Fundamentals of Organizational Behaviour, Fifth Canadian Edition
Chapter 7— Power and Politics
– Impression management is the process by which individuals attempt to control the
impression others form of them. They might use impression management to get hired or
to get favourable evaluations, superior salary increases, or rapid promotions.
– Impressions are not necessarily false; sometimes they are sincere. Be cautious not to be
perceived as insincere or manipulative.
– Job applicants who use impression management tend to be successful. It did not matter
if the applicants were well or poorly qualified; if they used impression management
techniques, they did better in interviews.
Techniques:
– Job applicants who use self-promotion create an appearance of competence and get
more follow-up calls.
– Ingratiation seems to work well in job interviews.
– Employees who engage in ingratiation get better performance evaluations. However,
self-promotion seems to lead to poorer performance evaluations. Ingratiation works
because everyone likes to be treated nicely. Self-promotion works less well because in
performance evaluations, the manager has already had the opportunity to observe the
employee for a long period of time.
(Examples can be drawn from the text, class discussion, students’ own experiences, the
Internet, newspapers such as the Globe and Mail, . . .)