.The cost of impression management to life satisfaction: Sense of control and loneliness as mediators.Psychol Res Behav Manag. 2020;13:407-417. doi:10.2147/PRBM.S238344Ni H, Li Y, Zeng Y, Duan J.The double-edged sword effect of employee impression management and counterproductive work behavior: From the perspective of self-control resource theory.Front Psychol. 2023;14:1053784. doi:10.3389/fpsyg.2023.1053784

O’Boyle N.Performers: Goffman’s dramaturgical perspective. In:Communication Theory for Humans. Springer International Publishing; 2022:103-125. doi:10.1007/978-3-031-02450-4_5Kivisto P, Pittman D.Goffman’s dramaturgical sociology: Personal sales and service in a commodified world. In:Illuminating Social Life: Classical and Contemporary Theory Revisited. SAGE Publications, Inc.; 2013.doi:10.4135/9781506335483Yan M, Xie YP, Zhao J, Zhang YJ, Bashir M, Liu Y.How ingratiation links to counterproductive work behaviors: The roles of emotional exhaustion and power distance orientation.Front Psychol. 2020;11:2238. doi:10.3389/fpsyg.2020.02238Wang Y, Highhouse S.Different consequences of supplication and modesty: Self-effacing impression management behaviors and supervisory perceptions of subordinate personality.Human Performance. 2016;29(5):394-407. doi:10.1080/08959285.2016.1204302Sung C, Lin CC, Connor A, Chan F.Disclose or not? Effect of impression management tactics on hireability of persons with epilepsy.Epilepsia. 2017;58(1):128-136. doi:10.1111/epi.13619Nichols AL.Self‐presentation theory/impression management. In: Carducci BJ, Nave CS, Nave CS, eds.The Wiley Encyclopedia of Personality and Individual Differences. 1st ed. Wiley; 2020:397-400. doi:10.1002/9781118970843.ch66Hjetland GJ, Finserås TR, Sivertsen B, Colman I, Hella RT, Skogen JC.Focus on self-presentation on social media across sociodemographic variables, lifestyles, and personalities: A cross-sectional study.Int J Environ Res Public Health. 2022;19(17):11133. doi:10.3390/ijerph191711133Gundogdu D, Finnerty AN, Staiano J, et al.Investigating the association between social interactions and personality states dynamics.R Soc Open Sci. 2017;4(9):170194. doi:10.1098/rsos.170194Elliot AJ, Aldhobaiban N, Murayama K, Kobeisy A, Gocłowska MA, Khyat A.Impression management and achievement motivation: Investigating substantive links.Int J Psychol. 2018;53(1):16-22. doi:10.1002/ijop.12252Riemer H, Shavitt S.Impression management in survey responding: Easier for collectivists or individualists?J Consum Psychol. 2011;21(2):157-168. doi:10.1016/j.jcps.2010.10.001Provis C.Impression management and business ethics. In: Poff DC, Michalos AC, eds.Encyclopedia of Business and Professional Ethics. Springer International Publishing; 2023:1127-1130. doi:10.1007/978-3-030-22767-8_1212Goodman FR, Kelso KC, Wiernik BM, Kashdan TB.Social comparisons and social anxiety in daily life: An experience-sampling approach.J Abnorm Psychol. 2021;130(5):468-489. doi:10.1037/abn0000671Wang W, Zhou K, Yu Z, Li J.The cost of impression management to life satisfaction: Sense of control and loneliness as mediators.Psychol Res Behav Manag. 2020;13:407-417. doi:10.2147/PRBM.S238344Ni H, Li Y, Zeng Y, Duan J.The double-edged sword effect of employee impression management and counterproductive work behavior: From the perspective of self-control resource theory.Front Psychol. 2023;14:1053784. doi:10.3389/fpsyg.2023.1053784

O’Boyle N.Performers: Goffman’s dramaturgical perspective. In:Communication Theory for Humans. Springer International Publishing; 2022:103-125. doi:10.1007/978-3-031-02450-4_5

Kivisto P, Pittman D.Goffman’s dramaturgical sociology: Personal sales and service in a commodified world. In:Illuminating Social Life: Classical and Contemporary Theory Revisited. SAGE Publications, Inc.; 2013.doi:10.4135/9781506335483

Yan M, Xie YP, Zhao J, Zhang YJ, Bashir M, Liu Y.How ingratiation links to counterproductive work behaviors: The roles of emotional exhaustion and power distance orientation.Front Psychol. 2020;11:2238. doi:10.3389/fpsyg.2020.02238

Wang Y, Highhouse S.Different consequences of supplication and modesty: Self-effacing impression management behaviors and supervisory perceptions of subordinate personality.Human Performance. 2016;29(5):394-407. doi:10.1080/08959285.2016.1204302

Sung C, Lin CC, Connor A, Chan F.Disclose or not? Effect of impression management tactics on hireability of persons with epilepsy.Epilepsia. 2017;58(1):128-136. doi:10.1111/epi.13619

Nichols AL.Self‐presentation theory/impression management. In: Carducci BJ, Nave CS, Nave CS, eds.The Wiley Encyclopedia of Personality and Individual Differences. 1st ed. Wiley; 2020:397-400. doi:10.1002/9781118970843.ch66

Hjetland GJ, Finserås TR, Sivertsen B, Colman I, Hella RT, Skogen JC.Focus on self-presentation on social media across sociodemographic variables, lifestyles, and personalities: A cross-sectional study.Int J Environ Res Public Health. 2022;19(17):11133. doi:10.3390/ijerph191711133

Gundogdu D, Finnerty AN, Staiano J, et al.Investigating the association between social interactions and personality states dynamics.R Soc Open Sci. 2017;4(9):170194. doi:10.1098/rsos.170194

Elliot AJ, Aldhobaiban N, Murayama K, Kobeisy A, Gocłowska MA, Khyat A.Impression management and achievement motivation: Investigating substantive links.Int J Psychol. 2018;53(1):16-22. doi:10.1002/ijop.12252

Riemer H, Shavitt S.Impression management in survey responding: Easier for collectivists or individualists?J Consum Psychol. 2011;21(2):157-168. doi:10.1016/j.jcps.2010.10.001

Provis C.Impression management and business ethics. In: Poff DC, Michalos AC, eds.Encyclopedia of Business and Professional Ethics. Springer International Publishing; 2023:1127-1130. doi:10.1007/978-3-030-22767-8_1212

Goodman FR, Kelso KC, Wiernik BM, Kashdan TB.Social comparisons and social anxiety in daily life: An experience-sampling approach.J Abnorm Psychol. 2021;130(5):468-489. doi:10.1037/abn0000671

Wang W, Zhou K, Yu Z, Li J.The cost of impression management to life satisfaction: Sense of control and loneliness as mediators.Psychol Res Behav Manag. 2020;13:407-417. doi:10.2147/PRBM.S238344

Ni H, Li Y, Zeng Y, Duan J.The double-edged sword effect of employee impression management and counterproductive work behavior: From the perspective of self-control resource theory.Front Psychol. 2023;14:1053784. doi:10.3389/fpsyg.2023.1053784

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At a Glance#

Types of Impression Management Behaviors#

Ingratiation#

Intimidation#

Exemplification#

Supplication#

Assertiveness#

Self-Monitoring#

Self-Presentation#

Factors Influencing Impression Management#

Self-Esteem#

Personality Traits#

Social Roles#

Motivation#

Audience Characteristics#

Cultural Factors#

Impression Management in Everyday Life#

Learn More About the Organization#

Be Authentic#

Practice Active Listening#

Present Yourself Professionally#

Communicate Effectively#

The Psychological Effects of Impression Management#

Self-Concept#

Social Anxiety#

Stress#

Cognitive Dissonance#

Keep in Mind#