Impression Management In Psychology
Ever wondered how we can maintain relationships, cleverly negotiate with difficult people and present our views well across each social context we encounter? Understanding the concept of ‘impression management’ can give you some interesting answers.
Developed by legendary sociologist Erving Goffman, this theory is generally considered to be a unique social psychology tool that can influence how we strategize our behavior — potentially allowing us to leave the desired impressions in our interpersonal interactions. Below, we take a detailed look into the science behind this concept, showcasing its potential benefits and harmful effects on all aspects of our everyday life and relationships.
Impression management
In an article published in Psychological Bulletin titled Impression Management: A Literature Review and Two-component Model, it is described as “the process by which people control the impressions others form of them.” The article breaks this down into two parts: impression motivation, or the reason you want to control the impression, and impression construction, the way by which you control the impression.
Erving Goffman explained the theory by comparing real-life situations to an actor putting on a play in a theater, where both the performer (you) and the audience (those around you) cooperate to act out a scene (whatever situation you are in.) Whether it's in job interviews, presentations, or social gatherings, mastering the science of this management can help you to leave a positive and memorable impression.
The power of self-presentation can be an essential tool when it comes to this topic, according to Erving Goffman. How a person dresses, speaks, and acts can significantly impact whether that person gains positive social value, as well as the overall way they are perceived by the people around them. Knowing how to use strategic self-presentation to create the desired impression can help you to be seen in the best light possible in both everyday life and unique situations.
A successful impression management strategy may require careful planning and execution. You might take the time to think carefully about the behavior and image you want to project, preparing to execute it properly in any given situation or interpersonal communication.
We’ve summarized a few other strategies to help you get the most out of social interactions below.
Understanding the psychology of impression management
An understanding of the topic of impression management can be difficult to acquire, and some researchers even disagree on certain aspects surrounding this practice. In the book, Impression Management Theory and Social Psychological Research, the authors don’t agree on every assumption or interpretation pertaining to this theory. In spite of this, there are ways to understand this topic and how it can be used in your own life.
It requires, in some cases, impression management techniques like self-promotion and self-defense as people strive to influence the opinions of those around them. This could include trying to appear more attractive or successful than they are, or it could mean using specific verbal and nonverbal acts to downplay certain aspects of their personality or behavior. All of these techniques may involve an attempt to control how people perceive various aspects of social interaction.
They may also use impression management when talking about themselves on social media or in conversations with friends, family and colleagues to increase their social influence. In fact, impression management can be a huge part of posting information and photos on social media.
Impression management and strategies to control and manage impressions
There are several different tactics and strategies available, the appropriateness of which may vary depending on the situation and the individual's goals. For example, someone might want to appear more intelligent by using big words or complicated, field-related language when discussing a subject about which they know little. Conversely, another person who wants to get into a leadership position might try to deflect attention away from their mistakes by pointing out errors made by someone else.
People can also use prosocial strategies such as expressing empathy or offering compliments to improve their reputation with others.
Impression management and society
While it can be used in a positive context, it can also be used to perpetuate inequality in society. For example, when people attempt to create a false impression of themselves and others using words, images and other visual cues, this may dampen or limit other people’s experiences.
Additionally, negative impression management can cause a wide range of results and effects, which may include:
Impression management and undue pressure on individuals using the technique
Recent social psychology studies show that it can also put undue pressure on individuals to conform to a certain standard of human behavior. This pressure can be damaging to some young people, who are more likely to succumb to the pressure to do so.
It can also lead to unrealistic expectations and feelings of inadequacy and low self-esteem, which can have long-term consequences on an individual’s mental health. It's also possible to experience cognitive dissonance while engaging in this topic, which is described by the American Psychological Association as an “unpleasant psychological state wrestling from inconsistency between two or more elements in a cognitive system.” Therapy and peer-to-peer support can be helpful resources to overcome this and other effects of misuse of it.
Impression management and misrepresentation of reality
This concept can lead to the misrepresentation of reality. This can be damaging when used to manipulate public opinion or for political purposes, potentially leading to false beliefs and misunderstandings about specific issues.
We do want to note, however, that many organizations, both in and out of government departments have been formed to encourage transparency and accountability.
Impression management and the inability to connect authentically
As people become increasingly invested in managing their reputation, it can make forming meaningful relationships more challenging as the true connection might be sacrificed for surface-level social interactions between parties.
To combat this, many may choose to be vulnerable and let all sides of their personality show — offering the person you’re with the benefit of knowing who you truly are in every form. This can give you a foundation of trust to reference later on in your relationship.
Impression management and social stratification
Creating an atmosphere where one's desired image or public persona has more positive social value than their actual character traits might reinforce a societal hierarchy that can be based on wealth & status. Additionally, the idea that one must present a specific outward appearance might lead individuals into debt or dangerous activities.
To combat this, many may choose to sit down and determine their actual positive traits and main priorities — allowing their true self and overarching, long-term goals to influence their current experience and decision-making skills.
Impression management and the benefits of online therapy
It can be difficult to truly engage in in-person therapy if you’re experiencing impression management concerns. It may be uncomfortable “dropping” the mask or remaining vulnerable with the pressure of someone sitting just across the room. With online therapy, however, you can receive help from therapists and counselors specializing in this concept without traveling or missing time from work, school or family.
You can take advantage of the therapeutic benefits without disrupting your day-to-day activities, in most cases.
Online therapy can also help improve problem-solving skills, whether that be problems you encounter in your personal life or your professional life. Therapy can help individuals better manage their impressions and deal with the issues that ordinary work situations present by allowing them to think through different courses of action before they act.
Therapists can provide helpful tools and techniques that clients can use when faced with challenging scenarios related to this topic. For example, they may suggest ways for clients to effectively communicate their needs without feeling overwhelmed or intimidated by other people’s reactions or opinions. Plus, with online therapy, individuals can connect with therapists from different locations. Those who live in Illinois, for example, can match with therapists from New York and other locations.
Online therapy can provide a safe space for individuals seeking help to manage their impressions in social settings. Discussing any issues related to self-image, confidence, communication skills or self-esteem can be done so in an environment free from judgment — which may be invaluable in helping individuals learn more about themselves and develop better coping mechanisms for difficult situations.
Impression management and online therapy effectiveness
Online therapy has been statistically suggested to positively impact mental health and reduce symptoms of anxiety disorders, improve mood, and increase self-esteem.
Online therapy can also provide a safe space for individuals to practice these techniques and learn to express themselves without fear of judgment or criticism from others. This can be especially beneficial for those who struggle with shyness or social anxiety disorders as they navigate different social situations.
Takeaway
What are the three steps of impression management?
There are several techniques one may use in impression management that can be used in no particular order, depending on the circumstances. However, according to impression management theory, three primary components shape our behavior:
Motives
Behaviors are formed to accomplish a goal, such as being more competent or likable. What we choose to emphasize depends on the outcome we’re looking for. You can often conjecture a person’s motives by paying attention to how they behave in different contexts.
Self-presentation:
Self-presentation is often characterized by behaviors guided by one’s self-perception or that are guided by the expectations of others. When one’s behaviors align with both, it can have a positive impact on self-esteem and overall well-being.
Social context
Social context has a considerable influence on what types of behaviors we present outwardly. Public image is often informed by what we perceive as desirable or undesirable behaviors according to social norms and context.
Is impression management manipulation?
Impression management can be considered a form of manipulation; however, that doesn’t necessarily mean it’s a negative thing. People can use impression management for positive or negative purposes.
Which theorist is associated with impression management?
Erving Goffman outlined the theory of impression management in his book “The Presentation of Self in Everyday Life.” In it, he posits that impression management is a social process rather than an individual trait. It influences how others treat us and is a critical factor in social interaction.
What is active impression management?
Active impression management refers to the conscious, intentional efforts that individuals make to control how they appear to others in social interactions. It involves actively shaping and managing one’s appearance, behavior, and communication style to create a specific image or identity that aligns with their desired outcomes. Here are a few examples of active impression management strategies:
- Ingratiation: Using compliments, flattery, or other tactics to win favor and gain approval from others
- Self-promotion: Emphasizing one’s strengths, accomplishments, and attributes to create a favorable impression
- Intimidation: Projecting power, authority, or dominance in order to influence or control others
- Supplication: Appearing submissive, vulnerable, or in need of help in order to elicit sympathy or assistance from others
What are the two components of impression management?
According to psychologists Mark Leary and Robin Kowalski, impression management consists of two distinct processes: impression motivation and impression construction.
Impression motivation refers to the level of motivation an individual feels to alter their behavior in order to control how others perceive them. Impression motivation is typically influenced by the goal’s relevance, its perceived value, and the level of disparity between one’s current image and the image one needs to present to achieve their goal.
Impression construction refers to the techniques that individuals use to construct the impression they want to show the world. Construction is typically determined by self-concept, role constraints, current social image, the values of one’s “targeted” audience, and desired and undesired identity images.
Is impression management a deception?
While impression management isn’t the same thing as deception, it can involve presenting oneself in a way that might fully reflect one’s true self. If the intention is to mislead, manipulate, or deceive others for personal gain or conceal harmful intentions, it can be considered deceptive.
However, most manage impressions to strategically influence how others perceive and respond to them in social interactions rather than intentionally mislead or deceive. In many cases, impression management is a natural, adaptive social behavior that helps individuals navigate different social situations.
How do you measure impression management?
One might measure impression management in individuals using an impression management scale (sometimes called validity or social desirability scales). This assessment tool measures an individual’s impression management (IM) and self-deceptive enhancement (SDE) through their responses to personality questionnaires. Although some organizations use the impression management scale, peer-reviewed studies in social psychology question its validity and accuracy.
What is the scale to measure impression management?
The impression management styles scale (IMS) measures an individual’s propensity towards behaviors in the categories of self-promotion‚ ingratiation‚ exemplification‚ intimidation‚ and supplication. Results are measured on a scale from one to five, with one being “never behave this way” to five being “always behave this way.”
What are impression management tactics?
Impression management tactics refer to the specific strategies and techniques that people use to control how others see them in social interactions. There are several types of impression management tactics that individuals use to shape others’ perceptions and influence their opinions and behaviors. Here are some examples of impression management techniques at work:
Self-promotion
This tactic refers to highlighting one’s strengths, achievements, and positive attributes to shape a favorable impression. For example, when an individual lists their skills and achievements on their resume to show a potential employer that they might be a good fit for the job. Self-promotion may be more appropriate in some situations than others and can come across as “bragging” if the individual isn’t self-aware enough to know how they appear to others.
Flattery (ingratiation)
Flattery is when an individual attempts to shape a relationship through compliments or using flattery, compliments, or other ingratiation tactics to win favor with others and gain their approval. For example, when a love interest brings gifts to their partner’s family to make a good impression. Flattery can seem disingenuous when used too indiscriminately or excessively.
Favors
Doing a favor for someone can give the impression an individual is helpful or considerate, but it can also create a quid pro quo situation in which one or both parties feel manipulated. For example, one might offer to cover for their co-worker’s absence, but if they expect something in return, they might come off as dishonest or create resentment when the co-worker doesn’t return the favor.
Intimidation
People using intimidation tactics assert their power, authority, or dominance in order to control others or shape their beliefs and perceptions. For example, an employer informs an employee that they’ll receive a demotion unless they comply with the employer’s demands.
Self-monitoring (conformity)
This impression management technique refers to adapting one’s appearance, behavior, or communication style according to the circumstances or audience. This is a common technique used in many areas of life, including work, school, social situations, or in family dynamics.
Supplication
Supplication is when an individual may purposefully portray themselves as vulnerable or submissive to elicit sympathy or compel others to help them. For example, a person using supplication might highlight their inexperience in a specific area at work so others will assist them in doing their job.
Selective announcements
When an individual uses selective declaration as an impression management tactic, they’ll strategically share information about themselves to create a specific identity or image. For example, a company might partially positive aspects about itself while concealing negative ones.
What is the difference between impression management and impression formation?
Impression management refers to the conscious efforts that individuals make to control the impressions they give off to influence how others perceive and respond to them. Impression management often involves shaping an individual’s self-presentation in terms of how they look, behave, and communicate to create a specific identity or image to influence others or get what they want.
On the other hand, impression formation refers to the process by which people form judgments and opinions about others based on their observable behaviors, characteristics, and interactions. According to the concept of impression formation, people make inferences and evaluations about others’ personalities, traits, attitudes, and intentions based on the information available. People often use impression formation to make sense of their social environment and navigate different social situations.
How do you control and manage impressions?
Impression management involves factors relating to one’s appearance, presentation, motivation, active listening, and verbal and nonverbal communication. To manage someone’s impression, one must pay attention to these aspects so they can create a positive self-image for themselves.
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