Fundamentals of Management, 8th ed

impression

management

A direct and

intentional effort by

someone to enhance

his or her image in

the eyes of others

Chapter 11: Leadership and Influence Processes

3 4 9

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impression management will pay close attention to choice of attire, selection of language,

and use of manners and body posture. People interested in impression management are

also likely to jockey for association only with successful projects. By being assigned to

high-profile projects led by highly successful managers, a person can begin to link his or

her own name with such projects in the minds of others.

Sometimes people too strongly motivated by impression management become

obsessed with it and may resort to dishonest or unethical means. For example, some

people have been known to take credit for others’ work in an effort to make themselves

look better. People have also been known to exaggerate or even falsify their personal

accomplishments in an effort to build an enhanced image.

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For instance, one Silicon

Valley entrepreneur recently noted, “Every time I turn around, there is someone sticking

their head in my office reminding me what they are doing for me.”

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