Impression Management in the Workplace: Research, Theory and Practice, 1st Edition (Paperback) book cover

Impression Management in the Workplace

Research, Theory and Practice, 1st Edition

By Andrew J. DuBrin


238 pages

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pub: 2010-09-10
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Wanting to create a favorable impression with others is a basic part of human nature in both work and personal life. In this book, Andrew J. DuBrin skillfully provides a guide to the effective use of impression management based on scholarly research and theory, with particular attention to practical application. He highlights not only impressions that individuals make, but those made by entire organizations.

Self-tests and questionnaires allow readers to pinpoint how they currently employ impression management techniques in their work lives. Each chapter includes a section on "Guidelines for Application and Skill Development" that provides real-world advice based on the theories and research outlined in the chapter.

With this book, students will glean the best methods for creating positive, career-building impressions in current and future positions.


"This is a must-read for researchers and practitioners. Andrew DuBrin has, again, proven his skills as a researcher who can transform theory into practice. On the subject of impression management, he makes a compelling argument for why both individuals and organizations should be aware of the power of how we project and are perceived by others." -- Gary Bonvillian, Ph.D., President, Thomas University

"Consistent with Andrew DuBrin’s other books, Impression Management in the Workplace addresses an important and timely topic in a manner that makes academically rigorous research material accessible, interesting, and useful for management students and professionals alike. I strongly recommend this book." -- Dr. David C. Baldridge, Associate Professor of Management, Oregon State University, College of Business and Honors College and Oregon Executive MBA Program

"Finally, a text that offers an in-depth analysis from many perspectives on the issue of impression management. This book manages the fine art of being research- laden while at the same time instructive for personal development and self-improvement. The reader might also glean some practice in discerning authentic impressions versus duplicitous impressions." --Eileen McDargh, President, McDargh Communications. Author of numerous books including Talk Ain't Cheap-It's Priceless and Gifts from the Mountain.

Table of Contents

1. The Meaning and Nature of Impression Management 2. A Cybernetic Model of Impression Management 3. Individual and Organizational Contributing Factors 4. Substantive Approaches to Self-Presentation 5. Surface-Level Approaches to Self-Presentation 6. Being Impressive by Making Others Feel Good 7. Self-Protection Tactics 8. Impression Management for Job Search and Performance Evaluation 9. Impression Management for Leaders 10. Impression Management by Organizations 11. Functional and Dysfunctional Consequences of Impression Management

About the Author

Andrew J. DuBrin is a Professor of Management emeritus at the E. Philip Saunders College of Business at the Rochester Institute of Technology, where he has taught courses and conducts research in leadership, organizational behavior, influence processes, and career management.

Subject Categories

BISAC Subject Codes/Headings:
BUSINESS & ECONOMICS / Careers / General
BUSINESS & ECONOMICS / Organizational Behavior