might help bring more advantages their way. For instance, during the Olympics figure
skating controversy, Jamie Salé and David Pelletier were seen in many television shows
and news conferences, always giving the impression that they were not lobbying for a gold
medal after the fact, and presenting an image of clean-cut, soft-spoken individuals. This
led to even more sympathy for their plight.
Impression management does not imply that the impressions people convey are
necessarily false (although, of course, they sometimes are).^64 Some activities may be
done with great sincerity. For instance, you may actuallybelieve that ads contribute little
to sales in your region or that you are the key to the tripling of your division’s sales.
However, if the image claimed is false, you may be discredited.^65 The impression man-
ager must be cautious not to be perceived as insincere or manipulative.^66
RESEARCH FINDINGS Impression Management
Below we explore research findings in two areas: the useof impression management
and the effectivenessof impression management.
Use of Impression Management Impression management is more likely to be
used by high self-monitors than low self-monitors.^67 Low self-monitors tend to present
images of themselves that are consistent with their personalities, regardless of the ben-
eficial or detrimental effects for them. In contrast, high self-monitors are skilled at read-
ing situations and moulding their appearances and behaviour to fit each situation.
Research by Marc-David Seidel at the Sauder School of
Business, University of British Columbia, and his col-
leagues suggests that impression management is engaged
in more frequently by those who spend at least some time
telecommuting. These employees feel the need to keep
their supervisors more informed about their activities,
because they are physically absent.^68
Effectiveness of Impression Management A number of studies have exam-
ined the effectiveness of impression management techniques in a variety of work situ-
ations. Studies show that impression management behaviour is positively associated
with job-interview success.^69 For instance, one study found that recent university grad-
uates who used more self-promotion tactics got higher evaluations by interviewers and
more follow-up job-site visits, even after adjusting for grade point average, gender, and
job type.^70 Other studies have found that those using impression management tech-
niques received better performance evaluations from their managers,^71 were liked more
by their managers,^72 and were criticized less.^73 Impression management effects seem
to work more strongly when the measures of performance are subjective, however, than
when they can be measured more objectively.^74 For instance, those using impression
management techniques were rated more highly for interpersonal effectiveness, but
they could be more negatively evaluated on their business competence.^75 Overall, the
findings of these studies suggest that there is some advantage to engaging in impres-
sion management as long as the person delivers on the objective measures of per-
formance as well. For those who intend to become leaders, engaging in impression
management techniques makes it more likely that they will be chosen.^76
Making Office Politics Work
One thing to be aware of is that extreme office politics can have a negative effect on
employees. Researchers have found that organizational politics is associated with less
organizational commitment,^77 lower job satisfaction,^78 and decreased job performance.^79
Chapter 7Power and Politics 239Sauder School of Business,
University of British Columbia
http://www.sauder.ubc.caIn what situations
does impression
management work
best?