Usage and Effectiveness of Impression Management Strategies in Organizational Settings
DOI:
https://doi.org/10.12926/e8khge30Keywords:
impression managementAbstract
In this article, the authors explore the use and effectiveness of impression management (IM) strategies in organizational settings. They also present some guidance for managers and employees about the appropriate use of impression management strategies in specific situations that can enhance individual and organizational development.
References
Bolino, M. C., & Turnley, W. H. (2003). More than one way to make an impression: Exploring profiles of impression management. Journal of Management, 29, 141--161.
Bozeman, D. P., & Kacmar, K. M. (1997). A cybernetic model of impression management processes in organizations. Behavior and Human Decision Processes, 69, 9-30.
Carli, L. L., LaFleur, S., & Loeber, C. C. (1995). Nonverbal behavior, gender, and influence. Journal of Personality and Social Psychology, 68, 1030-1041.
Ellis, A. P., West, B. J., Ryan, A. M., & Deshon, R. P. (2002). The use of impression management tactics in structured interviews: A function of question type? Journal of Applied Psychology, 87, 1200-1208.
Gardner, W. L. (1992). Lessons in organizational dramaturgy: The art of impression management. Organizational Dynamics, 21, 33-47.
Gardner, W. L., & Martinko, M. L. (1988). Impression management in organizations. Journal of Management, 14, 321-338.
Giacalone, R. A., & Rosenfeld, P. (1989). lmpression management in the organization. Hillsdale, NJ: Erlbaum.
Giacalone, R. A., & Rosenfeld, P. (1991). Applied impression management: How image making affects managerial decision making. Newbury Park, CA: Sage.
Gilbert, D. T., & Jones, E .E. (1986). Exemplification: The self-presentation of moral character. Journal of Personality, 54, 593-615.
Girard, K. (2003). The fine art of sucking up. Business 2.0, April. Retrieved April 14, 2003, from http://www.business2.com.
Goffman, E. (1959). Presentation of self in everyday life. Garden City, NY: Doubleday.
Gordon, R. A. (1996). Impact of ingratiation on judgments and evaluations: A metaanalytic investigation. Journal of Social Psychology, 71, 54-70.
Gove, W. R., Hughes, M., & Geerkin, M.R. (1980). Playing dumb: A form of impression management with undesirable side effects. Social Psychology Quarterly, 43, 89-102.
Jones, E. E., & Pittman, T. S. (1982). Toward a general theory of strategic self-presentation. In J. Suls (Ed.), Psychological perspectives on the self (Vol. 1, pp. 231-262). Hillsdale, NJ: Erlbaum.
Kacmar, K. M., & Carlson, D. S. (1999). Effectiveness of impression management tactics across human resource situations. Journal of Applied Social Psychology, 29, 1293-1315.
Leary, M. R., & Kowalski, R. M. (1990). Impression management: A literature review and two-component model. Psychological Bulletin, 107, 34--47.
Moreno, J. L. (1951). Sociometry, experimental method and the science of society. New York: Beacon House.
Moreno, J. L. (1959). Psychodrama (Vol. 2). New York: Beacon House.
Moreno, J. L. (1960). Concept of the encounter. Journal of Existential Psychiatry, 1, 144-154.
Nelson, D. L., & Quick, J. C. (2003). Organizational behavior. Mason, OH: South- Western.
Rudman, L.A. (1998). Self-promotion as a risk factor for women: The costs and benefits of counterstereotypical impression management. Journal of Personality and Social Psychology, 74, 629--645.
Schlenker, B. R. (1980). lmpression management: The self-concept, social identity and interpersonal relations. Monterey, CA: Brooks/Cole.
Stevens, C. K., & Kristoff, A. L. (1995). Making the right impression: A field study of applicant impression management job interviews. Journal of Applied Psychology, 80, 587--606.
Tedeschi, J. T., & Melburg, V. (1984). Impression management and influence in the organization. In S. Bacharach & E. J. Lawler (Eds.), Research in the sociology of organizations, (Vol. 3, pp. 31-58). Greenwich, CT: JAi Press.
Turnley, W. H., & Bolini, M. C. (2001). Achieving desired images while avoiding undesired images: Exploring self-monitoring in impression management. Journal of Applied Psychology, 86, 351-360.
Wayne, S. J., & Ferris, G. R. (1990). Influence tactics, affect, and exchange quality in supervisor-subordinate interactions: A laboratory experiment and field study. Journal of Applied Psychology, 75, 487-499.
Published
Issue
Section
License
Copyright (c) 2025 Journal of Psychodrama, Sociometry, and Group Psychotherapy

This work is licensed under a Creative Commons Attribution 4.0 International License.
You are free to:
- Share — copy and redistribute the material in any medium or format
- The licensor cannot revoke these freedoms as long as you follow the license terms.
Under the following terms:
- Attribution — You must give appropriate credit, provide a link to the license, and indicate if changes were made. You may do so in any reasonable manner, but not in any way that suggests the licensor endorses you or your use.
- NonCommercial — You may not use the material for commercial purposes.
- NoDerivatives — If you remix, transform, or build upon the material, you may not distribute the modified material.
- No additional restrictions — You may not apply legal terms or technological measures that legally restrict others from doing anything the license permits.
Notices:
You do not have to comply with the license for elements of the material in the public domain or where your use is permitted by an applicable exception or limitation.
No warranties are given. The license may not give you all of the permissions necessary for your intended use. For example, other rights such as publicity, privacy, or moral rights may limit how you use the material.