What role does "impression management" play in decision making?
Answers
Impression management is a conscious or subconscious process in which people attempt to influence the perceptionsof other people about a person, object or event. They do so by regulating and controlling information in social interaction.[1] It was first conceptualized by Erving Goffman in 1969, and then was expanded upon in 1967. An example of impression management theory in play is in sports such as soccer. At an important game, a player would want to showcase themselves in the best light possible, because there are college recruiters watching. This person would have the flashiest pair of cleats and try and perform their best to show off their skills. Their main goal may be to impress the college recruiters in a way that maximizes their chances of being chosen for a college team rather than winning the game.[2]
Impression management is usually used synonymously with self-presentation, in which a person tries to influence the perception of their image. The notion of impression management was first applied to face-to-face communication, but then was expanded to apply to computer-mediated communication. The concept of impression management is applicable to academic fields of study such as psychology and sociology as well as practical fields such as corporate communication and media.
- When a person with the help of his words changes or tries to influence the thought process, actions or outlook of a person towards a person, an object which can be beneficial for him, it is called impression management.
- Very important in today's world your impression or personality affects your personal and professional life as well.
- It is a very important factor in personal selling where you need to convince the customer that the product you are showcasing is absolutely spot on and a necessity for them.
- Through impression management you can do wonders like signing a new client, closing a huge sale or getting in the eyes of the higher management authority.