Wanting to create a favorable impression with others is a basic part of human nature in both work and personal life. In this book, Andrew J. DuBrin skillfully provides a guide to the effective use of impression management based on scholarly research and theory, with particular attention to practical application. He highlights not only impressions that individuals make, but those made by entire organizations.
Self-tests and questionnaires allow readers to pinpoint how they currently employ impression management techniques in their work lives. Each chapter includes a section on "Guidelines for Application and Skill Development" that provides real-world advice based on the theories and research outlined in the chapter.
With this book, students will glean the best methods for creating positive, career-building impressions in current and future positions.
Andrew J. DuBrin is a Professor of Management emeritus at the E. Philip Saunders College of Business at the Rochester Institute of Technology, where he has taught courses and conducts research in leadership, organizational behavior, influence processes, and career management.
1. The Meaning and Nature of Impression Management 2. A Cybernetic Model of Impression Management 3. Individual and Organizational Contributing Factors 4. Substantive Approaches to Self-Presentation 5. Surface-Level Approaches to Self-Presentation 6. Being Impressive by Making Others Feel Good 7. Self-Protection Tactics 8. Impression Management for Job Search and Performance Evaluation 9. Impression Management for Leaders 10. Impression Management by Organizations 11. Functional and Dysfunctional Consequences of Impression Management