Understanding Impression Management in the Workplace
Impression Management is the gap between who you are and who other people think you are. You manage the size and shape of that gap when you try to influence what other people think about you.
That gap can be huge when dealing with strangers or people you don’t interact with often. And this is normal — others don’t really know who you are. When dealing with family or close friends, that gap melts away; you are who you are and don’t need to change it. We generally don’t make efforts to protect our personality from them, we don’t manage the gap.
In the workplace, where reputation and relationships play a huge role in success, mastering impression management at work is essential. Understanding how you come across to others can have a big influence on your career.
This behavior is deeply rooted in our nature as social beings. For early humans, survival often depended on their ability to navigate complex social hierarchies, build alliances, and promote cooperation. Impression management evolved as a mechanism to secure trust, resources, and a stable place within the group.
Impression Management is the gap between the person you really are and the person you want others to think you are.
This article will explore the nature of this gap, why it exists, and how you can effectively manage it to achieve your personal and professional goals.
Impression Management: A Daily Performance
The way I see it, Impression Management is similar to how an actor performs in a play acting in a certain role, without fully identifying themselves with the character. Just as the actor must portray a particular character to the audience, individuals engaging in impression management aim to present a certain image to others.
In our daily lives, we constantly adjust how we present ourselves depending on the “audience.” In a professional setting, especially when starting a job, we may adopt a polished demeanor, choosing words carefully and dressing appropriately to project competence. Among friends, the presentation might be more relaxed and casual. This flexibility in roles reflects our innate ability to manage impressions to suit different contexts, much like an actor shifts between performances. By understanding this dynamic, we gain insight into how impression management shapes relationships, workplace dynamics, and personal success.
Practical Examples of Workplace Impression Management
Let’s examine how impression management plays out in everyday scenarios:
- Social media: This is the classic example of how people carefully manipulate their media profile to present an idealized version of themselves. From sharing achievements to posting polished photos, individuals craft a public image that may differ significantly from their reality.
- Job Interviews: The gap between who you are and who you want others to think you are is often widest during a job interview. Candidates often focus on hiding weaknesses (or framing them as opportunities) and embellishing accomplishments to present themselves as the perfect fit for the role. Interestingly, someone with strong interviewing skills but less talent for the actual job often outperforms a highly skilled individual with poor interview skills. This happens because hiring decisions are largely based on first impressions and the perceptions formed during the interview process. A confident and polished candidate can create an image of competence and reliability, even if their actual qualifications are lacking.
- Confidence and Competence. Let’s define these terms first. Confidence is how good you think you are (and convincing others about it), while Competence is how good you really are. The gap between these two is represented by Impression Management. When evaluating others, it’s important to look beyond their confidence to assess their true competence. True leaders excel at minimizing this gap. They don’t embellish their abilities or inflate their achievements. Instead, their confidence is a direct reflection of their competence.
- Executive Presentations. Executive presentations often showcase impression management in action. Teams race to highlight achievements while downplaying their challenges. When I worked at Sears during its decline, monthly CEO updates were filled with glowing reports of revenue growth and cost reductions. On paper, everything seemed perfect. Yet, the company continued losing money. During one monthly update, the CEO remarked, “If these accomplishments were true, we wouldn’t be near bankruptcy.” Eventually, Sears did file for bankruptcy.
- Organizational Impression Management. Organizations rely heavily on impression management to shape public perception. PR departments craft narratives and build visions that emphasize the company’s successes. Similarly, marketing teams highlight achievements and strengths to present a favorable image to the public.
Impression management is an integral part of how we navigate social and professional spaces. By understanding these examples, we can begin to see how managing the gap between perception and reality shapes our interactions and opportunities.
Positive & Negative Features
Impression Management at work can have both positive and negative effects on the workplace environment. Let’s consider both sides.
Do you know someone who consistently outperforms but remains quiet and doesn’t draw attention to their contributions? For example, a team member who excels at solving complex problems but doesn’t speak up in meetings, or an employee who delivers outstanding results but shies away from presenting their work. These individuals often let their work speak for itself, but without proper recognition, their value can go unnoticed.
Recognizing and showcasing one’s true value benefits not only the individual but also the organization by fostering a culture of appreciation, productivity, and recognition.
On the flip side are the people who focus on appearances more than actual value creation. They realize that perception is sometimes more important than reality and their main priority is manipulating the perception. This is where the gap between their true self and perceived self becomes most evident.
How many people do you know that can “talk the talk but can’t walk the walk”? They sell on grandiose visions and bold claims, speaking assertively and confidently. And when their promises fall flat, they are quick to deflect blame onto others, external circumstances, or bad luck. These are the individuals that overpromise and underdeliver.
If you can talk the talk but can’t walk the walk, you’ll look like a fool. That’s the risk, but with great risk comes great reward.
Chael Sonnen
Such behavior leads to significant negative effects in the organization, from eroding team morale to overall organizational efficiency, like wasting resources and incurring opportunity costs.
Perception vs. Reality
Impression Management exploits the difference between perception and reality, and often, perception matters more than reality. Let’s explore why this distinction is so crucial.
Perception is the process by which we gather information from the world around us using our senses and interpret it based on our past experiences, expectations, and beliefs. It is how we understand something.
Reality, on the other hand, refers to the actual objective truth or the actual existence of something. It is the way things are, independent of our perception or interpretation of them. In other words, reality exists independently of our perception of it.
Perception is the subjective interpretation of objective reality.
Imagine looking at reality through tinted lenses. These lenses represent the distortions created by our beliefs, experiences, and societal influences. Everything we see is filtered and shaped by these influences, making our perception inherently biased. Now, if we could remove those lenses and view the world without filters, we would see reality as it truly is—undistorted and unbiased.
However, here lies the challenge: we rarely experience reality in its pure, unfiltered form. When making decisions or forming judgments, we rely on our perception, not reality. This is why perception often holds more power than reality. By understanding this dynamic, those who master impression management at work can effectively influence how others perceive them, shaping outcomes in their favor.
Looking at the two fellow rabbits below, who does a better job at Impression Management? If these two rabbits work for you, how will you assess each rabbit’s performance and value if you don’t go through the effort to see reality for what it is and make superficial opinions? Don’t be fooled by perception (what you see above the ground); do your best to see things for what they really are (full picture, above and below the ground).
Always remember, the impressions people project are often intentional and designed to shape your perception. The key to seeing reality is questioning what lies beyond the surface and uncovering the full story.
Conclusion
Impression management is a powerful tool that influences how others perceive us and, by extension, how they interact with us. By understanding the dynamics between perception and reality, we gain a clearer picture of the role impression management plays in shaping our personal and professional lives.
Whether it’s navigating workplace scenarios, presenting ourselves in high-stakes situations, or managing the way organizations communicate their value, the art of impression management at work is about bridging the gap between who we are and how we are perceived. The key lies in using this tool authentically—not as a way to manipulate, but to align perceptions with genuine strengths and values.
At its core, impression management is a reflection of the human desire to connect, influence, and belong. By mastering this skill while staying true to ourselves, we can build trust, foster meaningful relationships, and create lasting impact. Remember, while perception often matters more than reality, striving for authenticity ensures that the impressions we leave behind are not only effective but also enduring.