Impression management

Impression management is a conscious or subconscious process in which people attempt to influence the perceptions of other people about a person, object or event. They do so by regulating and controlling information in social interaction.[1] It was first conceptualized by Erving Goffman in 1959 in The Presentation of Self in Everyday Life, and then was expanded upon in 1967.[2] An example of impression management theory in play is in sports such as soccer. At an important game, a player would want to showcase themselves in the best light possible, because there are college recruiters watching. This person would have the flashiest pair of cleats and try and perform their best to show off their skills. Their main goal may be to impress the college recruiters in a way that maximizes their chances of being chosen for a college team rather than winning the game.[3]

Impression management is usually used synonymously with self-presentation, in which a person tries to influence the perception of their image. The notion of impression management was first applied to face-to-face communication, but then was expanded to apply to computer-mediated communication. The concept of impression management is applicable to academic fields of study such as psychology and sociology as well as practical fields such as corporate communication and media.

Johnson-Cartee, K. S.. (2010). Impression management. In Political and Civic Leadership: A Reference Handbook

Plain numerical DOI: 10.4135/9781412979337.n94
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Leary, M. R., & Kowalski, R. M.. (1990). Impression Management: A Literature Review and Two-Component Model. Psychological Bulletin

Plain numerical DOI: 10.1037/0033-2909.107.1.34
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Gardner, W. L., & Martinko, M. J.. (1988). Impression Management in Organizations. Journal of Management

Plain numerical DOI: 10.1177/014920638801400210
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Moro, E., & Vidailhet, M.. (2010). Management. Blue Books of Neurology

Plain numerical DOI: 10.1016/B978-1-4160-6641-5.00027-1
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Henderson, P. W., Giese, J. L., & Cote, J. A.. (2004). Impression Management Using Typeface Design. Journal of Marketing

Plain numerical DOI: 10.1509/jmkg.68.4.60.42736
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Bolino, M. C., Kacmar, M. K., Turnley, W. H., & Gilstrap, B. J.. (2008). A multi-level review of impression management motives and behaviors. Journal of Management

Plain numerical DOI: 10.1177/0149206308324325
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Wayne, S. J., & Liden, R. C.. (1995). EFFECTS ON IMPRESSION MANAGEMENT ON PERFORMANCE RATINGS: A LONGITUDINAL STUDY.. Academy of Management Journal

Plain numerical DOI: 10.2307/256734
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Barich, H., & Kotler, P.. (1991). A Framework for Marketing Image Management. Sloan Management Review

Plain numerical DOI: 10.1016/0024-6301(90)90145-T
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Bolino, M. C.. (1999). Citizenship and impression management: Good soldiers or good actors?. Academy of Management Review

Plain numerical DOI: 10.5465/AMR.1999.1580442
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Grant, A. M., & Mayer, D. M.. (2009). Good Soldiers and Good Actors: Prosocial and Impression Management Motives as Interactive Predictors of Affiliative Citizenship Behaviors. Journal of Applied Psychology

Plain numerical DOI: 10.1037/a0013770
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Paulhus, D. L.. (1984). Two-component models of socially desirable responding. Journal of Personality and Social Psychology

Plain numerical DOI: 10.1037/0022-3514.46.3.598
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Bolino, M. C., & Turnley, W. H.. (2003). More than one way to make an impression: Exploring profiles of impression management. Journal of Management

Plain numerical DOI: 10.1016/S0149-2063(02)00212-X
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Parhankangas, A., & Ehrlich, M.. (2014). How entrepreneurs seduce business angels: An impression management approach. Journal of Business Venturing

Plain numerical DOI: 10.1016/j.jbusvent.2013.08.001
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Schlenker, B. R., & Weigold, M. F. .. (1992). Interpersonal processes involving impression regulation and management. Annual Review of Psychology

Plain numerical DOI: 10.1146/annurev.psych.43.1.133
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