Abstract
This study used direct observation to investigate the relationship between audience characteristics and the verbal self-presentational behaviors of 34 school principals. The results revealed that the principals presented themselves differently with high- and low-status, familiar and unfamiliar, and internal and external audiences. Differences in the principals' self-presentations during dyadic and group interactions were also observed. The implications of these findings for research on impression management behaviors and management theory are considered.
Keywords
Impression managementPsychologyObservational studySocial psychologyOrganizational behaviorApplied psychologyAdvertisingBusiness
Affiliated Institutions
Related Publications
A Tool for Reviewers
Peer review lies at the core of science and academic life. In one of its most pervasive forms, peer review for the scientific literature is the main mechanism that research jour...
Publication Info
- Year
- 1988
- Type
- article
- Volume
- 31
- Issue
- 1
- Pages
- 42-65
- Citations
- 107
- Access
- Closed
External Links
Social Impact
Altmetric
PlumX Metrics
Social media, news, blog, policy document mentions
Citation Metrics
107
OpenAlex
Cite This
William L. Gardner,
Mark J. Martinko
(1988).
IMPRESSION MANAGEMENT: AN OBSERVATIONAL STUDY LINKING AUDIENCE CHARACTERISTICS WITH VERBAL SELF-PRESENTATIONS..
Academy of Management Journal
, 31
(1)
, 42-65.
https://doi.org/10.2307/256497
Identifiers
- DOI
- 10.2307/256497