key term - Impression Management

Definition

Impression management is the process by which individuals attempt to control or influence the impressions others form of them. It involves strategically presenting oneself in a particular way to create a desired image or perception in the minds of others.

5 Must Know Facts For Your Next Test

1. Impression management is a key aspect of self-presentation, as individuals strive to control how they are perceived by others.
2. People often engage in impression management to gain social approval, increase their status, or achieve specific goals.
3. Impression management can involve both conscious and unconscious behaviors, such as verbal and nonverbal cues, as well as the selective disclosure of information.
4. The desire to maintain a positive public image can lead to social desirability bias, where individuals present themselves in a more favorable light.
5. Ingratiation is a common tactic of impression management, where individuals try to make others like them through flattery, agreement, or helpful behavior.

Review Questions

• Explain how impression management relates to self-presentation and the desire for social approval.
  • Impression management is a key aspect of self-presentation, as individuals strive to control the impressions they make on others. By strategically presenting themselves in a particular way, people aim to create a desired image or perception that will help them gain social approval, increase their status, or achieve specific goals. The desire to maintain a positive public image can lead to social desirability bias, where individuals present themselves in a more favorable light than their true selves.
• Describe the different tactics individuals may use to engage in impression management, and how these tactics can be both conscious and unconscious.
  • Impression management can involve a variety of tactics, both conscious and unconscious. Conscious tactics may include verbal cues, such as carefully chosen words and tone of voice, as well as nonverbal cues, such as body language, facial expressions, and grooming. Individuals may also selectively disclose information about themselves to create a particular impression. Unconscious impression management can occur through habitual behaviors and the internalization of social norms and expectations. For example, someone may unconsciously smile more or stand up straighter in the presence of others without actively thinking about it.
• Analyze how the concept of ingratiation relates to impression management and the potential consequences of such tactics.
  • Ingratiation, where individuals try to make others like them through flattery, agreement, or helpful behavior, is a common tactic of impression management. By using ingratiation, people aim to create a favorable impression and gain social approval. However, the use of ingratiation can have potential consequences, as it may be perceived as insincere or manipulative by others. Excessive use of ingratiation can undermine the authenticity of one's self-presentation and lead to a lack of trust in their relationships. It is important to strike a balance between impression management and genuine self-expression to maintain healthy and meaningful social connections.

Related terms

Self-Presentation: The conscious and unconscious processes by which people control how they are perceived by others.

Social Desirability Bias: The tendency of individuals to present themselves in a favorable manner to others, often by exaggerating positive attributes and downplaying negative ones.

Ingratiation:

A form of impression management where individuals try to make others like them by complimenting, agreeing with, or doing favors for them.