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Related Concept Videos

Managing Impressions01:19

Managing Impressions

151
Impression management encompasses individuals' deliberate efforts to shape how others perceive them during social interactions. This behavior is often employed to conform to social norms, secure approval, or pursue specific goals. While it involves selective self-presentation, it is not necessarily deceptive; individuals frequently present authentic aspects of themselves that align with situational demands.Common strategies include:Ingratiation: where individuals use flattery or agreeableness...
151
Impression Management Techniques I: Managing Appearances01:29

Impression Management Techniques I: Managing Appearances

200
Appearance is a multidimensional aspect of self-presentation that encompasses observable attributes such as clothing, grooming, speech, and nonverbal behavior. These elements are often strategically managed to align with socially constructed expectations in different settings. For instance, individuals tailor their appearance during job interviews, social gatherings, or athletic events to meet the perceived norms of those environments.Contextual Adaptation and Social SignalsThe research...
200
Impression Management Techniques IV: Altercasting01:14

Impression Management Techniques IV: Altercasting

174
Altercasting is a strategic communication technique in which an individual imposes a specific identity or social role onto another person to influence their behavior and shape the interaction. By presuming a role—such as “responsible leader” or “patient person”—altercasting encourages the target to conform to that identity, often aligning their behavior with the expectations associated with the role. The power of this tactic lies in its subtlety; once a role...
174
Impression Management Techniques II: Ingratiation01:29

Impression Management Techniques II: Ingratiation

150
Ingratiation refers to deliberate behaviors aimed at increasing one’s attractiveness or likability to a target person, often for strategic interpersonal or social gain. This set of impression management tactics is especially prevalent in hierarchical contexts, where influencing someone with greater power or authority can yield significant benefits. Several distinct ingratiation strategies have been identified, each leveraging psychological cues to foster favor and affiliation.Opinion...
150
Impression Management Techniques III: Aligning Actions01:29

Impression Management Techniques III: Aligning Actions

125
Aligning actions are communicative strategies individuals employ to maintain social harmony and preserve personal identity in the face of potential disruptions to social norms. These actions are particularly important in managing social impressions when one's behavior might be seen as inappropriate, incompetent, or morally questionable.Types of Aligning ActionsThe three principal types of aligning actions are disclaimers, accounts, and apologies.DisclaimersDisclaimers are preventive; they are...
125
First Impression01:09

First Impression

196
First impressions play a crucial role in social perception, shaping how individuals assess others in professional, academic, and interpersonal contexts. Psychological research highlights the significance of cognitive biases, such as the primacy and recency effects, which influence how people interpret and recall information.The Primacy Effect and Cognitive AnchoringThe primacy effect describes the tendency for initial information to impact judgment disproportionately. When individuals encounter...
196

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Increasing Compulsory Citizenship Behavior and Workload: Does Impression Management Matter?

Fang Liu1, Irene H Chow2, Man Huang1

  • 1School of Management, Guangzhou University, Guangzhou, China.

Frontiers in Psychology
|August 13, 2019
PubMed
Summary
This summary is machine-generated.

Impression management (IM) tactics like ingratiation and exemplification increase employee workload by encouraging compulsory citizenship behavior (CCB). This study reveals the hidden costs of workplace influence tactics.

Keywords:
compulsory citizenship behaviorexemplificationimpression managementingratiationworkload

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Area of Science:

  • Organizational Behavior
  • Social Psychology
  • Workplace Dynamics

Background:

  • Impression management (IM) involves individuals attempting to control how others perceive them.
  • While often studied for its benefits, the negative consequences of IM tactics require examination.
  • Compulsory citizenship behavior (CCB) represents employee actions beyond formal job requirements, often driven by social pressures.

Purpose of the Study:

  • To investigate the 'dark side' of impression management (IM) tactics.
  • To examine the relationship between IM tactics (ingratiation, exemplification) and employee workload.
  • To test the mediating role of compulsory citizenship behavior (CCB) in these relationships.

Main Methods:

  • Survey data collected from 298 employees in China.
  • Statistical analysis to test hypothesized relationships between IM tactics, CCB, and workload.
  • Examination of direct and indirect effects of ingratiation and exemplification on workload.

Main Results:

  • Ingratiation and exemplification tactics were positively associated with increased employee workload.
  • The interaction between ingratiation and exemplification also positively related to workload.
  • Compulsory citizenship behavior (CCB) significantly mediated the positive relationships between IM tactics and workload.

Conclusions:

  • Impression management tactics can inadvertently increase employee workload.
  • Compulsory citizenship behavior is a key mechanism through which IM tactics elevate workload.
  • Findings highlight the potential negative implications of workplace influence strategies for employee well-being.