Impression Management

Concept
 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 the goal- directed activity of controlling

and regulating information in order to influence the impressions
formed by an audience.

 Individual attempt to control or guide others impression by changing

or fixing his or her setting, appearance and manner.

 The process of portraying yourself to others in a manner that creates a

desired impression.
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.
Within seconds of seeing a person for the first
time we decide their:

• Etiquette
• Social Status
• Approachability
• Politics
• Education
• Religion
• Sexuality
• Friendliness
first impressions: the
93% rule

55% Appearance & Body Language

38% Tone, Pitch and Pace of Your Voice

7% What You Say

 Words are only 7% of the
total communication.
 What you say is
important but how you
say is significant.
 60-65% of the times one
gets selected based on
first impression.
 At work….
Doing a good job accounts for 10% of the
impression you give and the rest 90% of the
impression you give of being capable is based on:

•Perception

•Presentation of work

•Presentation of self

•Being seen to be ‘doing a good job’

Business Style & Professional Image
 Dress Code − It is a set of rules regarding the clothing that
must be worn by the members belonging to the group
bound by the code. These rules may be written but the
cases where they are unwritten do not make them any less
valid.
 It has a social significance, with different rules and
expectations being laid out to suit different circumstances
and occasions.
 Impression Clues − The dress code of a person provides
significant clues about various attributes such as their
gender, income, occupation, social class, and attitude
towards fashion, tradition, and comfort
For Women For Men

Appropriate Business Attire

 For Women
 Suit: In most business settings, it is recommended that women wear suits in plain,
neutral, or dark colors (black, navy, brown, grey). In organizations that are less
formal (possibly non-profit, education), one might consider a sweater set and skirt,
or a dress, rather than a full suit. Skirts should be knee-length. Tailored pantsuits are
appropriate
 Shirt: Wear a tailored blouse underneath the suit jacket. White or ivory or a light
tone that matches your suit is appropriate. Short-sleeved blouses are preferred over
sleeveless blouses.
 Shoes and Hosiery: Basic pumps, polished, with medium to low heels are
appropriate; they should be dark and match the interview suit (or be a shade darker).
Hosiery should be sheer and a neutral color.
 Jewelry: Simple jewelry is best, with no dangling bracelets or large, chunky jewelry
to interrupt your conversation.
 Cologne, Cosmetics: Be conservative with perfume and makeup; when in a small
space, even a little perfume may be too much, particularly if someone has an allergy,
so consider not wearing any. Nail polish should be a light shade or clear.
 Hair: Styling should be simple and should not distract from your focus on the
interview.
 For Men
 Suit: It is recommended that men where dark or grey suits (solid or subtle
pinstripes). In organizations that are less formal, possibly non-profit,
education), one might consider a blazer, shirt, and tie rather than a full suit.
 Shirt: Dress shirts should be solid, preferably white, cream, or pale blue. Be
sure that the shirt and suit are pressed/ ironed.
 Tie: A variety of ties may be worn, keeping in mind that muted colors in
solids, stripes, or small patterns are preferred.
 Shoes and Socks: Make sure that your shoes are polished. Leather, lace-
up, or slip-on business shoes, preferably in black or cordovan, are preferred.
Socks should be a dark color (never white) and of mid-calf height so that no
skin is visible when you sit down.
 Cologne: Minimize or avoid that use of cologne. People around you can
perceive it as too strong or someone in your party may be allergic.
 Hair and Facial Hair: Neatly groomed hair is appropriate. If you happen
to have long hair, consider putting it in a ponytail to keep it off your face.
Beards and mustaches should be well groomed.
 Jewelry: Wear a conservative watch. If you choose to wear other jewelry,
be conservative. Be aware that earrings may not always be viewed positively.
For Women For Men

Business Casual/ Semi Formal

Wear
Differentiate Between Formal &
Casual Wear
For Men
 WHAT TO AVOID IN BUSINESS
ATTIRE
 Avoid wearing sloppy clothing. Do not wear clothes that are
stained, wrinkled, or tattered and worn.
 Avoid inappropriate clothes. Stay away from clothes that are
too revealing or racy, as they may be offensive to other people.
 Avoid ill-fitting clothes. Clothes that are too loose or too tight
will have an impact on how others will view you.
 Avoid over-accessorizing. Be tasteful in your choice of jewelry.
And how much you will pile on.
 Wear comfortable clothes and shoes. Remember that you will
be wearing them the whole day, while you are off going about your
work or assigned tasks.
 Always maintain proper hygiene. Well-groomed hair and
clean nails are only a couple of the many points that you should take
into account when it comes to personal hygiene.
Grooming for Success
 Helps in creating positive first impression

 Boosts your self-confidence

 Aces your self-esteem

 Displays your discipline and concern

 Establishes relationships

 Makes you stand out from competitors

 Facilitates success
 KSAs: Elements of Impression

 Knowledge: Cognitive and mental abilities to

retain or process information.

 Skills: Ability to perform specialized activities or

task .

 Attitude: A predisposition or a tendency to

respond positively or negatively towards a
certain idea, object, person, or situation.
Activity: Role Play

 Your Company is Hiring a Marketing Manager.

 Participants:
➢ Four Interviewers
➢ One Interviewee
➢ One HR Executive

Note for the observers: The assessment would be made

on presentation including attire and body Language,
Communication and Confidence and Content.
Types of Impression Management

 Constructive -- helps in the formation

of self identity

 Strategic
-- helps in the attainment of
some interpersonal goal
 Techniques
 Conformity: Agreeing with someone else’s opinion to gain his
or her approval.
 Favors: Doing something nice to someone to gain that person’s
approval.
 Excuses : Explanation of predicament-creating event aimed at
minimizing the severity.
 Apologies: Admitting responsibility for an undesirable event
and simultaneously seeking pardon.
 Self Promotion: Highlighting one’s qualities and downplaying
one’s deficits
 Flattery: Complimenting others about their virtues in an effort
to appear perceptive and likeable.
 TACTICS OF IMPRESSION
MANAGEMENT
 Intimidation: This
strategy adapted by
a person to get
his/her work done
by arousing fear in
them. Here his
motto is to get his
work done, take
control and get
results.
Cont…
 Self- promotion:
In this case, a person
is promoting his
strengths to prove his
competency. This can
prove to be a positive
point in case of an
interview but if your
claims do not match
your abilities, self
promotion can prove
to be disastrous.
Cont..
 Exemplification:
This can be a way of portraying one's moral
worthiness. Here, a person tries to prove his
sincerity, dedication and responsibility towards
his work, in a way that he tries to portray
himself as the superior one.

 Supplication :
Supplication is an act wherein a person tries to
gain sympathy and attention by talking about his
pains and faults.
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.
The Personal versus Social
Identity Continuum
 Ingratiation
Universal agreement about standard ingratiation
tactics. These include:

 Showing an interest in the person

 Smiling
 Eye contact
 Agreeing
 Flattery
 What Constitutes a Desirable
Impression?

1. The Role of Accountability: People are accountable

when their claims can be checked against relevant
facts.
2. Audience Reactions to Self-Presentational Claims.
3. Self-Promotion versus Self-Protection: Some
individuals are especially motivated to avoid making
a negative public impression.
How To Improve
Impression Management :-
 Set goals.
 Commit to the change you want to
 create.
 Dress appropriately.
 Learn how to properly shake hands.
 Keep your body language open.
 Fake it until you feel it.
5 things you need to face the
world

1. Confidence
 Preparation, Preparation, Preparation
 Know your stuff – and know you know your
stuff!!
 Find opportunities to practice
 ‘Presenting’ your stuff – get involved
 ALWAYS be positive
 NEVER be a one-track pony
2. Personal brand (what do you want the
world to think of you)

 who you are?????

 what you are?????
 what are your personal / professional
 ethics????
3. An ‘elevator pitch’

 Do  Don’t

– Speak! – Ignore him / her

– Make small talk – Talk about the
– Ask open questions weather
– Get too personal
4. A winning image

 Appropriate
 Balanced
 Professional – not powerful
 Modern
 Clean
5. Transferable skills / experience
 Interact
 get involved
 ask questions
 volunteer
 don’t wait to be asked
 don’t sit back
Thank You…