Impression Management in the Workplace: Research, Theory and Practice

252 Pages·2010·1.047 MB·English

by  Andrew J. DuBrin

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6 Impression Management
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9 in the Workplace
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4 Wanting to create a favorable impression with others is a basic part of human nature
5 in both work and personal life. In this book, Andrew J. DuBrin skillfully provides a
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guide to the effective use of impression management based on scholarly research and
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theory, with particular attention to practical application. He highlights not only
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impressions that individuals make, but those made by entire organizations.
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Self-tests and questionnaires allow readers to pinpoint how they currently employ
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impression management techniques in their work lives. Each chapter includes a
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section on “Guidelines for Application and Practice” that provides real-world advice
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3 based on the theories and research outlined in the chapter.
4 With this book, students will glean the best methods for creating positive, career-
5 building impressions in current and future positions.
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7 Andrew J. DuBrinis a Professor of Management emeritus at the E. Philip Saunders
8 College of Business at the Rochester Institute of Technology, where he has taught
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courses and conducts research in leadership, organizational behavior, influence
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processes, and career management.
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Impression Management
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9 in the Workplace
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3 Research, Theory, and Practice
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Andrew J. DuBrin
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Rochester Institute of Technology
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Publisher: John Szilagyi
Development Editor: Felisa Salvago-Keyes
Editorial Assistant: Sara Werden
Production Editor: Sioned Jones
Typesetter: RefineCatch Ltd
Copyeditor: Lisa Williams
Proofreader: Sue Cope
Indexer: Patricia Hymans
Cover Design: Asha Pearce
Companion Website Designer: Leon Nolan, Jr.
First published 2011
by Routledge
270 Madison Avenue, New York, NY 10016
Simultaneously published in the UK
by Routledge
2 Park Square, Milton Park, Abingdon, Oxon OX144RN
This edition published in the Taylor & Francis e-Library, 2010.
To purchase your own copy of this or any of Taylor & Francis or Routledge’s
collection of thousands of eBooks please go to www.eBookstore.tandf.co.uk.
Routledge is an imprint of the Taylor & Francis Group, an informa business
© 2011 Taylor & Francis
The right of Andrew J. DuBrin to be identified as author of this work has
been asserted by him in accordance with sections 77 and 78 of the Copyright,
Designs and Patents Act 1988.
All rights reserved. No part of this book may be reprinted or reproduced or
utilized in any form or by any electronic, mechanical, or other means, now
known or hereafter invented, including photocopying and recording, or in any
information storage or retrieval system, without permission in writing from
the publishers.
Trademark Notice: Product or corporate names may be trademarks or
registered trademarks, and are used only for identification and explanation
without intent to infringe.
Library of Congress Cataloging in Publication Data
DuBrin, Andrew J.
Impression management in the workplace : research, theory, and practice /
Andrew J. Dubrin.
p. cm.
Includes bibliographical references and index.
1. Career development –Psychological aspects. 2. Impression formation
(Psychology) 3. Management –Psychological aspects. I. Title.
HF5381.D8123 2010
650.1’3 –dc22
2009040064
ISBN 0-203-86571-5 Master e-book ISBN
ISBN13: 978-0-415-87173-0 (hbk)
ISBN13: 978-0-415-87174-7 (pbk)
ISBN13: 978-0-203-86571-2 (ebk)
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1 Brief Contents
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5 Preface xiv CHAPTER 6
6 Acknowledgments xvi
7 About the Author xvi Being Impressive by Making
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Others Feel Good 101
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CHAPTER 1 CHAPTER 7
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The Meaning and Nature of Self-Protection Techniques 118
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Impression Management 1
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CHAPTER 8
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CHAPTER 2
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9 Impression Management for Job
20 A Cybernetic Model of Search and Performance
1 Impression Management 16 Evaluation 136
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4 CHAPTER 3 CHAPTER 9
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6 Individual and Organizational Impression Management for
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Contributing Factors 38 Leaders 158
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CHAPTER 4 CHAPTER 10
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Substantive Approaches to Impression Management by
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Self-Presentation 60 Organizations 177
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CHAPTER 5 CHAPTER 11
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9 Surface-Level Approaches to Functional and Dysfunctional
40 Self-Presentation 80 Consequences of Impression
1 Management 195
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3 Glossary 207
4 Notes 210
5 Index 227
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1 Full Contents
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5 Preface xiv Actor Perception 25
6 Purpose and Goals of the Book xiv Comparator 25
7 Structure of the Book xv Identity Enhancement and
8 Companion Website xvi Identity Protection 26
9 Acknowledgments xvi Identity Adjustment 27
10 About the Author xvi Identity Maintenance 28
1 Outcome Processing 28
2 Script Processing 29
CHAPTER 1
3 Adjustment of Reference
4 Goal 30
The Meaning and Nature of
5 Actor Implementation 31
Impression Management 1
6 Verbal Tactics 31
The Origins of the Modern Study of
7 Nonverbal Cues 32
Impression Management 2
8 Impact on Target 33
A Variety of Definitions of Impression
9 Practical Implications of the
Management 3
20 Model 33
Impression Motivation and Impression
1 Guidelines for Application and
2 Construction 4 Practice 34
3 Impression Motivation 6
Summary 35
4 Motives for Impression
5 Management and Self- CHAPTER 3
6 Presentation 6
7 Antecedents of Impression Individual and Organizational
8 Motivation 8 Contributing Factors 38
9 Impression Construction 9
Individual Factors Contributing to
30 Ethical Considerations Associated with
Impression Management 38
1 Impression Management 12
Self-Monitoring 39
2 Guidelines for Application and Practice 13
Machiavellianism 44
3 Summary 14
Trustworthiness 45
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Extraversion 47
5 CHAPTER 2 Optimism 47
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Cognitive Skills 48
7 A Cybernetic Model of Gender Differences 48
8 Impression Management 16 Gender Differences in
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A Brief Look at Cybernetic Theory 17 Communication Patterns 48
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The Basic Components of the Model 18 Gender Differences in Profiles of
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Reference Goal: Desired Social Impression Management 50
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Identity 20 Dimensions of Organizational Culture
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Activation of Identity Goal 21 Associated with Impression
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Goal-Based Interpretation 22 Management 50
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Goal-Directed Motivation 23 Situational Factors Contributing to
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Feedback from Target 24 Impression Management 53