IMPRESSION MANAGEMENT

By
P.K.Mathan Raj & Jaison Samuel
MBA – Oscar B’ School
IMPRESSION MANAGEMENT
 Goal-directed activity of controlling or regulating
information in order to influence the impressions formed
by an audience.
 Also known as Self Presentation

 IM methods are often used during job interviews

 Organization conduct with applicants for various jobs
 To choose the best candidates

 Frequent type of IM: Verbal Self-promotions

 Assertive(applicant initiated)
 Defensive (applicant response to interviewer assumptions)
SELF MONITORING
 The process through which people regulate their own behavior
 To "look good" so that they will be perceived by others in a
favorable manner.
 High self-monitors
 Monitor their behavior to fit different situations
 More likely to engage in IM tactics

 Low self-monitors
 More cross-situationally consistent.
 Less likely to engage in IM tactics
SELF BRANDING
 Branding – A promise of the value of the product
 Helps in defining
 Who you are, How you are great, and Why you should be sought
out.
 Most job seekers are not proactive in brand building, Why?
 Management Guru, Tom Peters says (From, The Brand You50
(Reinventing Work))
 Regardless ofage, position & business we happen to be in.
 We are the CEOs of our own companies: Me, Inc.
 You're not defined by your job title and you're not confined by your
job description.
IM USE & EFFECTIVENESS IN JOB
INTERVIEWS
 Influence of Personality:
 Research on employment interviews shows,
 Personality
is related to the way an applicant will think and act
 Depending on the situation the influence of IM strategies will takes
place
 For Eg:
 Very conscientious applicants may take advantage of the opportunity to
describe accomplishments and achievements,
 Agreeable applicants will try to win favor by behaving exceedingly

thoughtfully and considerately.

IM USE & EFFECTIVENESS IN JOB
INTERVIEWS (CONT…)
 Strength of the Situation:
 In “strong” situations,
 Peoplehave certain expectations for how to behave
 Most everyone behaves the same way

 In “weak” situations,
 Expectations for how to behave aren’t as clear
 People must decide for themselves what they feel is appropriate.

 The employment interview tends to be on the “strong” end of

the scale
 However, circumstances affect to engage in IM
 Eg: Applicantswho have been looking for work for months may be
more motivated to make a good impression
IM USE & EFFECTIVENESS IN JOB
INTERVIEWS (CONT…)
 Five easy tactics for
building and strengthening
ones career brand:
 Gain Experience/Track
Accomplishments
 Complete Education/Training
 Promote Yourself
 Become an Expert
 Build Relationships

 Interviewers are aware about

when IM will occur?
 Personality is measured prior
to the interview process
PSYCHOLOGIST'S INSIGHT
 Of the third of employees who changed their personality
at interview
 Three out of ten (31%) did so radically.

 Around one in seven employees (14%) are feeling stress

 Job interviews with psychometric tests of personality

and other forms of assessment.
CONCLUSION
 Once you identify and build your brand, remember to
continue strengthening and protecting it.
 There will always be competing brands (job-seekers)
ready to fill any gap you leave behind.

 “Past behavior is the best predictor of future behavior”

P.K.Mathan
Raj
Jaison Samuel